Commercial Academy Lead-Integrated Operations

Job Description

Position Summary The Commercial Academy Lead is responsible for building and continuously improving Lazada Thailand's commercial capability by designing, developing, and managing a comprehensive learning ecosystem for Key Account Managers (KAMs). This role ensures that all commercial teams possess the knowledge, skills, tools, and frameworks required to drive seller growth, deliver business results, and execute strategic initiatives consistently.

The role leads end-to-end learning strategy, including onboarding, capability development, upskilling and reskilling programs, competency frameworks, learning content, certifications, and live enablement sessions. Working closely with Category, Commercial Excellence, Business Development, Seller Operations, and Regional teams, the Commercial Academy Lead translates business priorities into practical learning programs that improve commercial execution and organizational effectiveness.

Job Description

1. Commercial Learning Strategy

• Develop and own the commercial capability roadmap aligned with Lazada Thailand's business priorities.
• Design scalable learning programs that strengthen commercial excellence across all KAM levels.
• Identify capability gaps through performance analysis, business reviews, and stakeholder feedback.
• Continuously evolve the academy curriculum to meet changing business needs.

1. KAM Academy Development

• Design and manage a structured Commercial Academy covering all key commercial competencies.

• Build learning paths for different experience levels, including: o New Joiners, Junior KAMs, Senior KAMs, Team Leaders

• Develop standardized playbooks, best practices, toolkits, templates, and learning resources.

• Ensure all learning materials remain relevant and up to date.

1. KAM Onboarding Program

• Design and continuously improve the end-to-end onboarding journey for new KAMs.

• Build structured onboarding plans covering: o Company overview, Commercial fundamentals, Seller management, Category management, Campaign planning, Commercial systems and tools, Data analysis, Internal processes

• Track onboarding completion and readiness through assessments and certification.

1. Upskilling & Reskilling

• Design targeted upskilling programs to strengthen commercial competencies.
• Build reskilling initiatives to support evolving business priorities and organizational transformation.
• Introduce role-based learning paths that enable career progression.
• Ensure continuous learning culture across commercial teams.

1. Framework & Capability Development

• Develop standardized commercial frameworks including: o Seller management framework, Business review framework, Account planning methodology, Negotiation framework, Campaign planning framework, Data-driven decision making, Performance management framework

• Standardise commercial best practices across all business units.

Job Requirements

Education

• Bachelor's degree in Business Administration, Marketing, Management, Human Resources, Education, or related field.

• Professional certifications in Learning & Development, Training, Organizational Development, or Business Management is an advantage. Experience

• 5–8+ years of experience in Commercial Excellence, Sales Enablement, Learning & Development, Training, Commercial Operations, or related functions.

• Experience designing and delivering commercial capability programs.

• Experience developing learning curricula and competency frameworks.

• Experience in eCommerce, retail, FMCG, consulting, or technology industries is preferred.

• Experience working with cross-functional stakeholders and senior management. Technical Skills

• Strong instructional design and curriculum development skills.

• Excellent presentation and facilitation abilities.

• Strong project management skills.

• Experience developing training materials and learning content.

• Strong analytical and problem-solving capabilities.

• Excellent Microsoft PowerPoint, Excel, and Word skills.

• Experience with Learning Management Systems (LMS) is an advantage.

• Ability to interpret business performance metrics and translate insights into capability-building initiatives.