JOB SCOPE
The Area Sales Manager is responsible for the sales of our core software solutions including Charts, Publications, Digital Products, Update Services and associated OneOcean Business services to customers within an allocated region.
Working with the APAC Sales Team to take ownership of the whole sales process from prospect identification, through qualification, presentation, proposals, negotiation and finally closing the sale. Post sales activities to ensure that levels of service are maintained and that opportunities for upselling are exploited.
What we offer you
The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes A culture that develops its colleagues and promotes from within and many other additional benefits (social security contribution general welfare, pension scheme).
TASKS & RESPONSIBILITIES
Here’s what your day-to-day will look like in this role:
- Identify new customers and prioritise allocated key market areas
- Meet and exceed targets set out in bonus scheme for allocated areas
- Key account management for Sales
- Negotiate and agree contracts on behalf of LR OneOcean
- Understand customer requirements and advise on customised services
- To work closely with the customer and take responsibility for customer retention.
- To be a digital services champion such that non-digital customers see LR OneOcean as their provider of choice for a digital solution.
- Help identify new services and markets.
- Plan and execute sales activities in conjunction with the SVP APAC
- Input data into the SFDC CRM system to feed the sales forecast
- Use the SFDC CRM system to provide information on opportunities and customer meetings ensuring that all visits are properly recorded, and customer concerns are proactively dealt with.
- Use the software tools supplied to prepare quotations for new customers
- Make presentations to both customers and internal departments
- Provide and maintain data to support the Marketing Databases
- Analyse and review Sales trends for each customer including churn risk. Quarterly analysis to be discussed with the SVP APAC.
- Maintain continuous awareness of LR OneOcean products and services
- Keep Customers fully informed regarding new product launches and product enhancements
- To become a product expert in terms of digital products, solutions and value add
- Provide input for Product Development and new Product design
- Maintain continuous awareness of competitor services
- Attend conferences and exhibitions, meeting with customers and agents. Speaking slots at key conferences, to talk about LR OneOcean services might be required.
- Provide support and input for marketing activities such as new brochures, mail shots, exhibitions etc.
- Travel within the APAC region and other countries as required and is considered a basic requirement for this role. Requests to travel could be made at short notice.
- Any other tasks associated with the above functions
- Training will be provided but the ability to quickly absorb information and understand and communicate USPs and product differentiation is essential.
