Who we are?
At Inchcape Shipping Services, our vision is to have a connected world, in which our customers trade successfully and make better decisions in every port, everywhere. We use technology and our global network to help our partners connect to a smoother, smarter ocean. Inchcape combines its worldwide infrastructure with local expertise through our global network of over 240 proprietary offices, across 60 countries and a team of more than 2,500 committed professionals. Our diverse global customer base includes owners and charterers in the oil, cruise, container, and bulk commodity sectors as well as naval, government and intergovernmental organizations.
We have an ambitious growth model and a career here is certainly going to be a rewarding one that will allow you to bring your skills & experience. We embrace change and are open to new thinking and pushing for positive change in our industry.
Business Need / Purpose of Role
Working in a matrix structure, the Sales Manager is responsible for growing revenue for Ship Manager sector within their Region. This role reports to the Asia Pacific VP Sales.
Act as a Subject Matter Expert (SME) for Ship manager clients & strongly position Inchcape as the partner of choice in this Sector.
Duties and Responsibilities:
Build an understanding of our customers by:
- Leveraging industry insights to ensure focus on the customer and how we add value to their business.
- Supporting Sales Managers in the Region to optimize the result for the Sector.
- Ensuring every customer they manage is visited at least every quarter.
- Ensuring customers are made aware of Inchcape’s Products and Services by introducing on (yearly) average more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce.
- Growing pipeline by at least 4 times targets through visiting customers and introducing Inchcape’s Products and Services.
Create meaningful connections with customers by:
- Ensure alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization.
- Delivering the Regional Sector Revenue budgets.
- Achieving a win rate of at least 25%
- Ensure every customer is retained by selling on (yearly) average more than 1 product to owned customers.
Ensure Inchcape gets paid fairly and timely by:
- Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
- Leveraging Commercial Policies and Procedures on pricing, bids and tenders, contract negotiations, etc, to guarantee compliant execution.
- Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.
Support the Inchcape Accounts Receivable to collect outstanding fees on time, or as escalated for overdue payments
Knowledge, Skills, and Abilities
- Extensive experience in Port Agency and Marine Services global.
- Commercial activities and managing regional customer
- Customer relationship management.
- Analytical
- Delegation
Education/Experience
- 8+ years of experience in Maritime industry
- Sales Business Planning short to long term.
- Pipeline creation and execution.
- Contract formation and negotiation.
- Customer engagement and management.
- Working in complex multi-cultural organizations.
- Bachelor’s Degree in a public or accredited private academic institution preferred
Why Inchcape Shipping Services?
We believe in building a diverse and high performing workforce, that works together to provide our customers with the exceptional service they deserve. To reach the highest standards we depend on our people, their welfare, training, and expertise. We realize the value of our staff and know that your unique experiences, skills, and passions will help you to build a rich and rewarding career in our dynamic industry.
Our values are at the center of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:
Global Perspective - we connect the world and see the bigger picture.
The Power of People - we rely on the strength of local agent knowledge and relationships.
Progress - we adopt new thinking and push for positive change in our industry.
In return, we will offer you:
A diverse range of benefits, depending on your geographical location. Globally as a minimum you will receive:
- Life assurance
- Healthcare
- Competitive salary
- Career development and progression opportunities
- Values Award celebration events
- Team building days
Plus, much more!
Inchcape Shipping Services is looking for people who are willing to think about the future...and think big. We're looking for people who are ready to take on the most significant challenges of their careers.
If you think that you have the right skills, knowledge, and attitude to join our team, then we invite you to apply to this advert!
#ISSthebiggerpicture
