Purpose of the position
Development of sales activities, budgets, and sales tools in the best interest of MacGregor and MacGregor’s regional strategy. Implement sales strategies and execute action plans in close cooperation with other regional sales directors as well as the MEA management team, in line with GSD strategy and road map, by effective management of the regional account management and customer experience teams.
Main tasks and responsibilities
- Actively using CRM to manage sales activities including sales opportunities, account management, dry dock plan, customer visit and installed base analysis.
- Improve spare parts business capture rate and hit rate.
- Develop and execute action plans to support the improvement priorities stated in X matrix target setting.
- Contribute to, communicate and implement the GSD global and regional sales strategies for spare parts and maintenance activity
- Direct Regional Account Managers and customer experience team to maximise revenue, profit, and customer satisfaction and ensure structured visit programmes and focused campaigns
- Identify true potential sales opportunities by increasing data on MacGregor and third party product installed base (ensuring data is maintained in gap to potential and dry docking planner tools etc.)
- Actively champion development and promotion of Service Contracts to allow growth of true customer partnerships, lock-in parts revenue and maximise efficiency of inspection/maintenance work
- Coordinate cross-regional sales activities and work with Sales Director Europe and ANS in global activities and account management
- Work with GSD business development and Finance to develop processes and metrics to gather market intelligence and customer information
- Provide leadership and team management to the regional account management teams and the customer experience team
- Actively develop high level/strategic relationships with identified major VIP customers
- Develop and manage targets for sales personnel in the region
- Support sales personnel with all large quotations and high level service contract offers, and assist in closing orders
- Work together with finance to improve customer credit & payment terms and improve account receivable
- Participate and contribute to business planning, budgeting and reporting processes
- Build co-operation with sales peers in new building divisions to ensure lifecycle benefits are communicated with customers at newbuild stage
- Work in matrix with Global project team for Projects sales
- Create and maintain a positive and interactive team climate within the sales organisation
- Support digital sales project.
What you’ll need to succeed
Education:
- B.Sc./M.Sc. in Business, Engineering, or equivalent practical experience. Preferably with a financial/commercial degree.
Experience:
- Minimum ten years of experience with Industrial B2B clients selling complex solutions
- Knowledge of sales and solution deliverables including the offering overview, customer value propositions, cost models and solution frameworks
- International marine business knowledge and understanding
- Recognised as a thought leader in the marine market
- Ability to communicate with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans
