Regional Sales Lead (Offshore)

You Belong Here…Wherever in the World you find yourself.

We celebrate our wins as one team of many great people!

With a vision for a connected world, Inchcape relies upon the expertise, diversity, and global network of our over 3,000 professionals, spread across 60 plus countries and in over 240 offices to help our partners connect to a smoother, smarter ocean.

We empower our people, and 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.

We know what matters. We never stand still. We always reach for more.

#InchcapeShippingServices

Business Need / Purpose of Role

As Regional Sales Lead – Offshore Solutions, Asia Pacific, you are part of a high-performing team and act as the central point of contact / subject matter expert for all Offshore Solutions related engagements and activities in the APAC region.

You have built a solid network and have a deep understanding of Cable Survey/Laying, Offshore Oil & Gas, Offshore Renewables interactions (B2G), sourcing, and funding. By positioning Inchcape’s value proposition, you are responsible to drive business growth, conduct market research, identify business opportunities, capture & respond to tenders, and generate client leads. You will maintain and expand beneficial relationships with clients, suppliers, and other business partners. You will also support existing contracts and develop strategies to maximize Inchcape share of wallet.

This is a hands-on role. You have an inquisitive can-do attitude, are an excellent communicator and a key facilitator that can drive and lead multiple interactions between our internal and external stakeholders across the APAC region. As subject matter expert you are expected to provide clear strategic and tactical guidance to the APAC Leadership Team and Country Locations. You will ensure best practices are shared across the APAC offices and will drive though leadership to enhance our value proposition and increase our market share.

As SME you will work in close relationship with the Area General Managers, Country Teams, Sales, Bid Director, Operations, Procurement, and other relevant departments to drive a global business. You will contribute to the development of a partnership network that will support the execution of our contracts. As a SME you will stay ahead of industry trends, regulations, events, … that will happen in your region.

Duties and Responsibilities:

• Provide thought leadership and subject matter expertise to internal & external stakeholders and act as senior point of contact to position and promote Inchcape’s Offshore value proposition across the region.
• Develop a growth strategy (plan) for Offshore in APAC aimed at expanding our current share of wallet (selling more to existing clients) and increasing our market share (new clients and markets). Growth ambition for GS in 2024 is 60%!
• Work directly with the VP Sales and closely with the regional functions and In-Country Management teams to increase awareness and drive local initiatives. Identify, attend, and create events, lead meetings with relevant Offshore clients and organizations. In doing so you will improve Inchcape’s overall brand image and open doors for further engagement opportunities.
• Sales Lead generation and building Sales pipeline. Capture and assess regional and local RFIs / RFQs through government sourcing sites and by actively working your network. You will closely work and align with the Group Bids and Tenders team and ensure the tender process is followed.
• Create visibility by ensuring that all Offshore opportunities are entered in SalesForce and carefully tracked and updated.
• Make sure all Sales development processes are in accordance with the values and ethics of ISS.
• Ensure that all Offshore initiatives, engagements, and contracts always meet the highest standard of compliance without any compromise.
• Act on escalated matters that require an immediate response and engage in conversation with customers and local office to address any issues or concerns. Report, handle, and mange complains.

Key Deliverables:

• Drive Profitable Revenue Growth through BD Activities and Though Leadership Initiatives. Your performances against targets will be tracked monthly and evaluated quarterly.
• Expand Network, Create Offshore Solutions Awareness and Position ISS Offshore as Strategic Long-Term Partner for targeted Offshore Clients
• Ensure compliance, Reporting and Administrations – Salesforce CRM administration, Business Opportunities pipeline updated weekly.

Market Presence and Profile

• Establish self and Inchcape as the recognized partner for its Services by growing knowledge base, networking with credible sources and partners, researching market trends and actively participating at industry events.
• Share industry knowledge and experiences within the Sales Team and wider business to enhance Inchcape’s value proposition.
• Ensure all Sales development processes are in accordance with the values and ethics of ISS.

The post holder will carry out any other duties within the scope and purpose of the job as requested by the Line Manager and ensure full utilization of all ISS Systems accordingly to Standard Operating Procedures.

Key Deliverables:

• Revenue growth
• Customer retention
• Reporting and Administrations – Salesforce CRM administration, 40 Face to Face / business call meetings per month, Business Opportunities pipeline.

Knowledge, Skills, and Abilities

• Significant sales experience in the shipping services industry, and especially the sector with the ability to win work across a large geographical area.
• In depth understanding of port agency operations and market dynamics of the shipping industry
• Excellent work ethic and proven grounding of discretion and confidentiality.
• Commercially Astute
• Critical thinker and problem solver with a can-do attitude that can work independently.
• Good negotiation, writing and influencing skills.
• Ability to work under pressure, balance multiple tasks, and under different time zones. Ability to work in a multicultural environment.
• Competent user of the Microsoft Office suite including Outlook, Excel and Word. Proficient in CRM usage (SalesForce.com).
• Solid communication and presentation skills.

Education/Experience:

• 6+ years’ experience in Sales business planning short to long term, pipeline creation and execution, Contract formation and negotiation.
• Customer engagement and management.
• Working in complex international organizations.
• Excellent knowledge (verbal & written) of the English language.
• Bachelor’s degree (or equivalent) is preferred

Why Inchcape Shipping Services?

We believe in building a diverse and high performing workforce, that works together to provide our partners 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 the diversity of our people and know that their unique experiences, skills, and passions – strengthens the organization, stimulates creativity, and promotes the exchange of ideas – helping you to build a rich and rewarding career.

What you’ll get:

We understand that different families have different needs, which is why we’re always evolving our benefits to accommodate our employees.

Along with health and financial benefits, our employees enjoy a variety of other perks, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.

In addition to our traditional benefits and perks, we sponsor various events throughout the year. And we provide a culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

We also encourage a better work-life balance with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, Inchcape has enabled our employees to find a balance that feels fulfilling and productive for each individual situation.

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!

We have you covered for anything life could throw your way.

Deciding where you want to work is an important decision. Choosing a company that support your professional and personal goals is essential. Inchcape provides the resources, culture, and leadership you need to be successful, to build something you’re proud of, and take advantage of all the future holds.

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