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.
Duties and Responsibilities:
Working in a matrix structure and as a member of the Regional Sales Team, the Sales Manager is responsible for supporting the APAC leadership in growing revenue and ensuring we are paid for the work we do on our customer's behalf.
Build an understanding of our customers by: -
• Leveraging industry insights to ensure focus on the customer and how we add value to their business.
• Ensuring every customer 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 the target 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.
• 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 manner by: -
• Negotiating terms and conditions with customers that support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Processes 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 fees on time, or as escalated for overdue payments.
Required Knowledge
• Extensive knowledge in the maritime industry
• Port Agency and Marine Services global.
• Commercial activities and Singapore customer requirements.
Required Skills
• Customer relationship management.
• Negotiation.
• Presenting.
• Analytical.
• Prioritization.
• Delegation.
Required Experience
• Sales Business Planning, short to long term.
• Pipeline creation and execution.
• Contract formation and negotiation.
• Customer engagement and management.
• Working in complex multi-cultural organisations
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