Area Sales Manager

Job ID:38910
 

 Area Sales Manager

Lloyd’s Register OneOcean

Location:  Singapore or Mumbai preferred

What we’re looking for 

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 regional 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).

   The 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 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 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 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 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.

What you bring 

• Degree in relevant field, qualification would be highly advantageous.
• Proven track record in sales, specifically closing deals and maintaining margin
• Must be a driven self-starter
• Must be able to demonstrate a history of driving sales through new business.
• Must be willing and able to travel on a global basis, sometimes at short notice.
• Knowledge and experience of sales to the ship owner / ship manager sector
• Fluent spoken and written English to facilitate communication with ships owners and managers.
• Sufficient commercial acumen to reliably negotiate contracts
• Conversant with standard MS Office software packages (Word, Excel, PowerPoint) with the skills required to be able to use sales and CRM software packages
• Possess strong written and oral communications skills with the ability influence at all levels up to and including executive leadership.
• A self-starter who is able to work in a highly organised manner to prioritise projects and agendas.
• Ability to communicate effectively to stakeholders across levels, building engagement & commitment to action
• Be flexible, adaptable, and prepared to take on new challenges
• Have drive for results, solution focused thinking and you are keen to take accountability and ownership for delivering customer needs.
• Demonstrate initiative and proactiveness and has flexibility adjusting your approach when necessary.
• Have good planning and process management skills (scopes the length and difficulty of tasks; sets objectives and goals; breaks down work into process steps)
• Have perseverance in the face of obstacles and demonstrate attention to detail.
• Display a team spirit, particularly in a multicultural environment and ability to work both independently and as part of a team with colleagues in person and around the world.
• Are customer focused and driven to achieve excellent customer service.

 About us 

Maritime stakeholders are increasingly looking for digital solutions to address the growing challenges of operating in such a vast and complex industry. Pressing issues like climate change, supply chain volatility, and an increase in regulatory requirements already requires considerable agility on the part of all industry members, with no indication of abatement.

Technology will play a key role in allowing stakeholders to operate efficiently and responsibly in the decades to come. When it comes to managing a wide-ranging fleet of vessels, the need for real-time data exchange between ship and shore and interconnected, dynamic processes are sure to increase. Decision-makers will need access to more data than ever and a means to combine multiple interdependent datasets to derive insight and inform decision-making in real-time.

At LR, we have now developed a digital solutions portfolio that provides voyage compliance, voyage planning, ship management and vessel performance solutions to over 20,000 vessels across the globe.

Digital Solutions Division:

We recognise the challenges facing the maritime industry including the drive for decarbonization and the need for improved efficiency. To address these challenges OneOcean is now part of the Lloyd’s Register Digital Solutions division. We are proud to work alongside the other brands that comprise this division, providing voyage compliance, voyage planning, ship management and vessel performance solutions. 

Be a part of 

We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry, a trusted advisor to our customers helping to design, construct and operate their assets to the highest levels of safety and performance. We are shaping the industry’s future through the development of novel and innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.

Register is wholly owned by the Lloyd’s Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy, Lloyd’s Register colleagues and Lloyd’s Register Foundation work together to fund research, foster industry collaboration and develop action-oriented solutions to make the world a safer place. 

 Want to apply 

We hire people with a wide variety of skills, experience, and backgrounds. This includes people with disability, women, people identifying as LGBTIQIA+, culturally and linguistically diverse people, careers, and other varied groups. 

 We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you. 

 If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy. 

 We care, we share, we do the right thing.  

 If you have further questions about this role, please contact us at careers@lr.org and we will respond to you as soon as possible. #LI-KC1

Diversity and Inclusion at Lloyd's Register:

Together we are one Lloyd’s Register, committed to developing an inclusive and safe workplace that embraces and celebrates diversity. We strive to ensure that all applicants to LR experience equality of opportunity and fair treatment because we believe it is the right thing to do. We hope you do too.

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