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


As Regional Sales Lead Government Services, you are part of a high-performing team (centralized platform in Dubai) and responsible to support the delivery of existing contracts and to deliver profitable growth. You act as the central point of contact for the region and as the subject matter expert for operational and business development matters. You have a 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.

You are expected to contribute to the growth of the Government Services Sector by creating opportunities for operational improvement, generating and capturing new sales leads, providing the needed strategic guidance and support to country teams, and sharing best practices across our APAC offices to drive awareness and build expertise.


Duties & Responsibilities:

• Ensure service delivery is provided to the highest standard by continuously challenging the status quo, being proactive, and driving change where relevant.
• Identify opportunities that contribute to cost reduction and minimizes expenses without compromising on quality of service.
• 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.
• Provide operational support (mobilization plans) and expertise to win and successfully execute navy port visits. Physically attend navy vessels and manage operations in different ports.
• Develop a government services growth strategy for APAC focused at mapping competitors, growing existing clients, gaining market share and penetrating new markets.
• Build strong relationships with clients, industry professionals, and vendors.
• Familiar with government contracting and sourcing processes. Identify and generate new sales leads and ensure a robust tender process is followed.
• Identify and attend Validate all delivery note and final invoices from vendors to process the same for payment and all short falls be reported to line manager. All validated delivery note along with final invoices should be sent to finance team.
• 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

• Knowledge of Navy Shipping operations
• Knowledge of customer base and their requirements
• Working knowledge of operating and / or CRM (Customer Relationship Management) systems
• Experience of working to pre-defined processes and procedures and delivering work in accordance to SLA (Service Level Agreements)

• 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 (Sales Force.com).
• Solid communication and presentation skills.
• Have great attention to details and effective organizational skills.

Education/Experience:

• 5-7 years’ experience in (defence) maritime industry with exposure to government contracting (IGO, Defence, other).
• Experience in Husbanding, S&RTS and ground Logistics operations.
• Excellent knowledge (verbal & written) of the English language.
• Familiar with RFQ/ RFI process to deal with government clients and vendors.
• Bachelor’s degree (or equivalent) is preferred.
• Military background is a nice to have, not a must.
  
• Degree in Business Administration or a related field.

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!

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