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
Working in a matrix structure and a member of the Regional Sales Team, the Sales Manager is responsible for supporting the Territory Manager (Country or Area) and VP Sales in growing new business revenue and increasing share of wallet from the customer base within the territory and globally.
They are generalists with a depth of knowledge on their geography, Inchcape’s value proposition and solutions. The Sales Manager will strongly position Inchcape as the partner of choice both in their territory and globally.

• Accountable for growing new business revenue and increasing customer share of wallet
• from their assigned customers located within the Region.
• Execution of regional/local commercial process and procedures aligned to global Sales
• Actively contribute to and drive the global Sales strategy.
• Ensures the appropriate governance, safety and controls are established and
• implemented to adhere to Group policy and local statutory requirement

Duties and Responsibilities:


Business Planning

• To deliver against a business plan with a strong focus on development of growing new
• business revenue and increasing customer share of wallet opportunities
• To fully engage and work with Country Head and Area General Manager in delivering the
• revenue and business plan for the allocated areas
• Thorough and structured pipeline formation supporting the business plan covering lead
• generation, qualification, and proposal stages to obtain commitment and then sale.
• To develop and maintain customer relationships at all levels of the customers organization.

Reporting

• Fortnightly Activity Update
• Ensure customer account activity, information and opportunities are accurately recorded in
• Customer Relationship Management systems (Salesforce).
• Monthly revenue review with Country Head, Area General Manager, VP Sales
• Quarterly Review on Account Ownership
• Any specific project reporting as required.
• Account Management
• Key point of contact for named accounts.
• Regular and structured account calls/meetings with a documented meeting purpose, plan and desired pay-off.
• Proactively ensure Account Receivables for assigned customer accounts are collected in a
• timely manner.

Sales Execution

• Securing customer commitment and agreement.
• Pricing and rates qualification and agreement with Inchcape Pricing Policy.
• Contract formation and tender processing with expertise from contracts team and guidance from VP Sales.
• Communicate client requirements / key deliverables to internal stakeholders
• Review and follow up after sale is closed.

Market Presence and Profile

• Establish self and Inchcape as the recognised partner for Port Agency and Marine 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

Knowledge, Skills, and Abilities

• Degree in a related sales and marketing field, is desirable
• Significant sales experience in the shipping services industry, 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
• Ability to motivate and lead virtual teams remotely and the ability to adjust communication style for different situations and cultures
• Strong verbal and written communication skills in order to communicate with a multinational network
• Strong customer relations and business partner relationships building capabilities across a diverse international group.
• Quick thinking and comfortable in working in a fast-paced environment where each day brings new challenges.

Education/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 organizations.
• Bachelor’s Degree in a public or accredited private academic institution preferred

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!

#ISSthebiggerpicture

Appointment to this role will be subject to satisfactory references and possession of a valid Right to Work documentation depending upon your geographical location.

Inchcape is an Equal Opportunity Employer and equality; diversity and inclusion are at the center of everything we do. We recognize that our customers, colleagues, contractors, and other partners are central to our success and that we work in a diverse society. We acknowledge not only our legal, but also our moral responsibility to ensure all groups have equality of opportunity.