Singapore - Sales Manager (Tanker Business)

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 as a member of the APAC Sales Team, the Regional Sales
Manager is responsible for supporting the APAC leadership in growing revenue and ensuring we are paid for the work we do on our customers behalf.

Duties and Responsibilities:

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 targets 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 by: -
• Negotiating terms and conditions with customers which 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.

Key Deliverables:

• Revenue growth
• Customer retention

Knowledge, Skills, and Abilities

• Extensive in APAC Region
• Port Agency and Marine Services global.
  
• Commercial activities and APAC customer
  requirements.
  
• Customer relationship management.
• Negotiation.
• Presenting.
• Analytical.
• Prioritization.
• Delegation.

Education/Experience:

• Sales Business Planning short to long term.
• Pipeline creation and execution.
• Contract formation and negotiation.
• Customer engagement and management.
• Working in complex multicultural
  organizations.
• Bachelor’s Degree

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!

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.

Only applications submitted through the ISS Careers website will be acknowledged.

Please note that as per Inchcape policy, we do not accept unsolicited resumes from employment, recruitment, staffing, or related agencies unless engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Inchcape will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person, or entity.

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