Panama - Commercial Sales Manager

hace 3 semanas

Panama ISS Group Holdings Limited A tiempo completo

**Who we are?**

At Inchcape, 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**

The **Sales Manager** reporting to the VP Sales - Americas, working within a matrixed structure and a member of the Regional Sales Team, is responsible for supporting the VP Sales - America in growing new business revenue and increasing share of wallet from the customer base within the territory and globally. The ideal person shall be a generalist, with a depth of knowledge on their geography and who could strongly position Inchcape as the partner of choice both in the territory and globally.

**Objectives & Measurement - Key Responsibilities**
- Assist the VP Sales - Americas in managing the regional team where appropriate.
- Provide guidance to Account Managers in Sales Execution.
- 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 policies.
- Actively contribute to and drive the global Sales agenda.
- Ensures the appropriate governance, safety, and controls are established and implemented to adhere to Group policy and local statutory requirements

**Business Planning**
- Deliver against a business plan with a strong focus on development of growing new business revenue and increasing customer share of wallet opportunities
- Fully engage and work with the Marine Services Operations Team in delivering the revenue 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.
- Develop and maintain customer relationships at all levels of the customers organization.

**Reporting**
- Conduct quarterly business review with VP Sales - Americas.
- Report regularly as required by the business.

**Account Management**
- Act as single point of contact for owned accounts within the appointed territory.
- Responsible for regular and structure account calls/meetings with a documented meeting purpose, plan and desired pay-off.
- Ensure customer account activity, information and opportunities are accurately recorded in Customer Relationship Management systems (Salesforce).
- 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 - Americas.
- Review and follow up after sale is closed.
- Lead growth of Inchcape Products and Solutions.

**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**:

- Must have an advanced communication (verbal, written and listening) skills in order to communicate at different levels throughout the organization and with exterior organizations, etc..
- Ability to develop strong business relationships within all levels of management; ability to understand, influence and persuade across all levels of the organization, exercising a high degree of confidentiality, professionalism, poise, tact, and diplomacy to accomplish objectives
- Ability to work independently with limited supervision, multitask and possess strong initiative, exercise independent judgment within established systems and procedures.
- Ability to motivate and lead virtual teams remotely and the ability to adjust communication style for different situations and cultures.
- Has flexible approach to manage own time and projects.
- Possess an excellent Customer relationship management, Negotiation, Presentation and Prioritization skills.
- Abil

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