Hiring Position: Sales Manager (Rigger, Lifting, Mooring & Technical Service)
About us
We are AMOS Group LTD
Across the marine and energy industries, we're the final destination for product and service solutions to help our customers with the maintenance, repair and operation of their assets. We provide global access to an unrivalled range of products and services, and each day our team of experts deliver solutions to resolve our customer's challenges across design, procurement, inventory and maintenance. We consistently strive to deliver the best possible service to all our customers and challenge ourselves to provide a seamless Customer experience.
We are one team. We deliver brilliantly. We do the right thing. We make every day better. These are our values. They unite our 500 global colleagues and differentiate us from our competition. They are a mix of how we work today and how we must step up for the future. Most importantly, it is one set of values shaped by our people, for our people.
Together, we can make great things happen. Aim for amazing and beyond.
Purpose
This role contacts assigned / agreed customers or prospects to sell company products and services within a designated Key Account. Focuses on meeting assigned sales budget, new business development, maintaining customer relationships and troubleshooting specific customer problems. Has solid knowledge of AMOS products and services, characteristics and market(s), benefits, value and potential. Uses excellent interpersonal skills and sales experience to drive customer commitment and revenue growth at the right margin.
Main responsibilities:
Sales Management
- Owning and achieving annual sales budgets within assigned accounts
- Ensure all global sales policies, processes and guidelines relating to the key account are adhered to.
- Secure maximum buy-in from key customer stakeholders, including senior management, as well as optimal customer relationships across the account teams.
- To drive profitable sales growth for the allocated customers across all sectors of responsibility.
- Development and deployment of growth strategies and plans for the area and business streams under the position's responsibility, in conjunction with Operations and (Key) Account Managers across the respective region.
Customer Engagement
- Drive growth of the Key Account by ensuring appropriate collaboration across all functions.
- Identify and pursue new/existing customer through various lead generated activities, including cold calls and weekly planned customer visit.
- Strengthen the customer relationship by driving appropriate customer stakeholder engagement in the region.
- Effectively navigates the customer's hierarchical structure, establishing himself or herself as a trusted advisor at multiple levels.
- Focus on selling and value-added solutions to the strategic customer defined in the account growth plan.
- Personally engage with all regional key decision makers of the Key Account.
- Manage the customer contracting, including compliance checks, seeking required approvals prior to offering and for all existing agreement to be renewed timely.
- Review the sales pipeline, top-line revenue, margin performance and initiate corrective actions
Sales Planning & Review
- Attend regular review meetings with HOS.
- Review account pipeline (including RFQ's), activities and performance using Salesforce (CRM).
- Review new opportunities, new business, loss business and new competition on a regular basis and take corrective actions, where applicable.
- Ensuring Monthly, Quarterly and Yearly Customer Business Review meetings take place, are well-prepared and all relevant stakeholders are involved in a timely manner.
- Support HOS in ensuring minutes from Strategic Reviews are distributed to all relevant stakeholders and corrective actions are followed up.
- Ensure any concerns and/or complaints of the Key Account are timely escalated to the HOS.
Opportunity Management
- Develops a personal network within the business sector and represents AMOS with customers and at business events. Obtains market intelligence and enhances the visibility and reputation of AMOS, its products, services, and ability to provide holistic solutions.
- Enters customer information from research and direct customer contact into Salesforce (Customer Relationship Management System), ensuring AMOS has quality sales data to drive effective customer retention and business development activities. Utilises the Salesforce effectively to drive sales activity plans and to deliver timely reporting.
- Adhere to company processes and procedures and utilizes the Salesforce and other tools to document customer interaction, needs, and business projections.
- Use Salesforce (CRM) for all opportunities, including timely entry and timely progress the opportunities.
Collaboration and Transparency
- Collaborate cohesively with internal and external stakeholders to ensure customer satisfaction.
Requirements:
- Diploma or bachelor's degree
- 2-years sales and account management experience. Experience in ship chandlering/marine supplies/PPE industry will be an advantage
- Proven sales track record
- Excellent customer relationship management skills
- Excellent communication and interpersonal skills
- Excellent follow-through skills
- Flexible and adaptable to change
- Skilled and experienced in proposal writing and business presentation, commercial data analysis and report writing
- Team-working, conflict management and influencing/negotiating
- Good understanding of the organisation's objectives, operations, market environment and ethical issues
- Leading others, managing resources, and delegating effectively
