Job Description

COMPANY

OneOcean is the global leader in integrated digital navigation and voyage compliance and offers the largest range of navigation and compliance solutions into the maritime sector.

Our market-leading solutions help clients improve the cost-efficiency of ship operations, the situational awareness of their crews, managers and owners and assist them with ever-growing compliance requirements. OneOcean is a member of the Lloyd\xe2\x80\x99s Register Group and is headquartered in London, UK and operates globally, with offices in Canada, Norway, France, Greece, Japan, Malaysia, China, Taiwan, and Singapore.

JOB SCOPE

The Area Sales Manager is responsible for the sales of our core Software solutions including Charts, Publications, Digital Products, Update Services and associated Charts Business services to customers within an allocated region. Working with the APAC Sales team to take ownership of the whole sales process from prospect identification, through qualification, presentation, proposals, negotiation and finally closing the sale. Post sales activities to ensure that levels of service are maintained and that opportunities for upselling are exploited.

JOB FUNCTIONS

• Identify new customers and prioritise allocated key market areas
• Meet and exceed targets set out in bonus scheme for allocated areas
• Key account management for Sales
• Negotiate and agree contracts on behalf of OneOcean
• Understand customer requirements and advise on customised services
• To work closely with the customer and take responsibility for customer retention.
• To be a digital services champion such that non-digital customers see OneOcean as their provider of choice for a digital solution.
• Help identify new services and markets.
• Plan and execute sales activities in conjunction with the SVP APAC
• Input data into the SFDC CRM system to feed the sales forecast
• Use the SFDC CRM system to provide information on opportunities and customer meetings ensuring that all visits are properly recorded, and customer concerns are proactively dealt with.
• Use the software tools supplied to prepare quotations for new customers
• Make presentations to both customers and internal departments
• Provide and maintain data to support the Marketing Databases
• Analyse and review Sales trends for each customer including churn risk. Quarterly analysis to be discussed with the SVP APAC.
• Maintain continuous awareness of OneOcean products and services
• Keep Customers fully informed regarding new product launches and product enhancements
• To become a product expert in terms of digital products, solutions and value add
• Provide input for Product Development and new Product design
• Maintain continuous awareness of competitor services
• Attend conferences and exhibitions, meeting with customers and agents. Speaking slots at key conferences, to talk about OneOcean services might be required.
• Provide support and input for marketing activities such as new brochures, mail shots, exhibitions etc.
• Travel within the APAC region and other countries as required and is considered a basic requirement for this role. Requests to travel could be made at short notice.

Any other tasks associated with the above functions

Requirements

CANDIDATE EXPERIENCE & SKILLS

• Proven track record in sales, specifically closing deals and maintaining margin
• Must be a driven self-starter
• Must be able to demonstrate a history of driving sales through new business.
• Must be willing and able to travel on a global basis, sometimes at short notice.
• Knowledge and experience of sales to the ship owner / ship manager sector
• Fluent spoken and written English to facilitate communication with ships owners and managers.
• Sufficient commercial acumen to reliably negotiate contracts
• Conversant with standard MS Office software packages (Word, Excel, PowerPoint) with the skills required to be able to use sales and CRM software packages

Training will be provided but the ability to quickly absorb information and understand and communicate USPs and product differentiation is essential.

OneOcean