Job Description

Company Description

Inmarsat has been at the forefront of global mobile satellite communications for over forty years, and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 15 geostationary satellites. Inmarsat is a privately owned company with a profitable track record and significant growth aspirations. This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business. With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.

Maritime

Inmarsat\'s Maritime business unit is the leader in global mobile satellite communications at sea. Thousands of vessels rely on our unrivalled end-to-end service availability and coverage for operational communications and safety services. We offer the broadest portfolio of mobile voice and data solutions on the market, so we can meet the needs of all types and size of vessel - and every budget.



Primary role purpose:

The Regional Sales Director, APAC will be responsible for driving the direct retail revenues for the defined region, together with a team of Sales Managers who will be developing and maintaining strong relationships with both existing and new end customer accounts. The two most important objectives for this team are to grow the customer base and enhance revenue streams from existing accounts. Inmarsat requires this team to strengthen the Inmarsat brand and market share.

The Regional Sales Director, APAC will guide the team in the proactive pursuit of identifying new opportunities and in identifying needs to be fulfilled by the Inmarsat Maritime portfolio. This will include driving the activities of identifying, contacting and forming relationships with prominent companies in our core sectors (Merchant, Offshore) which currently are either unknown to Inmarsat or have existing services which can be upsold. The Regional Sales Director APAC will need to set up and manage a logical and orderly approach to these efforts as well as to be able to guide and track the Sales Manager\'s efforts to achieve desired results. He/she will need to have strong knowledge of solution selling skills in order to properly guide and manage the Sales Managers in their efforts.

Qualifications

Key Responsibilities:

• Lead, coach and inspire the regional sales team to exceed their targets and foster positive, long term relationships with new and existing customers
• Translates corporate vision into a strategic sales strategy for the region and oversees its execution
• Establish and maintain forecasting of Sales activities across team using CRM tools
• Assist team with new account targeting and prospecting along with negotiations in Sales processes
• Meet assigned targets for profitable sales volume and strategic objectives in both assigned and new accounts
• Ensure team is trained in all relative Inmarsat services and processes
• Present monthly status review of team progress to the President and the team
• Monitor weekly status of team activities, wins, losses and red flags
• Foster team collaboration with the Indirect and Growth Markets team as well as all other relevant teams in Inmarsat including Finance and Operations
• Provide market intelligence to the Growth Markets team
• Drive Inmarsat\'s High Performance Culture both in own and team\'s behaviour
• Co-development of Marketing tools including presentations, brochures, social media
• Spot sales opportunities and include the relevant team members to leverage potential options.
• Ensure all bid proposals/tenders meet the customer\' needs and Inmarsat required criteria and are delivered in an appropriate way and on time
• Has overall control of planning, staffing, budgeting, managing expense priorities.
• Represent Inmarsat at Industry Exhibitions (trade shows) and Conferences

Essential Knowledge and Skills:

Theoretical background

• Master / Bachelor Degree in Business, IT or equivalent, though relevant experience will compensate for education
• Solution based / Strategic selling methodology.
• Maritime ICT knowledge

Practical background

• Solid experience in a similar sales position leading a team of sales professionals, preferably within the Satellite Communications market
• Previous leadership experience gained preferably within a B to B sales environment
• Demonstrated ability to interact with and present to large groups ranging from technical field employees to managerial employees to executives
• Prior experience of creating and implementing short to long term regional sales strategies
• Demonstrated understanding of data communications
• Proven sales achievements in a solution based sales environment

Personal characteristics

• Eager to sell
• Strong work ethic and strong communications skills, both written and oral
• Independent
• Self-starter
• Strong CRM Management
• Excellent analytical skills
• Open to new technology and a quick learner
• Highly motivated with closing capabilities
• Stable career history
• Team player with good interpersonal and communication skills, social and outgoing
• Confident in travelling
• International network and cross-cultural understanding is an advantage
• Fluent in English both orally and in writing

Additional Information

You must be eligible to work in this location advertised.

Our culture and ways of working

Our values define Inmarsat\'s culture and represent what we believe in. Inmarsat employees aspire to behaviours that support our values, which create a stronger working environment and lie at the heart of our continued success as an organisation.

• Customer - we provide a unique value to our customers
• Accountability - we take ownership, we deliver results, and we keep our promises
• Respect - we collaborate, we embrace and celebrate diversity and we value difference
• Excellence - we create bold solutions for our customers and put quality at the heart of everything we do

We also value and encourage a healthy work-life balance, so we offer flexible working wherever possible. Depending on the operational requirements of your job and your team, we can offer compressed hours (nine-day fortnight), hybrid office-remote working, and flexibility during your working day to take care of personal commitments.

Diversity

At Inmarsat we want the best people for the job, and we warmly welcome applications from you if you\'re suitably qualified and eligible, regardless of your sex, gender, age, race, ethnicity, disability, sexuality, gender identity, neurodiverse qualities, religion or belief, marital status, pregnancy, or maternity status.

Inmarsat is signed up to the Halo Hair Code, which aims to protect employees who come to work with natural hair and protective hairstyles associated with their racial, ethnic, and cultural identities.

To give you the best experience possible during your application process and interview, we can make adjustments. For example, if you\'re visually impaired we\'ll happily meet you locally and help you find your way to our office, or if you have neurodiverse qualities, we can provide you with additional support to help you prepare for your interview. Please let our Resourcing Team know if there are any ways in which we can support you.

Inmarsat