Responsibilities

• Achieve Sales Targets: Consistently meet or surpass annual revenue goals, with strong emphasis on new business development, maintaining a healthy pipeline (3–4× target), and producing accurate sales forecasts within a ±10% range.
• Account Management: Build and sustain relationships with key stakeholders across assigned accounts. Prepare and implement annual account plans to ensure high retention levels (above 90%) and drive account growth of at least 20% year-on-year.
• Contract & Proposal Management: Manage the full sales cycle from RFQ through contract finalisation, including commercial negotiations, adherence to approval protocols, and smooth transition to project or service teams after deal closure.
• Business Growth Initiatives: Identify new opportunities within existing and potential markets, support targeted growth strategies, and collaborate with internal teams to win new business and displace competitors.
• Receivables & Credit Control: Monitor outstanding invoices with a target DSO of 60 days or less, follow up on collections, and work closely with Finance to address overdue payments.
• CRM & Sales Administration: Maintain accurate and updated CRM records, ensure pipeline visibility and quality, and actively participate in sales meetings, forecasting reviews, and quarterly business reviews.
• Compliance & Quality Standards: Follow all internal procedures and relevant industry regulations while maintaining high ethical, governance, and quality standards.
• Cross-Functional Collaboration: Work closely with service, operations, finance, and support teams to ensure smooth delivery, strong customer satisfaction, and efficient deal execution.

Requirements

• Industry Experience: Demonstrated success in maritime or commercial shipping sales, with understanding of fleet operations, compliance-driven sales environments, and multi-port account management.
• Target & KPI Delivery: Strong record of achieving or exceeding annual sales targets, maintaining robust pipeline coverage (3–4×), and delivering reliable forecasts within ±10%.
• Account Development: Proven ability to manage key accounts, create structured annual account plans, and achieve high retention and growth rates.
• Commercial & Contracting Skills: Experienced in handling RFQs through to signed agreements, including negotiation of commercial terms and timely execution.
• Business Development Impact: Track record of identifying new opportunities, running growth initiatives, and winning competitive opportunities.
• Receivables Management: Comfortable managing collections and working with finance teams to maintain DSO targets of 60 days or below.
• Core Competencies: Strong commercial awareness, resilience, collaborative mindset, and a disciplined approach to compliance and governance.