Sales Manager - Digital & Decarbonization

Our Client

Our client is a global leader in maritime decarbonisation and fuel testing, with over 40 years of experience driving innovation and sustainability in the marine industry. Operating five state-of-the-art laboratories worldwide, our client provides testing, inspection, and advisory services that help clients optimise performance and reduce environmental impact. Beyond fuel testing, our client supports the industry’s transition toward greener operations by offering digital tools and solutions for emissions reduction. With a strong commitment to protecting customers, people, and the planet, our client plays a vital role in shaping a more sustainable future for maritime operations.

You will be placed under the Decarbonisation business unit.

The core of our client's Decarbonisation´s activities is to provide their clients with unique insight. to reduce operational footprint; create emissions transparency and industry. collaboration. With their advisory services, fuel expertise, and digital solutions, they provide, insight and decision support to some of the most advanced vessel owners and leading energy companies in the world to accelerate the transition towards a sustainable energy future.

Position in the organisation

Reporting to the Manager Director of AMEA

Job Objectives

• To act as a lead for Digital & Decarbonisation for AMEA zone
• Deliver the individual sales plan as agreed with your line manager within the standards set and meeting objectives/KPIs
• Maintain overall level of satisfaction from your accounts by:
• Building a long-term relationship/partnership with the account-holder
• Identifying customer requirements to provide tailor-made advice about our client's services
• Ensuring customers know and value our unique selling points
• Actively engaging with the customer to support in their needs
• Having multiple points of customer contacts
• Ensure that there are multiple points of customer contact within our client

• Identify and prospect new business opportunities within the maritime industry
• Develop and implement strategic sales plans to achieve revenue targets and expand market share.
• Build and maintain a robust sales pipeline through proactive lead generation and networking efforts.
• Educate clients on the benefits of our products. Solution Selling
• Conduct product demonstrations and presentations to showcase the value proposition and features of our solutions.
• Work closely with our Decarb advisors, Management and Product Owners in customising solutions to meet the specific needs and requirements of each client, providing tailored recommendations and proposals.
• Stay informed about industry trends, regulatory developments, and emerging technologies related to climate change mitigation in the maritime sector.
• Monitor competitor activities and market dynamics to identify opportunities and risks, while continually developing sales strategies and tactics.
• Cultivate strong relationships with key decision-makers and influencers within target accounts.
• Provide exceptional customer service throughout the sales process and beyond, ensuring client satisfaction and retention

Work-related concerns

• Willingness to travel as needed to meet with clients and attend industry events.

What the Role Does Not Cover

• Get involved in daily routine queries regarding testing, reporting, sample transport, quotes, billing etc - these activities should be managed by the Customer Service team.

Deliverables from Role

• Grow business revenues within given sales territory, for all of our client's services across the highlighted industry sectors, in line with individual sales plan
• Achieve set annual sales targets per service line
• Achieve the set KPIs for client sales visits, quotations & reporting, each month
• Ensure successful completion of agreed KPIs:
• Growth of the Digital and Decarbonisation business in AMEA zone
• Volume of samples (FQT and OCM) and surveys (BQS)
• Average price of the services (net of additional tests)
• Revenue from other services (e.g. data)
• Number of new accounts won
• Number of customer meetings, calls, visits & sales achieved
• Average NPS

Requirements

Knowledge & Skills

• Exhibit strong understanding and knowledge of the markets in which our client operates
• Sound knowledge of direct competitors in terms of their strategies, strengths and weaknesses
• Proven track record of success in sales, preferably in the maritime industry with maritime software being a strong preference.
• Strong understanding of climate change issues and their implications for the maritime sector.
• Excellent communication, negotiation, and presentation skills.
• Ability to build rapport and establish credibility with diverse stakeholders, including C-suite executives and technical professionals.
• Self-motivated with a results-driven mindset and ability to thrive in a fast-paced, entrepreneurial environment.