Malaysia - Sales Manager

Who are Inchcape?

At Inchcape Shipping Services, our vision is to create a connected world where customers can trade successfully and make informed decisions in every port, everywhere. We achieve this by combining our worldwide infrastructure with local expertise, through our global network of more than 250 proprietary offices and a team of over 3,000 dedicated professionals. Our diverse customer base includes owners and charterers in the oil, cruise, container, and bulk commodity sectors, as well as naval, government, and intergovernmental organizations.

We have an ambitious growth model, and a career here is certainly going to be a rewarding one that will allow you to bring your skills & experience. We embrace change and are open to new thinking and pushing for positive change in our industry.

Duties and Responsibilities :

Working in a matrix structure and as a member of the APAC Sales Team, the Sales Manager is responsible for supporting the APAC leadership in growing revenue and ensuring we are paid for the work we do on our customers behalf.

Build an understanding of our customers by: -

• Leveraging industry insights to ensure focus on the customer and how we add value to their business.
• Ensuring every customer is visited at least every quarter.
• Minimum 20 face to face meeting per month, total 40 meetings (face to face, business call) a month
• Ensuring customers are made aware of Inchcape’s Products and Services by introducing on (yearly) average more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce.
• Growing pipeline by at least 2 times sales targets through visiting customers and introducing Inchcape’s Products and Services.

Create meaningful connections with customers by: -

• Ensure alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization.
• Achieving a win rate of at least 25%
• Ensure every customer is retained by selling on (yearly) average more than 1 product to owned customers.

Ensure Inchcape gets paid fairly and timely by: -

• Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Processes on pricing, bids and tenders, contract negotiations, etc, to guarantee compliant execution.
• Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.
• Support the Inchcape Accounts Receivable to collect fees on time, or as escalated for overdue payments.

Person Specification

Knowledge :

• Extensive in APAC
• Port Agency and Marine Services global.
• Commercial activities and customer

Skills

• Customer relationship management.
• Negotiation.
• Presenting.
• Analytical.
• Prioritization.
• Delegation

Experience

• Sales Business Planning short to long term.
• Pipeline creation and execution.
• Contract formation and negotiation.
• Customer engagement and management.
• Working in complex multi-cultural organisations

QHSSE - Health, Safety, Security and Environment (Mandatory requirements)

• Championing appropriate health, safety, security and environment (HSSE) risk assessments becomes part of the company culture.
• Accountable for the implementation and monitoring of actions that mitigate risk and enhance controls/processes, to ensure that QHSSE of all Inchcape Stakeholders are known and staff/suppliers/crew feel empowered and accountable for their own safety.
• Ensure full compliance with, and implementation of, the Inchcape QHSSE Management System
• Ensure that appropriate resources are allocated to control QHSSE risk
• Accountable for ensuring that clear, appropriate and timely communication channels are put in place to report and manage QHSSE risk

Why Inchcape Shipping Services?

We believe in building a diverse and high-performing workforce that works together to provide our customers with the exceptional service they deserve. To reach the highest standards, we depend on our people, their welfare, training and expertise. We realize the value of our staff and know that your unique experiences, skills and passions will help you to build a rich and rewarding career in our dynamic industry.

Our values are at the cente of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:

Global Perspective - we connect the world and see the bigger picture.

The Power of People - we rely on the strength of local agent knowledge and relationships.

Progress - we adopt new thinking and push for positive change in our industry.

In return, we will offer you:

A diverse range of benefits, depending on your geographical location. Globally, as a minimum, you will receive:

• A retirement savings plan
• Life assurance
• Holiday
• Competitive salary
• Employee Assistance Programme
• Career development and progression opportunities
• Values Award celebration events

Plus, much more!

If you think that you have the right skills, knowledge and attitude to join our team, then we invite you to apply by simply clicking at the top of this advert!

Appointment to this role will be subject to satisfactory references and possession of a valid Right to Work documentation depending upon your geographical location.

Inchcape is an Equal Employment Opportunity Employer and equality, diversity and inclusion are at the centre of everything we do. We recognise that our customers, colleagues, contractors and other partners are central to our success and that we work in a diverse society. We acknowledge not only our legal, but also our moral responsibility to ensure all groups have equality of opportunity.