Job Description

JOB DESCRIPTION :

DEPARTMENT : SALES (CORE VERTICAL)

ROLE REPORTS TO : SALES DIRECTOR (EUROPE)

LOCATION : GERMANY

RESPONSIBLE FOR : TECHNICAL SALES IN EUROPE

GROUP VISION :

We want to be the world’s leading maritime energy knowledge, services and solutions platform.

We want to be the first, if not the only, choice of our customers. We want to be their preferred partner.

And, finally, we want to be the first choice of regulators, industry partners and employees across the world.

JOB PURPOSE :

This role is a Business Vertical Sales role.

The purpose of the role is to deliver the following KRAs :

· Customer, ensuring continued satisfaction, retention and growth.

· Revenue, as defined in the financial projections approved by the Board of Directors.

· People, ensuring that the team(s) are of the highest competence and quality, and motivated to deliver outcomes that will lead to the achievement of the Group Vision.

· Process, always complying with Group policy and process with zero deviations.

· Costs within budget, as defined in the above financial projections.

· The primary objective of this role is to deliver the agreed Gross Margins for the Business, in full compliance with the Group’s IMS, while ensuring customer satisfaction and retention.

· Other objectives include implementing tactical and operational plans, increasing awareness of and interest in the Group, expanding the Group’s footprint, expanding business, converting prospects to customers, in close coordination and consultation with the Sales Director, the Vertical Managing Directors, the Senior Management team and the Board of Directors.

KEY PERFORMANCE INDICATORS :

· Responsible for customer satisfaction (>85% on customer feedback scale).

· Responsible for customer retention (<3% attrition rate)

· Responsible for new customer acquisition as listed in the Appendix I (provided later)

· Responsible for new markets (at least 5 customers from a new market, geographic or vertical)

· Individual Monthly, and thus, Annual revenue in line with financial projections for the year.

· Individual Monthly, and thus, Annual costs within budget as defined in the financial projections for the year.

· 100% compliance with The Group’s IMS (zero non-conformances).

JOINT ACCOUNTABILITIES :

· Jointly responsible (along with Sales Director, Vertical Managing Directors, Operations Directors and CFO) for tactical oversight, business expansion/enhancement and corporate governance of Group’s business

· Jointly responsible (along with Sales Director, Vertical Managing Directors, Operations Directors and CFO) for achieving Group’s annual business targets (customer and financial).

DESIRED ATTRIBUTES :

· Ambitious, motivated and driven to bring in revenue and margins.

· Should have the ability to see the business holistically and contribute to the Group and the Business equally.

· Should be a good communicator and manage and influence people.

· Should be able to bring in the best practices from diverse industry sectors into the Group and implement them successfully and sustainably, after obtaining buy-in from the Sales Director and Vertical Managing Directors.

· High integrity, keeps commitments without fail

· Be able to envision multiple solutions to strategic priorities of the organization. Be aware and fluent in multiple technologies and be able to present these solutions internally to the organization and communicate these effectively to the customers. This role will involve working and coordinating with customer facing teams to ensure that the customer’s needs are met.

·

Familiarity with the Maritime industry. Preferred if this person has Maritime industry contacts.

·

Education : Technical Background (Marine Engineer preferred) with sales experience

·

Experience : At least 5 years work experience in reputed Maritime services company

GENERAL COMPETENCIES:

· Emotional Intelligence: the capacity to be aware of, control, and express one's emotions, and to handle interpersonal relationships judiciously and empathetically.

· Dependability/reliability: keeping commitments without fail; always delivering what has been promised.

· Drive for Results: Demonstrates concern for achieving or surpassing results against an internal or external standard of excellence.

· Coaching: Aiding people to set goals and work towards achieving the same. Facilitates their skill development by providing clear paths and making or eliciting specific suggestions for improvement in a manner that builds confidence and maintains self-esteem. Negotiation: Explores positions and alternatives to reach outcomes that gain acceptance of all parties.

· Collaboration: Develops cooperation and teamwork while participating in a group/ team, working toward solutions which generally benefit all involved parties.

· Communication – Oral and Written: Effectively transfers thoughts and expresses ideas orally or verbally in individual or group situations.

· Quality: Produces results or provides service that meets or exceeds the Company’s standards.

· Adaptability: Changes behavioral style or method of approach when necessary to achieve a goal; adjusts style as appropriate to the needs of the situation. Responds to change with a positive attitude and a willingness to learn new ways to accomplish work activities and objectives.

· Attention to Detail: Thoroughness in accomplishing a task through concern for all the areas involved, no matter how small. Monitors and checks work or information and plans and organizes time and resources efficiently.

· Planning and Organizing/ Time Management: Establishes a systematic course of action for self or others to ensure accomplishment of a specific objective. Sets priorities, goals, and timetables to achieve maximum productivity.

· Problem Solving: Builds a logical approach to address problems or opportunities or manage the situation at hand by drawing on one’s knowledge and experience base and calling on other references and resources as necessary.

· Professionalism: Thinks carefully about the likely effects on others of one’s words, actions, appearance, and mode of behavior. Selects the words or actions most likely to have the desired effect on the individual or group in question.

Job Type: Full-time

Pay: 50.000,00€ - 80.000,00€ per year

Work Location: Remote