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.
Role Purpose
- This is a commercial role the purpose of which is to grow our client's sales for marine customers across a given geographical region using both “farmer” and “hunter” sales styles
- Sales growth should be achieved from existing accounts by growing volumes, up-selling & cross-selling additional services to gain a larger share of wallet (volume and price are the indicators here)
- In addition, sales growth should be achieved by winning new customers or converting accounts that are not using their services to our client from ship owners and operators, suppliers and maritime authorities
Role Description
- 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
- Regularly speak with customers and be accessible to deal with enquiries, problems and emergencies
- Carefully prepare for customer meetings, ensuring that the content is tailored to optimise customer face-time and that these meetings are carried out regularly
- Ensure that customer requests are handled appropriately and that where necessary are passed onto the relevant part of the organisation (i.e. technical, transportation, finance, matters, etc)
- Record customer visit reports in English and enter this information into the CRM system
- Ensure that CRM system is kept updated with all relevant customer information
- Conduct contract negotiations and prepare agreements within authority levels, ensuring that commercial interests are considered to maximise existing & new customer relationships
- Gather market intelligence and customer information and provide this to your line manager
- Ensure that you are informed on our client and relevant market developments so that you understand the services and you are authentic when selling them
- Further build on the local presence of the our client brand and reputation
- Follow-up with customers regarding payment of outstanding debts when requested
- Participate in national & international sales meetings
- Prepare and deliver technical presentations and papers at industry event and conferences, when required, creating own presentations for authenticity
- In some instances, the Sales Manager will carry out line management responsibilities
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
Requirements
Knowledge & Skills
- Background in chemistry/laboratory testing or marine engineering and/or relevant sales experience
- Exhibit strong understanding and knowledge of the markets in which our client operate
- Sound knowledge of direct competitors in terms of their strategies, strengths and weaknesses
- Essential behaviours - Resilient, self-motivated, results-orientated, client-focused; excellent communication skills (written and oral); strong listening and social skills; good at analysing the motivation of others; strong skills in upselling & key account management
Deliverables from Role
- Grow business revenues within given sales territory, for all our client 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:
- 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