Brazil - Sales Manager - Santos, Brasil - ISS Group Holdings Limited

Descrição

**Who we are?

At Inchcape, our vision is to have a connected world, in which our customers trade successfully and make better decisions in every port, everywhere.

We use technology and our global network to help our partners connect to a smoother, smarter ocean.

Inchcape combines its worldwide infrastructure with local expertise through our global network of over 240 proprietary offices, across 60 countries and a team of more than 2,500 committed professionals.

Our diverse global 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.


Contract type:
Permanent


Location:
Santos or São Paulo, Brazil


Business Need / Purpose of Role

The Commercial Sales Manager reporting to the VP-Sales, working in a matrixed structure is responsible for generating new revenue and revenue growth through direct interaction and account management for the Americas region.

They are the Subject Matter Expert for the Americas region internally, and externally will strongly position Inchcape as the partner of choice in this sector/region.

The ideal person shall be a generalist, with a depth of knowledge on the geography and externally, who could strongly position Inchcape as the partner of choice both in the territory and globally.

Objectives & Measurement - Key Responsibilities

Business Planning

• Create and deliver against a business plan for the assigned territory with a strong focus on growing existing business and development of new business opportunities.
• Responsible for thorough and structured pipeline formation supporting the business plan covering lead generation, qualification and proposal stages to obtain commitment and then sale.
• Actively participate in the delivery of the geography business plans, as required.

Reporting

• Conduct quarterly business review with VP-Sales
• Americas.
• Report regularly as required by the business.

Americas Region Expertise

• Establish self and Inchcape as the recognized partner in the tanker sector by growing knowledge base, networking with credible sources and partners, researching trends and actively participating at local industry events.
• Share specialist knowledge and experiences of the sector/region within the Commercial Team and wider business to enhance Inchcape's value proposition.

Account Management

• Act as single point of contact for owned accounts within the appointed territory.
• Responsible for regular and structure account calls/meetings with a documented meeting purpose, plan and desired payoff.
• Ensure Account Receivables less than 90 days for all accounts within the assigned territory.

Sales Execution

• Secure customer commitment and agreement.
• Pricing and rates qualification and agreement with CCO approval.
• Contract formation with expertise from contracts team and guidance from CCO.
• Review and follow up after sale is closed.
• Lead growth of Inchcape Products and Solutions within the assigned territory.

Collaboration

• Maintain regular and comprehensive twoway communications across Commercial, Operations and other Inchcape business groups, ensuring clear messaging and facilitation across communication channels.
• Partner with Commercial colleagues to enhance and strengthen a sales opportunity adjusting level of input/involvement based on leading salesperson.

Knowledge, Skills, and Abilities:

• Must have an advanced communication (verbal, written and listening) skills in order to communicate at different levels throughout the organization and with exterior organizations, etc.
• Ability to develop strong business relationships within all levels of management; ability to understand, influence and persuade across all levels of the organization, exercising a high degree of confidentiality, professionalism, poise, tact, and diplomacy to accomplish objectives
• Ability to work independently with limited supervision, multitask and possess strong initiative, exercise independent judgment within established systems and procedures.
• Has flexible approach to manage own time and projects.
• Possess an excellent Customer relationship management, Negotiation, Presentation and Prioritization skills.
• Ability for Business expansion through commercial marketing / client network development.
• Customer Focus and develops strong relationship with the clients.
• Ability to think logically, establish and follow procedures, instructions and make sound decisions.
• Ability to effectively present information and respond to questions from internal and external customers.
• Ability to prioritize work and handle multiple competing priorities.
• Possess organizational and time m