Maritime Sales Team Leader BENELUX

Maritime Sales Team Leader BENELUX

The role

Maritime Sales Team Leader

Lloyd’s Register

What we’re looking for

As part of this role you will:

• Lead a sales team to achieve the margin and market share growth of the Maritime business, in line with the area growth plan
• Deliver the assigned sales, revenue, margin and cash targets
• Drive a commercial intensity and customer centric culture within the team, focusing on closing the sale and the customer experience to enhance loyalty and build long-term relationships
• Oversee and coach the specific sales activities for the large opportunities within the team.
• Ensure full utilisation of Salesforce within the team.

What we offer you

• The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes
• A culture that develops its colleagues and promotes from within and many other additional benefits.

The role

• Support the sales team members to routinely review and identify the clients within the sales territory that represent the greatest opportunity relative to cost to serve.
• Achieving growth and hitting sales targets by successfully managing sales teams and by assessing the teams’ strengths and opportunities for development
• Develop and maintain account plans for the assigned accounts, that optimise the margin performance & growth potential for the segment, sales territory, and the global LR business across the different business streams. To ensure that the sales team are developing and maintaining account plans for their assigned accounts.
• Support the Head of Sales with the development of individual sales targets, margin and income related targets, and activity-based goals in line with the applicable SMP and centrally developed global targets.
• Assign and agree individual targets with each member of the sales team and take accountability for the delivery of the team target, which is the sum of each of the individual team-me clarity and direction when setting goals and targets for sales teams.
• Lead, manage and develop the Sales teams to grow capacity and capability through recruitment, performance management, talent/succession planning, sales coaching and mentoring, training and development to build and sustain a high-performance culture.
• Regularly analyse and report the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
• Provide oversight of the accuracy and quality of the opportunity and account data input into Salesforce by the team to ensure confidence in the performance reporting and sales forecasts.
• Conduct activities in line with internal procedures, legislation and accreditation schemes, and pursue Continuous Professional Development to maintain a high level of discipline knowledge and awareness.

What you bring

• Significant experience in the Sales or Account management fields, preferably in Marine & Offshore environment with an in-depth understanding of sales and client care principles.
• Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
• Good knowledge of performance reporting and financial/budgeting processes
• Be that Trusted Advisor who can help the customer to solve business problems through our services and products
• Ability to apply sales coaching skills to maximise performance and potential in others e.g., team members
• Strong ability to forecast and develop account plan, and communicate effectively with others across the organisation with great commercial acumen
• Strong ability to manage margins and costs, e.g., streamlining operations and reducing operating expenses, elevating brand and increasing the perceived value of services and products
• Strong ability in data analysis and experience of using Salesforce, and being able to work with and analyse trends using data and prospects
• Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
• Strong knowledge of financial, budgetary planning, business planning, reporting and management.
• Strong team spirit. Excellent professional people skills to improve performance across the area of business.
• Ability to communicate effectively at different levels within organisations and to influence successfully and openly at all levels – both inside our organisation and outside in the business.
• Ability and understanding to participate, communicate, positively contribute and add value in marine & offshore supply chain and technical discussions with clients and LR colleagues alike.
• Flexible approach to adjust role as the position develops.

Do your skills match this opportunity?

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