Regional Sales Manager - North & South America

Regional Sales Manager - North & South America

Regional Sales Manager - North & South America



Job ID: 2011-4792
# Positions: 1

Location: US-TX-Sugar Land
Posted Date: 1/31/2012

Category: Sales/Marketing
More information about this job:
Overview:

The Regional Sales Manager is responsible for developing and maintaining markets in North and South America for primarily the Ballast Water Treatment equipment plus one or more product line(s) in the marine sectors, and securing orders for these products in accordance to certain quotas. This role will not involve man-management, but will involve extensive travel and the ability to develop key accounts with ship owners, ship managers and new building and conversion shipyards within your designated territory. There will also be a requirement to liaise with and provide in-depth technical sales support to appointed agents to ensure the aims and values of the ST Group are conveyed fully to our clients.
Responsibilities:

Develops and implements plans to increase market share of assigned product(s) or market through communications with shipyards, ship repair yards, ship owners, ship managers marine consultants, marine agents, appointed agents and distributors,

Seeks out and researches prospective projects and opportunities directly or through established sales channels and when necessary recommends the development of additional and alternate sales channels

The position will involve working with ship yards, ship repair yards ship owners, ship managers marine engineers and naval architecture consultants

Be able to write and conduct reports in English that will be read and reviewed by management.

Drives the process to find and develop new opportunities by developing sales strategies with the company’s sales management team and external sales/agency representatives’ network, or by direct selling to shipyards or ship owners.

Establishes and maintains strong relationships with key purchasing influences

Keeps company management informed of business conditions, which may affect assigned product or markets

Provides external leadership for the assigned product or market by actively participating in trade shows, equipment seminars and training activities

Ensures that profit margins are maximized for the assigned product by offering opinions and strategies needed to successfully close orders at the highest possible margin

Works with marketing and promotion, including advertising and review media

Tracks status of projects including preparing spreadsheets and reports that show monthly business activities and projects status

Maintains close contact with client’s key person throughout a project development stage, proposal stage, the final selection process and during the closing of the order. As a key account manager it will also be required to support the project and commissioning teams with delivering a fully installed package that fulfils client and regulatory body approval

Procures all necessary documents in order to allow company to review a project and submit bids

Requests and or guides the company to complete contract checklists, etc. including expediting appropriate corporate signatures. Provides technical and commercial direction for proposals.

Assists in the development of written materials, proposals and price quotations

Presents the proposals to potential clients

Follows ups, participates and will directly be involved and held responsible for securing orders in accordance to company’s guidelines

Performs follow-up with clients to ensure that performance of the product and company is satisfactory

Assists in evaluation of lost projects in order to increase contract wins

Understands and adheres to all company health and safety procedures as they relate to essential job
Functions

Makes sales presentations to potential clients, including distributors and representatives.

Pro-actively calls assigned customers to maintain communication within a framework of established sales objectives. The product or service is technically complex requiring specialized application knowledge and custom pricing.

Sells and stimulates demand for a series of products with new existing customers in a given geographic area, typically within the marine sectors. Good general education and experience in the area is required, as are a basic knowledge of the products, their characteristics and the market.

Outputs are subject to managerial review and jobs typically have a contributory impact on a small organization through the determination of resource utilization in the medium term and through the provision of advisory or facilitative services upon which others take action.
Qualifications:

* Effective written and verbal communication skills in English and either Spanish or Portuguese.
* Fully understands and successfully represents the company with regards local and regional cultural work and life standards
* Strong business development and sales experience
* Proficiency in Word, Excel and PowerPoint
* Must be able to work with minimal direct supervision
* Must be self sufficient as very little or no administrative assistance is offered
* University degree and 3 - 5 years related experience within the marine industry. It would be of benefit if the candidate had spent time onboard commercial vessels and understood how vessels were operated during loading and discharge of cargoes, including working with hazardous liquids and chemicals
* Sea experience in either the merchant marine, naval or related marine engineering design and operational fields required
* Comfortable with undertaking preliminary vessel visits to collate essential information to allow a full and comprehensive proposal to be prepared and presented to the client
* An intermediate level sales professional with developing product or market knowledge who contact assigned customer accounts or prospects to sell the organization’s products within a designated geographical territory or by nature of customers relations and troubleshooting customer problems.
* Requires short or extended travel approximately 70% of the time.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions

Internal candidates have 6 work days to apply to this position from date of posting
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