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Account Manager – Offshore Energy (001649) in Singapore or Hong Kong at Inmarsat

Date Posted: 1/25/2018

Job Snapshot

Job Description

Primary role purpose:

The Account Manager within the Offshore Energy team will develop and maintain strong working relationships with defined (complex) major/key accounts. The two most important objectives are to retain and enhance existing accounts and grow the defined customer base.  The aim is to shift customer relationships from being transactional to a strategic partnership and influence buying decisions.

The Account Manager will be a valued contributor and will proactively seek opportunities and identify needs to be fulfilled by the Inmarsat Maritime portfolio.  This will be achieved through close co-operation/partnership with both end customers and partners, and will be based on an intimate knowledge of their business and operational needs. Account planning and profound knowledge of solution based selling will also be key to achieving maximum results. 

The Account Manager will need to quickly establish productive working relationships on multiple levels by promoting the Inmarsat Maritime brand and product/service propositions.  Accounts are served direct or through the Inmarsat distribution Channel and while the presence of the Inmarsat distribution partner will be supported and respected at all times, The Account Manager will step in where necessary to ensure the Inmarsat Maritime proposition is successfully delivered.

Job Requirements

Key Responsibilities:

  • Sales & business development
    • Realization of revenue targets.
  • Selection, acquisition and retention of (key) accounts (partners/end-users).
  • Conduct negotiations and close deals
    • Present Inmarsat Maritime and sell its products and services to customers and prospects, including its new Offshore Energy portfolio
  • Account Management
    • Building Strategic Account Plans
    • Developing Account Goals and Objectives
    • Creating a Key Contact Map (key contacts and influencers inside accounts/ prospects)
    • Managing the Contract Renewal Process
    • Gaining Executive Level Account Involvement
    • Regular analysis of the reported revenue figures in order to be able to steer on revenue
    • Manage virtual account teams
    • Work closely in a team with Sales Support
    • Have an active and structured dialog within the Inmarsat organization
    • Co-operate with Market- and product management with feedback from the market and pro-active contribute to proposition development.
  • Reporting
    • Strong CRM Management
    • Timely reporting using the correct formats to keep the Inmarsat organization informed
    • Contributing to regional plans as part of the planning cycle.
  • Marketing
    • Provide market intelligence feedback to the Sector development teams within Inmarsat
    • Represent Inmarsat at Industry Exhibitions (trade shows) and Conferences. 

Essential Knowledge and Skills:

Theoretical background 

  • Master / Bachelor Degree in Business, IT or equivalent
  • Relevant experience can compensate for education
  • Solution based / Strategic selling methodology.
  • Maritime ICT knowledge

 

Practical background

  • 2-5 years of experience from a similar position, preferably within the Satellite Communications market
  • Proven sales achievements in a solution based sales environment
  • The ability to act in a dual distribution set-up…both direct to end customer and through wholesale partners

 

Personal characteristics  

  • Eager to sell
  • Strong work ethic
  • Independent
  • Self-starter
  • Excellent analytical skills
  • Open to new technology and a quick learner
  • Highly motivated with closing capabilities
  • Stable career history
  • Team player with good interpersonal and communication skills, social and outgoing
  • Confident in travelling
  • International network and cross-cultural understanding is an advantage
  • Fluent in English both orally and in writing
  • Fluency in Spanish is advantageous, but not a requirement