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Account Manager, Americas Region - Various Canada/US Locations Considered (001874) in (Various Canada/US Locations Considered) at Inmarsat

Date Posted: 7/13/2018

Job Snapshot

Job Description

Location: Flexible - Various Canada/US Locations Considered

Primary Purpose of Role:

Inmarsat Maritime enables essential communications to the maritime market through an unrivaled portfolio of products providing crucial operational, safety and welfare solutions. Thousands of vessels worldwide rely on Inmarsat’s satellite communications services.

The role of the Account Manager, Americas Region will focus on driving new sales revenues from new opportunities in addition to increasing revenues with existing customers.  The Account Manager, Americas Region will work closely with the global Inmarsat Maritime internal function to support both the existing and future maritime portfolio of products and services.

The successful candidate will use their experience in Direct Sales, ideally within a telecommunications/satellite industry environment to drive revenues through new and existing  Inmarsat customers  in the US & Canada.

Job Requirements

Key Responsibilities:

  • Driving Inmarsat’s Merchant Marine Revenue in the US & Canada
  • Identify target lists of competitor services to bring across to Inmarsat services
  • Manage numerous existing small to medium sized accounts 
  • Be accountable for the execution of the Inmarsat value proposition to the customer
  • Pipeline management and sales forecasting
  • Engage in regular customer visits and seminars
  • Actively probe the market to report on customer requirements and competitive offerings
  • Identify new market opportunities
  • Keep abreast of Inmarsat Products and Services

Essential Knowledge and Skills:

  • Direct Sales Experience with proven track record
  • Knowledge of key players in the US/Canadian Merchant Marine Sector
  • Ability to communicate at the executive level
  • Ability to grow existing accounts
  • Ability to secure new business in traditional and non-traditional Merchant Marine Sectors
  • Experience of solution selling into the maritime industry
  • Strong knowledge of Bid Management including developing business proposals/propositions
  • Good understanding of the wider telecommunications and satellite communication industries
  • Proven ability to deliver target revenues over long lead times
  • Effective negotiating skills and excellent written, oral and presentation skills
  • Excellent team player
  • Ability to travel extensively


Desirable Knowledge and Skills:

  • In depth knowledge of the Inmarsat Maritime portfolio.
  • Ability to articulate the Inmarsat Maritime strategy and promote Inmarsat capabilities to deliver industry leading connectivity solutions and safety services through global partnerships.
  • Partner with customers to fully understand business requirements, issues, strategies and priorities in order to deliver value-added business solutions effectively.
  • Leverage knowledge of industry, applications, and products in order to maintain and grow Inmarsat revenues moving forward.
  • Experience of developing and implementing strategic business plans.
  • Maintain and cultivate client relationships at all levels including executive level.
  • Overseas experience in varied working environments.


Inmarsat Qualities:

Inmarsat employees aspire to certain behaviours which support our wider corporate values, and lie at the heart of our continued success as an organisation. In this position, the following qualities are paramount:

Customer Excellence: Customer Excellence applies to both our external and internal customers.  It is about having a market orientated approach that enables the business to deliver what the customer wants.  It is about organising activities, and making decisions that are based around information about customers’ needs, rather than what we think is right for them customer.  It requires the development of long-term, collaborative and trusting relationships that combines customer needs with Inmarsat expertise.

Open Communications: Open Communication is about treating one another with respect and delivering appropriate, clear and focused messages. It is about fostering collaborative relationships, whilst maintaining individual accountability. It allows the best ideas to surface from anywhere within the organisation from those who have a genuine contribution to make. It cultivates an open environment that facilitates informed decisions, understanding and trust.

Enterprise Spirit: Enterprise Spirit is about being agile and responding effectively to business opportunities within a changing environment. It’s about being self-motivated, resourceful, focused on output and making things happen.  People with Enterprise Spirit are positive, enthusiastic, dedicated and not afraid to challenge the status quo.



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