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Sales Account Manager, EMEA, Superyachts & Passenger Business (001731) in The Hague at Inmarsat

Date Posted: 2/26/2018

Job Snapshot

  • Employee Type:
  • Location:
    The Hague
  • Job Type:
  • Date Posted:

Job Description


Inmarsat’s Maritime business unit recently reorganised into four lines-of-business: merchant shipping, offshore energy, small fishing and leisure boats, and superyachts and passenger.  The role of Sales Account Manager, EMEA, Superyachts and Passenger, is to exceed revenue targets for Fleet Xpress in this region and in these two market segments.

The appointee to this post will be responsible for developing and managing existing and new value-added reseller (VAR) partner accounts in order to sell Fleet Xpress to end-users.

The appointee will be responsible for exceeding sales quota, developing and implementing sector, region and account plans, and positioning Inmarsat as a communications leader within the superyachts and passenger segments.  Significant experience in account management and expertise in solution based selling in these sectors will be key to achieving maximum results.

Job Requirements


  • Sales & business development
    • Realisation of commercial targets
  • Work with Channel Development Manager, Superyachts & Passenger, on selection, acquisition and retention strategies for new / target VARs
  • Conduct negotiations and close deals
    • Present Inmarsat Maritime, with Fleet Xpress, to Inmarsat partners, their customers and prospects
  • Account Management
    • Regular revenue analysis to enable management of revenue expectations and targets
    • Ensure that Inmarsat delivers high standards of customer experience / satisfaction
    • Work in virtual back office (project) teams in a proactive and structured way to support customer projects and the product line objectives
    • Liaise with product management, providing feedback from the market and proactively contribute to proposition development
  • Reporting
    • Strong CRM management (preferably using Salesforce)
    • Timely and accurate reporting using the correct formats to assist with management information
    • Contributing to sector and regional plans as part of the planning cycle
  • Marketing
    • Help to raise the profile of Inmarsat within the superyachts and passenger segments
    • Represent Inmarsat at industry trade shows and conferences
    • Provide market intelligence feedback to the Senior Manager, Superyacht & Passenger Business and to the Maritime Market Intelligence team


Theoretical background

  • Bachelor / Masters Degree in Business, IT or equivalent (although relevant experience can compensate for education)
  • Solution-based / strategic selling methodology
  • Maritime ICT knowledge

 Practical background 

  • Demonstrable experience in a similar position, preferably within the maritime satellite communications industry
  • Proven sales achievements in a solution based sales environment

 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





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