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Sales Manager – Offshore Energy (002446) in Den Haag at Inmarsat

Date Posted: 12/5/2018

Job Snapshot

  • Employee Type:
    Permanent
  • Location:
    Den Haag
  • Job Type:
  • Date Posted:
    12/5/2018

Job Description

Primary role purpose:

The Sales Manager will be responsible for developing and maintaining strong working relationships with both existing and new end customer accounts within the Offshore Energy and High End Fishing market sectors. 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 Sales Manager will be a valued contributor at management level 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 Sales Manager will need to quickly identify key new customers and establish productive working relationships on multiple levels by promoting the Inmarsat Maritime brand and product/service propositions.

Job Requirements

Key Responsibilities:

  • Sales & business development
    • Realization of revenue targets.
    • Proactively hunt new business
  • 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
    • 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 

  • Demonstrable experience from a similar position, preferably within the Satellite Communications market
  • Proven sales achievements in a solution based sales environment