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Sector Development, Senior Manager - Merchant Marine (001814) in Singapore at Inmarsat

Date Posted: 3/23/2018

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Job Description

Primary Purpose of the Role:

The successful candidate will have ownership of the merchant marine sector development inclusive of setting the business strategy both short and long-term with regards to pricing, portfolio development, organizational structure, and partner and acquisition targets where relevant.

This role will form part of a leadership team responsible for the Merchant Marine sector. The successful candidate will lead the sector internally while representing Inmarsat externally as the sector expert in the market. In this capacity, he/she will be holding workshops, working groups with key customers and industry influencers and speaking to the maritime community about Inmarsat’s activities and leadership of this business area. The successful candidate will be perceived as the ‘go to’ person for all activities related to their sector internally and externally and will further consult on key sales opportunities and will advise the business as to what needs to be done to deliver growth. Their role will also require them to lead the implementation of any sector strategy or sector initiatives to ensure that they are executed to a high caliber. They will also lead post mortems to ensure we learn both from our successes and failings.

Job Requirements

Key Responsibilities:

  • Developing clear business strategies to drive growth enabling the Merchant Marine business line to achieve its targets
  • Act as a central point for all sector development activities to ensure that they are delivered in accordance with customer expectations enabling us to maximize revenue potential
  • Drive cross-functional teams inclusive of marketing, product management and engineering to ensure that the business is aligned to and executing sector priorities.
  • Develop and maintain clear understanding of the market and regulatory trends as well as key drivers and barriers affecting communications to ensure that these are factored into any business decisions
  • Identify key influencers, including trade associations and regulatory agencies, their impact on communication opportunities
  • Maintain a close rapport and working relationship with specific channel partners and end customers where appropriate, in order to define and finesse propositions that address their specific market sector requirements and identify, explain and jointly explore previously unforeseen and under-implemented opportunities. This in order to ensure that the business is cognizant of key market changes that could impact our business
  • Create and present compelling business cases and market requirements that include market and risk analysis, capex and opex forecast, and return on investment outlook
  • Support the ongoing development of the Maritime strategy through intelligence gathered during deep dive analysis of the market vertical.
  • Collaborate with Inmarsat colleagues as well as external providers in order to develop and bring new, revenue-expanding solutions and products/services to market.
  • Provide input to PR activities, exhibition strategies and other marketing communications initiatives


Essential Knowledge and Skills:

  • Demonstrable experience of leading and working within high performing team environments with a proven ability to comprehend strategic context
  • Proven experience within the maritime market sector  with a focus on delivering tangible outcomes
  • Excellent interpersonal skills and the ability to deliver persuasive presentations to customer representatives at all levels, and wider audiences.
  • Delivery of compelling, focused business cases that logically support recommendations for investment from the wider business.
  • Hold a degree or professional qualification. Certified membership (to graduate standard) of professional bodies will also count towards qualification levels required
  • They will possess a comprehensive understanding of satellite & terrestrial communications infrastructure, maritime applications and IT processes.
  • Well-developed inter-personal skills with the ability to gain the trust, influence and cooperate effectively with both internal and external stakeholders
  • Obvious leadership qualities – ability to influence, negotiate and direct the activity and investment of key partners for Inmarsat’s benefit.
  • Excellent written, oral and presentation communication skills required based on experience of international markets.
  • Ability to travel extensively.


Desirable knowledge and skills 

  • Demonstrable experience working directly in the customers’ operational environment
  • A solid understanding of the Merchant Maritime market, requirements, value chain and procurement processes
  • A solid understanding of all aspects of maritime procurement processes and procedures
  • A wider knowledge of the mobile and mobile satellite communications industry over and above the maritime communications market.
  • Experience with marketing, strategy development, project management and program execution