Job Listing

JOB DESCRIPTION

Job Purpose

The primary role of the Senior Account Manager is to deliver revenue objectives by managing and developing business with new major accounts and by driving utilization within named existing major accounts within the Marine Industry sector in the defined territory.

Dimensions

This role is part of a regional sales team where you will work closely with local marketing, business development, applications consultants and the delivery organisation to build and close business within the region.

This post requires the ability to discover new opportunities for OUR CLIENT’s Traditional and non-traditional solutions in the Marine industry sector, working with the client to explore the opportunities for investment in OUR CLIENT’s applications, supporting the growth of the business.

It is an expectation that travel to clients, partners, prospects, OUR CLIENT’s offices etc. (including overseas on occasion) will be a normal requirement of successfully executing this role.

Principal Accountabilities

·  Meet or exceed quarterly revenue targets supporting the regional business.

·  Promote sales of OUR CLIENT’s Engineering & Design solutions and Enterprise Solutions portfolios to nominated accounts and new prospects in the Marine sector.

·  Plan and organise all related sales activities starting from prospecting, qualifying, initial contact, arranging solution and commercial presentations, technical demonstrations, quotation, assist in payment collection as well as to ensure customer satisfaction.

·  Comply with OUR CLIENT’s price guidelines, licensing policies and other written and verbal communication from the management.

·  Develop monthly reporting and analysis including long term account strategies with both current and proposed activities, customer visitation, revenue status, and revenue forecast.

·  Maintain and develop the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within OUR CLIENT’s CRM solution, and ensure sales documentations to support revenue booking are duly signed.

·  Retain existing accounts and expanding applications and solutions utilisation, managing complex relationships at senior levels of their business.

·  Develop long term relationships with Executives and key decision makers of named and targeted accounts.

·  Support management with all market related information and assist with planning and delivery of road shows, seminars, users groups and regional initiatives to grow client awareness of OUR CLIENT's business.

Important Working Relationships

In addition to maintaining strong working relationships with all regional Sales, Marketing, Product Strategy, Global Business Development and Consultants, the Senior Account Manager will maintain a close working relationship with the regional Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.

Knowledge, Skills & Experience Required

·  You will possess experience (at least 10 years) in a sales, account management and/or business development role selling software solutions serving Shipyards, Design Agents, the Defence organisation, and/or Ship sustainment organisations within Australasia.

·  You will possess experience (at least 10 years) with IT solutions and the business processes associated with the industries served by OUR CLIENT and likely to have worked for an IT solutions provider, EPC, Shipyard, or technology consultancy. 

·  You will be a self-starter, able to work to develop client engagements from lead generation, pitch, consultancy and alignment through, commercial negotiations to sign off and solution delivery.

·  You will be skilled and experienced operating at a range of levels from end user to senior decision makers within our target client base, aligning client business needs with our technology solutions.

·  You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities. You will be experienced in assessing commercial and legal risks and taking steps in negotiations to minimise / mitigate the same from our business undertakings.

·  You will have strong client management skills and be a confident negotiator.

·  You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.

·  You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.

·  You will be approachable, personable, have a sense of humour and be a strong team player.