Human Capital

One Team, One Family.

Manager- Sales & Marketing
Job Purpose

To actively develop relationships with the potential and existing clients of the complex project portfolio in order to support ODC’s ambitious plan to expand in the ship repair, new build, offshore conversion and other industrial construction projects. Ensure ODC’s annual sales volume targets are attained by winning new business while ensuring customer demands are met through our various offered. To vigorously develop and boost customer relationship by travelling overseas and constantly trying to generate new business leads / revenue sources for the shipyard.


Report to

General Manager - Commercial


Department

Marketing


Key Accountabilities
Strategy formulation, Implementation & Planning:

To establish and maintain a comprehensive overview of the sales market and thus able to provide strategic advice to the General Manager - Commercial and Top management.
Maintain and enlarge customer relationships and associated networks in the designated market areas around different geographical location based on company requirements and business needs.
Empanel with hunters, agents, analysts and partners to create market propositions for new accounts and enable ODC’s entry.
Be the SPOC (Single Point of Contract), manage key accounts, key contacts and other critical people at the various client places and appointed territory.
Responsible for supporting ODC’s marketing department in preparing and maintaining a solid marketing plan for the chosen markets to reap positive outputs.
Responsible for the completion of sales agreements, including negotiations with customers on prices, specifications, delivery and payment, preparation and conclusion of contracts and conditions.
Remain current on market trends by performing market research, competitive activity to determine potential prospects and business segments.


Leadership:

Ensure the effective achievement of sales objectives through the leadership of the department – setting individual objectives, managing performance, developing and motivating staff, provision of formal and informal feedback and appraisal in order to maximise subordinate and departmental performance.
To be a successful mentor for the sales executives and constantly monitor their output and identify their improvement areas.
To motivate constantly and set KPI’s for sales executives to win business objectives.


Budgets and Plans:

Prepare and implement sales plans which optimize profitability and growth opportunities based on the best analytical support including market projections, growth opportunities, swing management considerations and tariff levels against identified risk levels.


Sales and Customer Relation:

To build robust relationships with clients, representing ODC in a well presented and polished manner.
Travelling overseas to develop and boost customer relationship and constantly trying to generate new business leads / revenue sources for the shipyard.
To ensure existing clients are satisfied and they are interested in continuing business with ODC.
To follow up on enquiries from clients and responsible for the timely submission of quotations in cooperation with estimation and supply chain department. To track on the progress of the quotations and provide clarifications if required.
Attend workshops, trade shows, and seminars to keep up-to-date on changes in the Maritime industry and obtain the advantage.
Prepare sales presentation and formulation of strategy for the customer by consultative selling.
Assure sales funnel / pipeline are updated and provide timely feedback to marketing and estimation department heads.


Change Management:

Implement the management of change and improvisation through continuous improvement of sales techniques, processes and practices taking into account international leading practices, changes in international standards and changes in the business environment which demand proactive action plans.


Continuous Improvement:

Motivate subordinates and identify opportunities for continuous improvement of systems, processes and practices taking into account international leading practices, improvement of business processes, cost reduction and productivity improvement.


Policies, Systems, Processes & Procedures:

Develop and oversee the implementation of departmental policies, procedures and controls covering all areas of department activity so that all relevant procedural/ legislative requirements and standards are fulfilled while delivering a quality, cost-effective product/ service in a consistent manner.


Quality, Health, Safety, & Environment:

Ensure compliance to all relevant quality, health, safety and environmental management policies, procedures and controls across the department to guarantee employee safety, delivery of high quality products/ service and a responsible environmental attitude.


Communications & Working Relationships
Internal:

CEO
GM - Commercial
Business Management
Finance department
Corporate Communication department
Production division
Estimation department and Marketing department
Subordinates


External:

Strategic partners
Prospective and existing Clients


Minimum Qualifications

MBA or equivalent Post-graduate qualification from an internationally recognized Business school.
Bachelor’s degree in Marine engineering or Marketing specialisation will be preferable.


Minimum Experience

7 years’ experience in sales and business development environment of ship yard or related marine projects and a minimum 5 years in supervisory responsibilities. A proven track-record of achieving and exceeding sales targets, client and media relationships and a desire to grow new business.


Job-Specific Knowledge & Skills

Holistic knowledge of the services offered by ODC.
Strong customer service skills and ability to understand client needs.
Solid written and oral communication skills, fluency in English.
Talent to handle multiple priorities and navigate in a matrixed environment.
Ability to influence at varying levels across the customer’s organization.
Knowledge on all production departments’ technical activities and jobs.
Resilient, focused and driven.
High level of communication and interpersonal skills.
Positive thinking and self-motivated.
Business Acumen and commercial mind-set.
High level of communication and interpersonal skills.
Networking skills.
Leadership skills.
Analytical thinking skills
Presentation skills


Closing Date: 21-11-2018


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