Senior Sales Representative

American Bureau of Shipping; Dubai; On-site; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Senior Sales Representative to drive sales for innovative maritime training solutions. In this role, you will manage customer relationships, articulate the value of training offerings, and collaborate with regional training centers to deliver tailored solutions. Your expertise in the international shipping industry will be pivotal in navigating customer needs and expanding client relationships. This position offers a dynamic work environment with opportunities for travel and engagement across various regions, making a significant impact on the maritime training landscape. If you thrive in a fast-paced, goal-oriented setting, this is the perfect opportunity for you.

Qualifications

• 10+ years of sales experience in the international shipping industry.
• Bachelor's degree or equivalent in a relevant field.

Responsibilities

• Drive sales performance for maritime training offerings and manage customer relationships.
• Coordinate with regional training centers to meet customer needs.

Skills

Sales Experience

Communication Skills

Negotiation Skills

Project Management

Customer Relationship Management

Industry Knowledge

Education

Bachelor's degree in Sales, Business, Marketing, or Maritime Studies

Tools

CRM Software

Job description

The Senior Sales Representative drives sales performance for ABS’ maritime training offerings. The Sales professional should be comfortable with ambitious targets, managing customer and partner relationships, and coordinating with regional training centers to broker learning solutions that meet customer needs. The professional will be central in articulating the value of ABS’ innovative maritime training solutions, ensuring customer satisfaction, and leveraging industry insights to position and sell maritime client training.

Responsibilities

• Communicate the value of ABS training offerings to external customers, BB partners, and internal collaborators.
• Work with ABS regional academy managers to provide sales support and understand customer needs.
• Own and manage relationships with ABS training customers and serve as the primary point of contact for sales.
• Coordinate pre-sales and pre-delivery calls with training customers, leveraging subject matter experts and instructors when necessary.
• Actively prospect and generate leads for maritime training customers and conduct on-site client visits.
• Periodically attend training deliveries to better understand customer profiles and cultivate relationships.
• Collaborate with other business development personnel within ABS to bundle and cross-sell training offerings to a wide range of ABS customers.
• Strategically expand the buying relationship by identifying opportunities for upselling and cross-selling.
• Review evaluation feedback from training participants, monitor and ensure customer satisfaction.
• Respond to RFPs with proposals that highlight ABS’ strengths in delivering cutting-edge educational technology and compliance training.
• Collaborate with teams across marketing, product management, and service delivery to ensure cohesive client strategies and high satisfaction levels.
• Utilizes existing software and services for handling Client Relationship Management (CRM).
• Provide support to consulting, development, and other sales groups as requested.
• Attend events, client committees, and industry conferences to represent ABS and its training offerings.
• Stay abreast of industry trends, particularly in alternative energy sources and digitalization.

What You Will Need :

Education & Experience

• Bachelor's degree or equivalent experience in Sales, Business, Marketing, Maritime Studies, or a related field.
• At least ten years of robust sales experience preferred, within the international shipping industry, with a proven track record of managing and expanding client relationships.

Knowledge, Skills & Abilities

• Experience and proven ability to sell to training customers in a BB, for-profit commercial training market.
• Exceptional communication, negotiation, and presentation skills and strong organizational and project management abilities.
• Willingness to travel to meet clients, attend industry events, and engage with stakeholders across various regions.
• Understanding of the shipping industry’s operational and regulatory challenges.
• Strong interpersonal and team skills, including functioning successfully in a cross-functional team.
• Ability to learn the ABS Health, Safety, Quality, and Environmental Management Systems.

Reporting Relationships :

The Senior Sales Representative reports to a senior member of management within the ABS Learning Organization and has no direct reports.

Working Conditions :

The Senior Sales Representative normally works in an air-conditioned office. However, the Representative will travel to meet clients, attend industry events, and engage with stakeholders across various regions. Common methods of transportation include automobile, air, bus, and various public transportation. Travel may include overnight stays in different cities and countries on occasion.