Sales Manager

Inchcape Shipping Services; Thane; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Inchcape Shipping Services in India seeks a Commercial Manager to grow revenue from our Indian customer base within a matrix organisation. You will build customer understanding and relationships, visiting clients quarterly and introducing Inchcape’s products and services to drive value.

You will also aim to expand the pipeline, negotiate terms, and ensure profitable outcomes through disciplined pricing and contract execution, while supporting receivables and maintaining customer retention.

Qualifications

• Master Mariner qualification or equivalent with strong vessel operations knowledge.
• MBA or equivalent in Shipping is desirable.
• Proven ability to grow revenue and manage commercial relationships.

Responsibilities

• Build understanding of customers through industry insights and value addition.
• Visit each customer at least quarterly.
• Promote Inchcape products and services during visits and align campaigns.
• Grow pipeline by targeting new customers and opportunities.

Skills

Customer relationship management

Negotiation and influencing

Presentation and communication

Analytical and problem solving

Workload management

Education

Master Mariner qualification

MBA or shipping industry qualification (desirable)

Job description

Job Description:

Who are Inchcape at Inchcape Shipping Services, our vision is to create a connected world where customers can trade successfully and make informed decisions in every port, everywhere. We achieve this by combining our worldwide infrastructure with local expertise, through our global network of more than 250 proprietary offices and a team of over 3,000 dedicated professionals. Our diverse customer base includes owners and charterers in the oil, cruise, container, and bulk commodity sectors, as well as naval, government, and intergovernmental organizations.

Main Purpose of Job

Working in a matrix structure and as a member of the Commercial team, the Commercial Manager, India is responsible for growing revenue from the customer base of India.

Duties and Responsibilities

Build an understanding of our customers by:

• Leveraging industry insights to ensure focus on the customer and how we add value to their business.
• Ensuring every customer is visited at least every quarter.
• Ensuring customers are made aware of Inchcape’s Products and Services by introducing on (yearly) average, more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce.
• Growing pipeline by at least 4 targets through visiting customers and introducing Inchcape’s Products and Services.

Create meaningful connections with customers by:

• Ensuring alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization.
• Achieving a win rate of at least 25%
• Ensuring every customer is retained by selling, on (yearly) average, more than 1 product to owned customers.

Ensure Inchcape gets paid fairly and timely by:

• Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Processes on pricing, bids and tenders, contract negotiations, etc., to guarantee compliant execution.
• Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.
• Support the Inchcape Accounts Receivable to collect fees on time, or as escalated for overdue payments.

Knowledge

• Knowledge of shipping, preferably vessel operations
• Graduate with reasonable knowledge of IT

Skills

• Strong customer relationship management and stakeholder engagement skills.
• Excellent negotiation and influencing abilities.
• Effective presentation and communication skills.
• Strong analytical and problem-solving capabilities.
• Ability to prioritize workload and manage competing deadlines effectively.

Experience

• Master Mariner qualification, with strong understanding of vessel operations, port requirements, and stakeholder expectations.
• Strong network and relationships with ship owners, operators, charterers, and maritime stakeholders.
• Ability to confidently represent the organization and promote agency services to potential clients.

Qualification

• Relevant academic qualification - required
• MBA or higher learning within the Shipping Industry – desirable
• Multiple languages – desirable

Other Requirements

• Ability to travel within India. In exceptional/rare situations, there may be a requirement to travel out of India also.
• Working knowledge of common IT systems

Character and personal qualities

Inchcape’s Clarified Personality

• Assertive, point the way, provide solutions and lead by example
• Articulate, share expertise, knowledge and opinions with passion and precision
• Uncomplicated, smooth and efficient service

Personal Characteristics

• Resilience – works well under pressure
• Social Poise – strong in front of an audience
• Connects quickly and is comfortable with new people
• Target Driven
• Collaborative

Why Inchcape Shipping Services?

We believe in building a diverse and high-performing workforce that works together to provide our customers with the exceptional service they deserve. To reach the highest standards, we depend on our people, their welfare, training and expertise. We realize the value of our staff and know that your unique experiences, skills and passions will help you to build a rich and rewarding career in our dynamic industry.

Our values are at the cente of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:

• Global Perspective - we connect the world and see the bigger picture.
• The Power of People - we rely on the strength of local agent knowledge and relationships.
• Progress - we adopt new thinking and push for positive change in our industry.

In return, we will offer you

A diverse range of benefits, depending on your geographical location. Globally, as a minimum, you will receive:

• A retirement savings plan
• Life assurance
• Holiday
• Competitive salary
• Employee Assistance Programme
• Career development and progression opportunities
• Values Award celebration events

Plus, much more!

Appointment to this role will be subject to satisfactory references and possession of a valid Right to Work documentation depending upon your geographical location.

Inchcape is an Equal Employment Opportunity Employer and equality, diversity and inclusion are at the centre of everything we do. We recognise that our customers, colleagues, contractors and other partners are central to our success and that we work in a diverse society. We acknowledge not only our legal, but also our moral responsibility to ensure all groups have equality of opportunity.