Commercial Manager - North America

Job description

To drive revenue growth across designated territory and globally by maintaining and growing existing business and developing a new customer base. To meet and/or exceed the EBITDA growth targets for North America

The Commercial Manager will form part of the Commercial/Sales team for North America and will actively contribute towards the Regions sales strategy and regional management team goals. 

Key skills

Account Management

  • Manage portfolio of accounts and deliver objectives according to account strategy plans
  • Plan and organise customer visits to ensure accounts receive proactive and responsive service bespoke to their business requirements

Business Development

  • Conduct market and customer research to explore and identify potential new opportunities
  • Secure new business opportunities within the North America market segments, across existing service lines
  • Create a sales strategy to maximise the revenue earning opportunities for the customers within assigned territory
  • Engage with internal customers and maximise new business opportunities
  • Network and represent the ISS brand positively and effectively
  • Provide input and convey customer requirements/feedback to the VP Commercial

Working Relationships

  • Build and maintain effective working relationship across the Region with other Sales/Commercial Managers, Country General Managers and the wider Sales/Commercial Team and Heads of Regions
  • Utilise internal experts to help and support with business opportunities and technicalities of specific sales and 
  • Commercial Support Team 

Systems and Usage

  • All sales leads/data are input into Salesforce (Customer Relationship Management system)
  • Create and produce reports from Salesforce for example Sales Visits, New Opportunities, Business Won etc

Processes and Procedures

  • Manage the end-to-end sales process for new and existing clients across the full service portfolio in the designated territory
  • Follow the ISS sales process using standard templates, documents and 
  • Pricing of services for North America within agreed territory as per internal authority limits
  • Ensure that all commercial processes are in accordance with values and ethics of ISS

HSSE - Health, Safety, Security and Risk (Mandatory requirements)

  • Accountable for assessing HSSE risk and implementing risk controls within own area of responsibility
  • Accountable for reporting all accidents, incidents and near misses whether the persons are injured or not
  • Taking action within own area of accountability to ensure the HSSE of both the job holder and other persons who may be affected by acts carried out or failed to be carried out by the job holder while at work
  • Ensure full compliance with the ISS HSSE Management System

The post holder will carry out any other duties as are within the scope and purpose of the job as requested by the Line Manager and ensure full utilisation of all ISS systems according to Standard Operating Procedures.

Knowledge, Experience and Skills:

  • Extensive experience in sales and account management within a large international organisation
  • Demonstrable success in selling maritime services with full management of the end to end sales process
  • International and multicultural experience
  • Good knowledge of the maritime industry with current market knowledge
  • Good understanding of shipping and marine services customer value chain and business requirements
  • Extensive experience of using a CRM (Customer Relationship Management) system
  • Commercial and personal drive paired with a strong desire to succeed in developing/growing the business
  • Excellent communication skills and a good command of the English language (oral and written)
  • Ability to work independently, self-motivated
  • Able to manage time and prioritise effectively to meet deadlines
  • Effective interpersonal skills
  • Proven ability to build relationships effectively and understand how to establish the needs of others
  • Effective listener who can match customer needs to the service offerings of the business
  • Technical capabilities for system based business
Education requirements

Business degree or equivalent qualification

Employment type — Full-Time

Drivers licence required — No

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