Shipowner Sales
Alfa Laval · Shanghai
Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we’re pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.
As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.
About the job:
1.Lead the generation and development of business plan and convert the actionable business cases into sales
2.Analyse and understand market insights and the ship owners buying behaviour and make sales plans according to Marine division strategy and targets.
3.Create needs in the market by being actively engaged with ship owners:
Focus on making visits, meetings and interactions to customers
Focus on customer needs understanding and highlighting the value of our products.
Increase awareness and brand recognition of Alfa Laval being the key stake holder to support relevant products.
Have Alfa Laval full product scope on the maker’s list
Create the ship owner preference on Alfa Laval product in the newbuilding maker selection phase.
4.Runs the commercial operation by managing the customer grid and proactive planning in our tools.
5.Close work with shipyard sales to develop highly profitable quotes reflecting the customer needs stressing the unique selling points and follow up, and to get a hit-rate
6.Use the OneCRM tool and other tools in a consistent and qualitative way, to support the sales process and take decisions
What you know:
Experience & expertise
1.Minimum 5-8 years relevant work experiences, management or business development roles
2.Extensive network with senior decision makers among Alfa Laval customers, prospects and industry stakeholders
3.Deep understanding of industry and business logic in the domains of ship owners, ship managers, ship leasing companies, authorities, academies, classification, regulators, associations, etc.
4.Customer centric mindset, data driven approach, being creative and strategic thinking
5.Able to work in a complex environment across many programs with multiple stakeholders
6.Personal credibility, maturity, people skill to leverage the relationships with customers as well as internal stakeholders
7.Strong leadership skill with an open mind to improve
Leadership capability:
1.Must have a compelling presence, ability to quickly establish credibility and build relationships with both internal and external stakeholders
2.Constantly communication with the senior management and colleagues is fundamental.
3.Strong believe in teamwork, accountability and result driven culture
We care about diversity, inclusion and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games.
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