Manager, Business Development - East Coast
American Bureau of Shipping (ABS)

Job Info

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The Business Development Manager individually drives market position and achievement of business outcomes through the Demand and Account Management/Commercial Operations Core Process. This position is the core sales position within the company responsible for new business/clients as well as managing/leveraging existing accounts. The Business Development Manager drives results through individual and collective team sales efforts. The position is responsible for leveraging collaboration with internal teams such as marketing, Sales Development, Solution Engineering, Professional Services, and Engineering in order to drive service and business outcomes. The Business Development Manager also contributes to strategic initiatives and planning through an extensive knowledge of market conditions within their assigned Territory (East Coast).

What You Will Do:

• Execute and drive sales strategies in the assigned area of responsibility and meet or exceed sales and revenue targets.
• Execute the Demand and Account Management / Commercial Operations Core Process as appropriate within the assigned area of responsibility.
• Develop and maintain key client relationships with a focus on prospecting for new clients and business opportunities within your assigned responsibility.
• Lead the development of visit plans for prospects within your area of responsibility, to include organizing client meetings for ABS senior management.
• Maintains awareness of the overall ABS service portfolio and promote services/products when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action.
• Work with organizational teams to develop capture strategies, proposals and pricing as appropriate.
• Work with technical staff and other internal teams as needed to meet customer needs.
• Provide strategic insight within the assigned area or responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning.
• Attend industry events and conferences and provide feedback and information on market and creative trends.
• Identify opportunities for marketing campaigns within the area of responsibility that will lead to increased sales.
• Submit reports as needed and ensure data is accurately entered and managed within the company's CRM system.
• Forecast sales targets and track activity on accounts to meet these targets.

What You Will Need:

Education and Experience

• Bachelor's degree or recognized equivalent from an accredited university or equivalent business/quality-related experience.
• 5 or more years of experience in the industry is preferred.
• Business experience in the manufacturing and/or technical service industry.
• International experience, either as an expatriate or working with international projects and teams, is required
• Previous experience in business development or sales in a technical and diverse product environment is preferred

Knowledge, Skills, and Abilities

• SAAS Software experience and an understanding on the software industry in general.
• Maritime industry sales experience preferred. A network of contacts at companies with a maritime fleet is useful.
• Familiarity with Challenger Sales Methodology is an advantage, but not required.
• Demonstrated acumen for sales, business development, and account management with experience in meeting and/or exceeding sales targets preferred.
• Demonstrated proficiency in developing strategic customer relationships.
• Strong leadership presence and the ability to quickly establish and build credibility and relationships, externally as well as internally to ABS.
• Excellent business judgment, including the ability to assess the reasonableness and likelihood of success of various business scenarios.
• Demonstrated technical acumen related to the product or area of responsibility.
• A self-starter with a demonstrated desire achieve goals and as well as a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes
• Strong commitment to ethical business practices, in full accordance with relevant corporate policies.
• Excellent verbal and written communication skills.
• Working knowledge of the ABS Health, Safety, Quality and Environmental Management System.

Reporting Relationships:

Reports directly to the senior level manager.

ABOUT US

About ABS Wavesight

ABS Wavesight is the new ABS Affiliate maritime software as a service (SaaS) company dedicated to helping shipowners and operators streamline compliance while maintaining competitive,more efficient, and sustainable operations. Our mission is to develop world-class software products that improve vessel performance for the health of our seas, environment and self. The ABS Wavesight portfolio is comprised of best-in-class proprietary technology and third-party integrations that offer unparalleled insight into every aspect of a fleet's operations. Backed by ABS's 160-year legacy of maritime innovation and experience, our products are collectively installed on more than 5,000 vessels across the global fleet. Learn more about ABS Wavesight by visiting www.abswavesight.com.

About Our Benefits

ABS Wavesight proudly offers a variety of industry-leading benefits designed to enhance the life and well-being of our employees and their families. These benefits include, but are not limited to, medical insurance (PPO and HD), dental and vision insurance, Health Savings account (HSA), Flexible Savings Account (FSA), life insurance, accidental death and dismemberment insurance, disability leave programs, parental leave program, paid holidays, and paid vacation time. The Company provides an Employee Assistance Plan (EAP) that offers additional support in personal wellness, including work-life services. ABS Wavesight also offers a 401K plan with a generous company match, subject to plan requirements.

Equal Opportunity

ABS Wavesight is committed to the equal employment opportunity of its employees and prohibits discrimination against any employee or qualified applicant based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status or veteran status, or other non-work-related characteristics that may be protected under the law of the Federal Government or specific state employment laws.

Notice

ABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency without a valid ABS Master Service Agreement (MSA) authorized and signed by Human Resources. Any resume, CV, application, or other forms of candidate submission provided to any employee of ABS without a valid MSA on file will be considered property of ABS, and no fee will be paid.

Other

This job description is not intended, and should not be construed, to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with the job of the incumbent. It is intended to be an accurate reflection of the principal job elements essential for making a fair decision regarding the pay structure of the job. #ogjs

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