American Bureau of Shipping (ABS)
Vice President, Regional Business Development - Maritime Industry
American Bureau of Shipping (ABS), Houston, Texas, United States, 77246
The Vice President, Regional Business Development plays a pivotal role in shaping market position and driving business outcomes regionally. Through individual sales efforts and team leadership, the professional is instrumental in executing the Demand and Account Management and Commercial Operations Core Process in a region/geographic area or product line. As the regional business development leader, this position is key in driving sales while managing and leveraging existing accounts. Moreover, it coordinates and leverages collaboration with internal teams such as marketing, engineering, survey product development, and technology groups to drive service and business outcomes.
What You Will Do:
Lead the regional sales and business development effort to drive market position and achievement of business outcomes through individual and team sales efforts in an assigned region/geographic area, or product line.
Execute the Demand and Account Management / Commercial Operations Core Process as appropriate within the assigned area of responsibility.
Lead, execute, and drive regional sales strategies in the assigned responsibility area(s) and meet or exceed sales targets and revenue forecasts.
Lead, develop, and maintain key client relationships with a focus on maintaining current work and expanding new business opportunities within the region.
Lead and manage the development of visit plans for assigned clients and areas of responsibility, including organizing client meetings for ABS senior management.
Develop sales strategies and prospects for new clients and business opportunities within your assigned responsibility. Engage individually as appropriate to increase revenue and market share and meet business objectives/goals.
Support the Product & Digital Solution Development, Survey & Certification, Engineering Delivery, and Rule Development Core Processes to achieve organizational business outcomes.
Provide strategic insight within the assigned area of responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning.
Maintain awareness of the overall ABS service portfolio and promote services/products across the region when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action.
Lead and work with organizational teams to develop capture strategies, proposals, and pricing as appropriate.
Lead and work with technical staff and other internal teams as needed to meet customer needs.
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.
Forecast regional sales targets and track activity on accounts to meet these targets.
Coach, mentor, and develop employees to support the enterprise and succession.
What You Will Need:
Education & Experience
Bachelor’s degree in business or an engineering technical field is required.
Non-degreed professionals may be considered pending their level of experience and business requirements.
MBA or engineering postgraduate degree is preferred.
Typically, nine (9) years of experience in the assigned area of responsibility or market sector is required.
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 & Abilities
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 and developing new service offerings.
Strong leadership presence and the ability to quickly establish and build credibility and relationships, externally as well as internally with ABS.
Demonstrated success in leading teams and managing a results-driven workforce.
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 to achieve goals and a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes.
Strong commitment to ethical business practices per relevant corporate policies.
Excellent verbal and written communication skills.
Ability to know the ABS Health, Safety, Quality, and Environmental Management System.
Reporting Relationships:
The professional will typically report to a Global Business Development Leader. This role supervises professional sales and business development professionals at a regional level and may supervise administrative/clerical level employees as required.
Working Conditions:
The work is primarily in a professional office setting, with possible field revisits to field sites (e.g., shipyards, field offices, etc.) as required. The position may require significant travel domestically or internationally. It will also require business entertainment and client-related work beyond normal working hours.
Notice:
This position requires access to information that is subject to control by the Export Administration Regulations and/or the International Traffic in Arms Regulations. Any offer of employment shall be contingent upon the Company’s verification that the candidate is a “U.S. Person” or upon the receipt of all necessary export licenses or authorizations that may be required by U.S. export control laws. “U.S. Persons” are defined as U.S. citizens, U.S. lawful permanent residents (i.e., “green card” holders), or any individual granted protected status under the Immigration and Nationality Act (8 U.S.C. § 1324b(a)(3)), including asylees and refugees. In the event a candidate refuses or cannot otherwise provide the necessary information for the Company to determine whether such licenses may be required, or for the Company to obtain any required licenses, the Company shall maintain the exclusive right to discontinue the application process and/or withdraw any contingent offer that has been made.
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What You Will Do:
Lead the regional sales and business development effort to drive market position and achievement of business outcomes through individual and team sales efforts in an assigned region/geographic area, or product line.
Execute the Demand and Account Management / Commercial Operations Core Process as appropriate within the assigned area of responsibility.
Lead, execute, and drive regional sales strategies in the assigned responsibility area(s) and meet or exceed sales targets and revenue forecasts.
Lead, develop, and maintain key client relationships with a focus on maintaining current work and expanding new business opportunities within the region.
Lead and manage the development of visit plans for assigned clients and areas of responsibility, including organizing client meetings for ABS senior management.
Develop sales strategies and prospects for new clients and business opportunities within your assigned responsibility. Engage individually as appropriate to increase revenue and market share and meet business objectives/goals.
Support the Product & Digital Solution Development, Survey & Certification, Engineering Delivery, and Rule Development Core Processes to achieve organizational business outcomes.
Provide strategic insight within the assigned area of responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning.
Maintain awareness of the overall ABS service portfolio and promote services/products across the region when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action.
Lead and work with organizational teams to develop capture strategies, proposals, and pricing as appropriate.
Lead and work with technical staff and other internal teams as needed to meet customer needs.
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.
Forecast regional sales targets and track activity on accounts to meet these targets.
Coach, mentor, and develop employees to support the enterprise and succession.
What You Will Need:
Education & Experience
Bachelor’s degree in business or an engineering technical field is required.
Non-degreed professionals may be considered pending their level of experience and business requirements.
MBA or engineering postgraduate degree is preferred.
Typically, nine (9) years of experience in the assigned area of responsibility or market sector is required.
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 & Abilities
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 and developing new service offerings.
Strong leadership presence and the ability to quickly establish and build credibility and relationships, externally as well as internally with ABS.
Demonstrated success in leading teams and managing a results-driven workforce.
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 to achieve goals and a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes.
Strong commitment to ethical business practices per relevant corporate policies.
Excellent verbal and written communication skills.
Ability to know the ABS Health, Safety, Quality, and Environmental Management System.
Reporting Relationships:
The professional will typically report to a Global Business Development Leader. This role supervises professional sales and business development professionals at a regional level and may supervise administrative/clerical level employees as required.
Working Conditions:
The work is primarily in a professional office setting, with possible field revisits to field sites (e.g., shipyards, field offices, etc.) as required. The position may require significant travel domestically or internationally. It will also require business entertainment and client-related work beyond normal working hours.
Notice:
This position requires access to information that is subject to control by the Export Administration Regulations and/or the International Traffic in Arms Regulations. Any offer of employment shall be contingent upon the Company’s verification that the candidate is a “U.S. Person” or upon the receipt of all necessary export licenses or authorizations that may be required by U.S. export control laws. “U.S. Persons” are defined as U.S. citizens, U.S. lawful permanent residents (i.e., “green card” holders), or any individual granted protected status under the Immigration and Nationality Act (8 U.S.C. § 1324b(a)(3)), including asylees and refugees. In the event a candidate refuses or cannot otherwise provide the necessary information for the Company to determine whether such licenses may be required, or for the Company to obtain any required licenses, the Company shall maintain the exclusive right to discontinue the application process and/or withdraw any contingent offer that has been made.
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