国际销售经理
International Sales Manager
国际销售经理负责为Seaspan船厂探索国际市场，与客户互动并识别和评估符合Seaspan战略标准的机会。主要面向北美以外的国际市场，该职位是一个高度对外的岗位，需要大量的全球旅行、直接客户接触以及参与会议和其他客户互动活动。国际销售经理的大部分时间将用于发现、识别和评估机会，主要目标是充实Seaspan船厂的国际销售漏斗。
通过广泛地与目标国际市场中的客户互动，国际销售经理将发现并识别Seaspan可能构建和增长销售漏斗的机会。一旦发现机会，国际销售经理将与客户沟通，确定该机会的关键特征，包括预算、预算审批流程、采购流程、需求、潜在竞争对手等。根据这些特征，国际销售经理将与Seaspan船厂的商务发展（BD）团队一起评估该机会。一旦被评估为有效，Seaspan船厂的BD团队将制定捕捉策略和计划。国际销售经理将参与并支持该捕捉策略和计划，并为捕捉团队提供客户互动支持。
该职位的工作地点可以是安大略省或不列颠哥伦比亚省，因为需要大量出差。
注意：该职位的工作地点可以是安大略省或不列颠哥伦比亚省，因为需要大量出差。该职位符合远程办公条件。
你将负责
- 与Seaspan BD团队合作，制定目标市场定义和战略机会标准。
- 利用Seaspan的市场研究能力以及个人经验/知识/人脉，制定销售策略和计划，以发现新机会，包括滚动的出差计划。
- 上述内容包括一个会议和活动参与计划，必要时由Seaspan的公关团队提供支持。
- 直接与客户接触，了解他们的采购计划，并将其与战略机会标准相匹配。
- 与客户建立初步关系，更好地理解机会特征
查看英文原文
The International Sales Manager is responsible for exploring international target markets for Seaspan Shipyards, engaging with customers and identifying and qualifying opportunities that meet Seaspan’s strategic criteria. Primarily targeting the international market (outside North America), the International Sales Manager is a highly outward facing role requiring substantial global travel, direct customer engagement, participation in conferences and other customer engagement events. The significant majority of the International Sales Manager’s time will be spent discovering, identifying and qualifying opportunities with the primary goal of filling Seaspan Shipyards’ international sales funnel.
By engaging broadly with customers in the target international market, the International Sales Manager will discover and identify potential opportunities for Seaspan to build and grow our sales funnel. Once an opportunity has been identified, the International Sales Manager will engage with the customer to determine the key characteristics of the opportunity including budget, budget approval process, procurement process, requirements, potential competition, etc. Based on these characteristics, the International Sales Manager will qualify an opportunity together with the Seaspan Shipyards BD team. Once qualified, a capture strategy and plan will be developed by the Seaspan Shipyards BD team. The International Sales Manager will participate and support the capture strategy and plan and provide support for customer engagement to the capture team.
The location for this role can be either Ontario or British Columbia as significant travel will be required.
Note: The location for this role can be either Ontario or British Columbia as significant travel will be required. This position qualifies for remote work.
What you'll do
- Work with the Seaspan BD team to develop the target market definitions and the strategic opportunity criteria.
- Leveraging Seaspan’s market research capabilities and personal experiences/knowledge/networks, develop a sales strategy and plan for discovering new opportunities including a rolling travel plan.
- Included in above is a conference and event participation plan supported, where necessary, by Seaspan’s communications team.
- Direct engagement with customers to understand their procurement plans and match those with the strategic opportunity criteria.
- Build initial relationships with customers to better understand the opportunity characteristics.
- Qualify opportunities that meet the Seaspan strategic opportunity criteria.
- Work within the existing Seaspan funnel management process to enter and manage new opportunities.
- Work with the Seaspan BD team to support the development of capture strategies for qualified opportunities.
- Continue to play a supporting customer engagement and coordination role with the capture teams.
- Working with the capture teams, understand customer perspectives, customer requirements to help develop solutions that meet customer needs.
- Strong communication skills (verbal and written) with customers, partners, suppliers and within Seaspan.
What you'll bring
- 7+ years of professional industry experience in a sales or business development role in the shipbuilding industry or in a complex defence, aerospace or systems development, manufacturing or construction industry.
- Proven track record of identifying and qualifying new business opportunities in government procurement markets strongly preferred
- Experience with global sales and business development strongly preferred
- Experience engaging with and building relationships with diverse international customers
- Experience with government procurement strongly preferred
- Experience leveraging Canadian government supporting functions such as trade commissioners, defence attaches, CCC preferred
- Experience travelling internationally and participating in conferences/events
- University degree in a relevant area preferred.
- Experience finding and developing complex opportunities with contract values over $5M and ideally over $50M.
- Understanding of technical, programmatic, financial and commercial aspects of complex deals.
- Experience with forming and maintaining excellent customer relationships.
- This job primarily tactical in nature and requires substantial leadership and independence in engaging customers.
- Multi-faceted leadership skills applicable to direct leadership roles and influential leadership roles.
- Ability to work in a highly flexible and fluid environment and maintain calm and rational thinking and reasoning at all times.
- Ability to engage with and influence a wide range of customer types
- Demonstrated ability to communicate with customers and the ability to respond to customer needs strategically and tactfully.
- Exceptional interpersonal skills, superior oral and written capabilities, including the ability to build professional relationships with government and industry partners.
- Skilled at advocacy, influence, and persuasion, with the able to convince others to act on information or recommendations based on compelling logic or common best interests.
- Knowledge of complex government markets.
- Strong knowledge and expertise with core office software tools
- Self-starter with good organizational skills who can work both independently and as a member of a team.
Why you'll love working here
- This is a full-time, permanent position. With multiple operations and long-term projects, Seaspan employees enjoy job stability as we look ahead to build ships for decades to come.
- In addition to base salary and pension plan matching, this position is eligible for a performance bonus target of 12.75%, with the opportunity to earn up to 15%. Bonus is discretionary and dependent on individual and company performance.
- We also provide the best-in-class health and wellness benefits package for this position, including things such as extended health care (i.e. paramedical services for massage therapy, speech therapy, mental health coverage, physiotherapy, and more), dental care, vision care, life insurance, medical leave coverage, parental leave coverage, $500 personal spending account, and an Employee Family Assistance Program (EFAP).
The estimated salary for this position is $112,500 - $137,500. In determining final salary, Seaspan considers many factors including the successful Candidate’s skills and experience as well as position location and internal equity. The final base salary offer will be at the Company’s sole discretion and presented as part of a competitive total compensation package.
Originally posted on Himalayas