Sales Representative, Senior
Skills
About This Role
Job Description
The Senior Sales Representative drives sales performance for ABS’ maritime training offerings.
The Sales professional should be comfortable with ambitious targets, managing customer and partner relationships, and coordinating with regional training centers to broker learning solutions that meet customer needs.
The professional will be central in articulating the value of ABS’ innovative maritime training solutions, ensuring customer satisfaction, and leveraging industry insights to position and sell maritime client training.
What You Will Do
- Communicate the value of ABS training offerings to external customers, B2B partners, and internal collaborators.
- Work with ABS regional academy managers to provide sales support and understand customer needs.
- Own and manage relationships with ABS training customers and serve as the primary point of contact for sales.
- Coordinate pre-sales and pre-delivery calls with training customers, leveraging subject matter experts and instructors when necessary.
- Actively prospect and generate leads for maritime training customers and conduct on-site client visits.
- Periodically attend training deliveries to better understand customer profiles and cultivate relationships.
- Collaborate with other business development personnel within ABS to bundle and cross-sell training offerings to a wide range of ABS customers.
- Strategically expand the buying relationship by identifying opportunities for upselling and cross-selling.
- Review evaluation feedback from training participants, monitor and ensure customer satisfaction.
- Respond to RFPs with proposals that highlight ABS’ strengths in delivering cutting-edge educational technology and compliance training.
- Collaborate with teams across marketing, product management, and service delivery to ensure cohesive client strategies and high satisfaction levels.
- Utilizes existing software and services for handling Client Relationship Management (CRM).
- Provide support to consulting, development, and other sales groups as requested.
- Attend events, client committees, and industry conferences to represent ABS and its training offerings.
- Stay abreast of industry trends, particularly in alternative energy sources and digitalization.
Education
- and Experience
- Bachelor's degree or equivalent experience in Sales, Business, Marketing, Maritime Studies, or a related field.
- At least ten (10) years of robust sales experience preferred, within the international shipping industry, with a proven track record of managing and expanding client relationships.
- Experience and proven ability to sell to training customers in a B2B, for-profit commercial training market.
Knowledge, Skills, And Abilities
- Exceptional communication, negotiation, and presentation skills and strong organizational and project management abilities.
- Willingness to travel to meet clients, attend industry events, and engage with stakeholders across various regions.
- Understanding of the shipping industry’s operational and regulatory challenges.
- Strong interpersonal and team skills, including functioning successfully in a cross-functional team.
- Ability to gain a working knowledge of the ABS Health, Safety, Quality, and Environmental Management System.
Reporting Relationships
The Senior Sales Representative reports to a senior member of management within the ABS Learning Organization and has no direct reports.
About Us
We set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment.
Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies.
Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.
ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services.
We’re at the forefront of supporting the global energy transition at sea, the application of remote and autonomous marine systems, cutting-edge technical solutions, and many more exciting advancements.
Our commitment to safety, reliability, and efficiency is ever-present, guiding our clients to safer and more efficient operations.
Equal Opportunity
ABS Bureau 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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