Overview

Lloyd's Register are seeking a technical sales manager for their digital products business in Asia. This role will be a direct Lloyd's Register employee and report to Lloyd's Register, though will be directed by HanseaticSoft, an LR family partner, on a day to day basis.

HanseaticSoft is one of the world’s leading companies delivering cloud-based ship management software to the maritime industry, and due to expansion are seeking a technical sales manager who has a track record of successfully selling (ship-management) software related products or services to the maritime industry. The candidate will have a good reputation in the industry and be well connected especially with shipowners and ship managers.

Although initially based out of the Shanghai office the role will involve extensive travel commitments within North and South Asia whilst the business gains momentum. The role will require you to carry out cold calling, engaging with your network and also with existing clients for up-selling. Furthermore, you will perform practical product demonstrations on-site, as well as persuasive presentations via WebEx in the office. This technical sales manager role requires deep knowledge of the shipping industry, specifically the sound understanding of ship management processes. This knowledge is of the utmost importance as the candidate will also have to do consultancy services for potential and existing clients. Additionally, product and software development skills to sketch out and build third party interfaces to the existing product is an advantage.

Full training and support will be provided by the Hamburg head office and locally within the region through LR's extensive network in order to help you grow the business.

Key responsibilities

• Identify new business opportunities and clients within a specified location who may benefit from HanseaticSofts digital products and services, making direct sales calls to achieve defined commercial targets. This will involve in collaboration with management the development and implementation of an effective sales plan within the territory.

• By providing pre-sales demonstrations and product education (web-direct, seminars, presentations), you will persuade clients that a product or service best satisfies their needs in terms of quality, price and delivery. And during the implementation phase you will assist in the project management and on-boarding of the client. While post sale you will continue to offer excellent after sales support assistance.

• The role will look to develop long term relationships with clients, through understanding and interpreting their needs. Being responsible for general client care and ensuring high levels of service provision you will be the main point of contact for the client, as well as establishing personal contact with key influencing personnel.

• You will update the CRM accordingly and assist in the development of winning strategies for complex opportunities. Identify cross-selling opportunities for other business streams (LR Marine Software) and notify the responsible LR sales manager.

• Ensure strategic relations are developed and maintained between Lloyds / Hanseatic senior management and client senior management.

• Internally you will need to prepare reports for the Sales Director on opportunities and sales targets as well as providing forecasts and budget updates to management as required. Additional reporting will include as overviewed keeping the sales call activity and opportunities up to date within the CRM, and ensuring expenses are logged in a timely manner.

• You will assist in the creation of marketing and sales, operational and other documentation to support the development of HanseaticSoft products and services in close cooperation with the marketing department at the HanseaticSoft HQ in Hamburg.

• Disseminate relevant up to date technical information, liaise with other members of the HS-LR team as well as potential cooperation partners.

• Monitor, report on, upload to the CRM and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for each client and general client activity. Analyse for strategic patterns.

• Conduct activities in line with internal procedures, accreditiation schemes, legislation and inductry standards.

• To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.

Job Requirement:

• A recognised degree or equivalent from a tertiary organisation within a relevant field of engineering or marine science is advantageous but not crucial. While experience in a similar role (maritime and ship management software sales) is highly desirable.

• The candidate must have a strong commercial awareness and be able to operate independently as a sales manager, seeking opportunities, a hunter profile. These credentials must be backed by a proven track record in similar roles and circumstances, having demonstrated expertise in the maritime enterprise solutions space.

• With a proven track record the candidate is likely to have a strong local network within the ship owner and ship management community within the region.

• You will have a can-do attitude, being able to work under pressure effectively. With strong attention to detail, and being highly organised with excellent time management skills, deadlines both internal and external will be met.

• The successful candidate will have strong communication and people skills, being able to build relationships naturally both internally and externally. Having a strong team spirit, you will demonstrate professional people skills and promote a team working environment across the area of business.

• You will also have the ability and understanding to participate, communicate, positively contribute and add value in marine technical discussions with colleagues and clients alike.

• You will have the ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.

• A good understanding of the shipping market and ship management processes is desirable and ideally you will have an ongoing interest in maritime software and its applications.

• Being IT/IS literate, you will have a great attitude and take a flexible approach in order to adjust the role as the position develops.

上班地址：海洋大厦