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Account Manager - Ships Agency


Wilh. Wilhelmsen is a global maritime industry group focusing on shipping and integrated logistics services for cars and rolling cargo through its shareholding in Wilh. Wilhelmsen ASA. The group also occupies a leading position in the global maritime service industry through Wilhelmsen Maritime Services AS, delivering products and services to some 200 shipyards and 22 000 vessels annually.

Job title

 

Account Manager

 

Purpose

 

Grow existing portfolio by securing new business from existing customers and hunting for new customers. To ensure a profitable customer portfolio and align customer needs across operations through close collaboration with Customer Services.

 

Interrelations

 

Reports to Sales Manager. The role requires close cooperation with Technical Sales Managers, Sales Support, Customer Services and Credit.

 

Formal authorities

 

Has the authority to act within this Functional Description, agreed budgets and within the WSS Chart of Authority as outlined in the company’s Global Integrated Management System (GIMS).

 

Main responsibilities

 

  • Drive profitable sales growth on existing and new customers

  • Build sales pipeline and secure sales growth

  • Collaborate closely with Customer Services to secure growth on existing accounts, and secure an account team approach

  • Collaborate closely with commercial resources to secure that customer deals are profitable

  • Together with Sales Manager set and reach ambitious targets for own customer portfolio

  • Secure full compliance with WSS sales governance for own portfolio

  • Ensure accurate and updated information on own accounts in WSS CRM

  • Contract management, make sure accounts adhere to all terms, including credit

  • Develop sales plans for own portfolio

  • Work closely with Technical Sales Management to increase sales and develop strong customer relationships

  • Secure multilevel entry points with own accounts

  • Implement and follow up on campaigns

  • Collaborate closely with the Credit team, monitoring and taking corrective actions when needed

  • Responsible for ensuring all customer accounts have a credit exposure approval limit in place in accordance with the Credit Policy and Chart of Authority.

  • Responsible for credit collections and credit risk management related to customer portfolio.

     

     

    Accountabilities

     

    This position will be measured:

  • Agreed sales targets

  • Account sales growth

  • Account profitability

  • Customer face time (Sales calls)

  • Compliance with WSS Sales Governance

  • Total Accounts Receivable and Customer Credit Time

  • Customer credit exposure against credit exposure approval limits

  • Overdue debt percentage

     

    Qualifications

    Mandatory requirements

     

  • Bachelor degree. Lack of formal education can be compensated by relevant experience.
  • Preferably international sales experience
  • Experience from negotiating with customers
  • Proven communication skills and a good command of the English language (verbal and written)
  • Proven track record of establishing and maintaining relationships with customers
  • Ability to work independently by planning and organizing own work

  • Ambitious and a strong desire for success with a commercial mindset

  • Able to meet deadlines through good time management and allocation of priorities

  • IT literate, with experience from working with excel, MS office, CRM systems etc.

  • Highly structured

  • Good time management & allocation of priorities

  • Results oriented

     

     

    Process Involvement

     

    GIMS – Sales & Customer Services processes

    GIMS – Sales Governance

     

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Work location will be Houston, TX.

For more details, please contact:
Colleen Martin
678-293-5519
colleen.martin@wilhelmsen.com

Application deadline is 1/10/2017.