Area Vice President – Sales

2 weeks ago


Singapore WILHELMSEN SHIPS SERVICE (S) PTE. LTD. Full time
Roles & Responsibilities

Purpose

The AVP leads the Sales and Customer Services (CS) organisation in the relevant Sales & CS Area ("Area") to drive sales growth, to ensure excellent customer experiences within the sales and ordering processes and to foster collaboration with the wider WSS team. The AVP actively contributes to the development and execution of WSS strategic plans, commercial best practices, and customer experience solutions.

Interrelations

The AVP reports to the SVP Sales & CS and is part of the extended WSS Management Team. The AVP closely collaborates with Marine Product Solutions (MPS), especially towards the technical sales and CS functions within MPS. The AVP is a bridge between operations, credit/finance, contract pricing & governance, and other functions, to ensure a common WSS' understanding of customer needs and perspectives.

Formal authorities

The job holder has the authority to act and make decisions within this functional description, the agreed RACI for WSS' operating model and according to the WSS Chart of Authority as outlined in WSS' Global Integrated Management System (GIMS).

Main responsibilities

· Lead the Area Sales & CS team by fostering the right culture with customer centricity and collaboration at its core.

· Drive profitable sales growth for maintenance solutions products/services and facilitate and enable profitable sales growth across all other solution areas.

· Actively contribute to the development and implementation of global and Sales & CS strategies.

· Provide input on value propositions, commercial models, and customer experience solutions.

· Ensure the Sales and CS team has the right capacity, competence and mindset to meet global and Area KPIs and strategic objectives.

· Develop and support the team to deliver excellent customer service and customer interactions to retain and attract customers.

· Support sales and order processes standardisation to enable further automation and digitalisation of customer processes.

· Develop and ensure implementation of sales targets, OKRs and customer sales activity plans.

· Persevere to win new business, switching between defense and offence strategies to gain business from the competition.

· Build and maintain your own customer relationships with key accounts.

· Be a key liaison partner for solution areas in the planning and execution of all commercial activities.

· Promote proactive communication and collaboration within Sales & CS, i.e., between sales and CS functions, including Central CS, and with all other functions.

· Ensure the correct and effective use of all key systems: CRM, IFS etc., in your Area.

· Secure compliance according to agreed global sales governance framework, policies, and processes, including Compliance, Legal and Credit policies.

· Monitor the performance of your Sales & CS Area and proactively take necessary actions to correct deviations.

Qualifications

· Minimum 5 years of sales experience

· Minimum 5 years of leadership experience

· Experienced leader with proven track record of team performance and sales growth

· Commercially minded with experience in establishing and maintaining relationships with customers, incl. negotiations

· Solution orientated with experience in change management and establishing thriving, can-do team cultures.

· Strong communication and stakeholder management skills

· Preferably experience leading multinational teams and working in a matrix organisation

Tell employers what skills you have

CRM
Management Skills
Leadership
Customer Experience
Change Management
Defense
Customer Relationships
Compliance
Customer Service
Proactive Communication
Bridge
Stakeholder Management
Pricing
Technical Sales
Customer Services

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