Sales Manager

Who are Inchcape
At Inchcape Shipping Services, our vision is to create a connected world where customers can trade successfully and make informed decisions in every port, everywhere. We achieve this by combining our worldwide infrastructure with local expertise, through our global network of more than 250 proprietary offices and a team of over 3,000 dedicated professionals. Our diverse customer base includes owners and charterers in the oil, cruise, container, and bulk commodity sectors, as well as naval, government, and intergovernmental organizations.

We have an ambitious growth model, and a career here is certainly going to be a rewarding one that will allow you to bring your skills & experience. We embrace change and are open to new thinking and pushing for positive change in our industry.

Main Purpose of Job :

Working in a matrix structure and as a member of the Commercial team, the Commercial Manager, India is responsible for growing revenue from the customer base of India.

Duties and Responsibilities : 
Build an understanding of our customers by: -

• Leveraging industry insights to ensure focus on the customer and how we add value to their business.
• Ensuring every customer is visited at least every quarter.
• Ensuring customers are made aware of Inchcapes Products and Services by introducing on (yearly) average, more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce.
• Growing pipeline by at least 4 targets through visiting customers and introducing Inchcape’s Products and Services.

Create meaningful connections with customers by: -

• Ensuring alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization.
• Achieving a win rate of at least 25%
• Ensuring every customer is retained by selling, on (yearly) average, more than 1 product to owned customers.

Ensure Inchcape gets paid fairly and timely by: -

• Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Processes on pricing, bids and tenders, contract negotiations, etc., to guarantee compliant execution.
• Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.
• Support the Inchcape Accounts Receivable to collect fees on time, or as escalated for overdue payments.

Knowledge :

• Knowledge of shipping, preferably vessel operations
• Graduate with reasonable knowledge of IT

Skills

•  Strong customer relationship management and stakeholder engagement skills.
• Excellent negotiation and influencing abilities.
• Effective presentation and communication skills.
• Strong analytical and problem-solving capabilities.
• Ability to prioritize workload and manage competing deadlines effectively.

Experience 

• Master Mariner qualification, with strong understanding of vessel operations, port requirements, and stakeholder expectations.
• Strong network and relationships with ship owners, operators, charterers, and maritime stakeholders.
• Ability to confidently represent the organization and promote agency services to potential clients.

Qualification

• Relevant academic qualification - required
• MBA or higher learning within the Shipping Industry – desirable
• Multiple languages – desirable

Other requirements

• Ability to travel within India. In exceptional/rare situations, there may be a requirement to travel out of India also.
• Working knowledge of common IT systems

Character and personal qualities :

Inchcape’s Clarified Personality

Assertive, point the way, provide solutions and lead by example

Articulate, share expertise, knowledge and opinions with passion and precision

Uncomplicated, smooth and efficient service

Personal Characteristics

• Resilience – works well under pressure
• Social Poise – strong in front of an audience
• Connects quickly and is comfortable with new people
• Target Driven
• Collaborative