Client Relationship/Sales Manager
Lloyd's Register
Singapore, Singapore
2d ago

Job Overview

Please note that this is a full-time and permanent role for Hanseaticsoft wherein Lloyd's Register (LR) has recently made a significant investment.

You will be a Hanseaticsoft employee and will not be on direct LR rolls till we decide to fully integrate.

Lloyd’s Register (LR) is a global engineering, technical and business services organisation wholly owned by the Lloyd’s Register Foundation, a UK charity dedicated to research and education in science and engineering.

Founded in 1760 as a marine classification society, LR now operates across many industry sectors like Energy and Management Systems, with over 8,000 employees based in 78 countries.

We are helping businesses around the world to improve the safety, reliability, and performance of their assets as they tackle some of the largest and most complex challenges in the commercial world.

We have a long-standing reputation for integrity, impartiality and technical excellence. Our compliance, risk and technical consultancy services give clients confidence that their assets and businesses are safe, sustainable and dependable.

Through our global technology centres and research network, we are at the forefront of understanding the application of new science and technology to future-proof our clients' businesses.

Lloyd’s Register has recently made a significant investment in Hamburg-based ship management software provider Hanseaticsoft.

Hanseaticsoft provides modern fleet management software solutions to optimise workflows in shipping companies, offering new perspectives on processes and increasing business performance.

Clients including NSC, Peter Döhle Schifffahrts KG, Rigel, Atlantic Lloyd and UASC already rely on the portfolio of solutions offered by CLOUD FLEET MANAGER - a flexible and intuitive software suite to manage and organise the entire fleet, including inspections, crew management, purchasing and more.

The investment underlines LR’s strategy to become a leader in supporting clients through the digital transformation of the Marine and Offshore industries, building a portfolio of investments and partnerships to tackle the challenges and opportunities of Industry 4.

0. Hanseaticsoft will remain an independent open platform but will leverage LR’s global network to build its capability, with three new Hanseaticsoft sales offices in Athens, Copenhagen and Singapore planned for 2017, and at least five other branches to follow in 2018.

Hanseaticsoft is now looking to expand our presence in Asia and hiring for a Client Relationship / Sales Manager’, to manage Hanseaticsoft’s growing client base and to support the adoption of Hanseaticsofts products and services.

Based in the Lloyd’s Register office in Singapore and reporting to the Hanseaticsoft Chief Commercial Officer (CCO) based in Copenhagen the main purpose of the role will be to build strategic relationships with our existing clients and to focus on increasing our sales volumes, revenues and the commercial success of the CLOUD FLEET MANAGER’ solutions.

The primary responsibility of the role will be to promote, market and sell Hanseaticsoft’s software products and services in Singapore shipping market.

You will leverage LR’s existing and strong client relationship networks wherever possible and also pursue suitable business opportunities within Singapore and the wider Asia region.

There is also a specific interest in developing strategic relationships with 3rd party vendors for them to supply the CLOUD FLEET MANAGER’ as an integrated capability with their own systems and solutions.

Job Responsibilities

What will I be doing?

  • To effectively manage the sales & marketing activities directly within Singapore and the wider region and also by liaising with Lloyd’s Register Area Client Relationship Manager’s within the LR local network.
  • Ensure a focussed and targeted sales-approach integrated with any other applicable Hanseaticsoft and LR campaigns.
  • To identify and pursue business opportunities, management through maintaining and updating of Microsoft Dynamics CRM.
  • To promote and communicate Hanseaticsoft’s products and services to clients directly, and arrange appropriate visits, presentations and local seminars as required.
  • This includes proposal preparation and presentation after approval by the CCO.

  • Be responsible for general client care, to be the main point of contact for Hanseaticsoft’s clients as well as establishing personal contact with key influencing personnel.
  • To identify and communicate client requirements to the software development team to maximize sales opportunities.
  • To identify new opportunities and changes in the standard product and service delivery requirements and communicate these to the delivery team.
  • To maintain the competitiveness of our pricing strategy and robustness of our software licence and maintenance Terms and Conditions’.
  • Advising where changes are necessary to maintain our competitive edge and to maximise margin.

  • Liaise with Hanseaticsoft’s software team and other internal stakeholders, to drive new product enhancements to meet early adopter / client requirements.
  • Job Requirements

    What are we looking for?

  • A degree in Sales & Marketing, Commercial Business Administration, International Business, and Management studies or related discipline.
  • Have a minimum of 5-7 years of relevant experience in a B2B environment in a Sales Manager role that includes a proven track record of at least 3 years "solution selling" enterprise software’s, within Singapore or in an international environment.
  • Experience from another software vendor for the maritime industry will be advantageous.

  • Preference will be given to candidates with experience in selling technical software solutions.
  • Strong commercial awareness and hunter’ characteristics.
  • Possess a thorough understanding of enterprise sales lifecycles and methodologies.
  • Excellent communication (oral and written) and presentation skills in English Language is required.
  • Thorough understanding of the shipping market and marine environment in Singapore and the wider Asia region to manage commercial focus and explore new business opportunities.
  • Ability to communicate effectively at different levels within organisations and to influence successfully and openly at all levels both inside our organisation and outside in the business.
  • Experience in creating and conducting software demonstrations for sales prospects in-person and via the web, including incorporating prospects' custom data into demonstration environments.
  • Good understanding of IT systems, hardware, and computer software.
  • Flexible mindset and approach to adjust role as the position develops.
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