Marcura

Commercial Manager

Marcura

full-time

Posted on:

Location Type: Hybrid

Location: London • United Kingdom

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Job Level

SeniorLead

About the role

  • Formulate and execute a clear and effective sales strategy for each opportunity assigned.
  • Manage sales process and activites, including research, due diligence, phone meetings, online meetings, face-to-face meetings, and extensive consultations in the form of Marcura Process review and expert to expert sessions, both in person and on-line, pitched at the right levels and relevant stakeholders within the organisations.
  • Collaborate with and or secure the participation and/or input from internal stakeholders, experts and colleagues as required to successfully move the assigned opportunities to a win.
  • Manage the individual pipeline and execute on our go to market strategy with the aim of ensuring the succuesful closing of opportunities at the shortest feasible sales cycle.
  • Monitoring and maintaining data accuracy and integrity of the opportunity pipeline in SalesForce CRM, ensuring all activities, meetings and contacts are logged, and closing timelines and stage movements are updated according to the prevailing SOP.
  • Identify, build and develop relationships with key decision makers, establishing a network of contacts within prospects.
  • Share experiences, insights and ideas in respect of the sales process, customers and industry and market knowledge with the MST and group stakeholders, to ensure transparency of strategy, successes, and failures.
  • Support the Head of Sales in coaching, and in developing the sales team by working closely with teams and individuals and to the development of the sales knowledge of maritime compliance
  • Provide support, coaching and knowledge sharing to colleagues across the group as/ when appropriate.
  • Propose and agree with Head of Sales individual MSC targets for each calendar period and work diligently to achieve each one.

Requirements

  • **Minimum Education:** a) Bachelor’s degree; or similar professional qualification (including Maritime, RegTech or Compliance)
  • **Desired Education; **a) Compliance b) Sales c) Business or Commercial Management
  • **Good to Have**: a) Maritime, preferable consultative/strategic sales
  • Strong knowledge of RegTech solutions and the value they create for customers.
  • Preferably also strong knowledge of the maritime / shipping market as well as compliance spend trends
  • Driven, results-oriented with a proven track record in sales and leadership
  • Master negotiator; strong networking skills
  • An inspirational leader with excellent coaching and people skills.
  • Fluent communication skills in written and spoken English
  • Competency in other languages than English is an advantage
  • **Work Experience **
  • **Minimum Experience: **Strong track record in Sales. Experience in proactive outbound value-based solution selling. Strong communications and interpersonal skills
  • **Desired Experience: **Minimum 8 years of complex business-to-business sales experience within RegTech / Compliance solutions. Strong understanding of RegTech solutions and the value they create for customers. Maritime sector experience
  • **Good To Have: **
  • Public speaker / presenter
  • Strong network in the maritime industry
  • Maritime (non-vessel) Technology experience
  • Provent track record of developing and closing SaaS or similar service solution opportunities using a consultative sales approach, including remotely
  • Superior negotiation skills
  • Experience in successfully selling to both large and small customers and managing a complex sales cycle
  • Superior communication and presentation skills
  • Strong analytical and strategy development skills
  • Fast learner and high energy personality
  • A good network of executive level relationships within the maritime/shipping industry
Benefits
  • **What You’ll Gain**
  • - Exposure to strategic, monetization, and commercial product development.
  • - Mentorship from experienced product and growth leaders.
  • - The opportunity to see the full product lifecycle, from discovery to revenue impact.
  • - The chance to make a measurable impact on business and customer KPIs.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
RegTech solutionsconsultative salesvalue-based solution sellingSaaSsales strategy developmentdata accuracySalesForce CRMpipeline managementnegotiation skillspresentation skills
Soft Skills
results-orientedleadershipnetworkingcoachingcommunication skillsinterpersonal skillsanalytical skillsstrategic developmentfast learnerhigh energy
Certifications
Bachelor’s degreeMaritime qualificationRegTech qualificationCompliance qualificationBusiness Management qualificationCommercial Management qualification