Vice President, Regional Business Development
American Bureau of Shipping (ABS)

The Vice President, Regional Business Development plays a pivotal role in shaping market position and driving business outcomes regionally. Through individual sales efforts and team leadership, the professional is instrumental in executing the Demand and Account Management and Commercial Operations Core Process in a region/geographic area or product line. As the regional business development leader, this position is key in driving sales while managing and leveraging existing accounts. Moreover, it coordinates and leverages collaboration with internal teams such as marketing, engineering, survey product development, and technology groups to drive service and business outcomes.

What You Will Do:

• Lead the regional sales and business development effort to drive market position and achievement of business outcomes through individual and team sales efforts in an assigned region/geographic area, or product line.
• Execute the Demand and Account Management / Commercial Operations Core Process as appropriate within the assigned area of responsibility.
• Lead, execute, and drive regional sales strategies in the assigned responsibility area(s) and meet or exceed sales targets and revenue forecasts.
• Lead, develop, and maintain key client relationships with a focus on maintaining current work and expanding new business opportunities within the region.
• Lead and manage the development of visit plans for assigned clients and areas of responsibility, including organizing client meetings for ABS senior management.
• Develop sales strategies and prospects for new clients and business opportunities within your assigned responsibility. Engage individually as appropriate to increase revenue and market share and meet business objectives/goals.
• Support the Product & Digital Solution Development, Survey & Certification, Engineering Delivery, and Rule Development Core Processes to achieve organizational business outcomes.
• Provide strategic insight within the assigned area of responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning.
• Maintain awareness of the overall ABS service portfolio and promote services/products across the region when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action.
• Lead and work with organizational teams to develop capture strategies, proposals, and pricing as appropriate
• Lead and work with technical staff and other internal teams as needed to meet customer needs.
• Attends industry events and conferences and provides feedback and information on market and creative trends.
• Identify opportunities for marketing campaigns within the area of responsibility that will lead to increased sales.
• Submit reports as needed and ensure data is accurately entered and managed within the company's CRM.
• Forecast regional sales targets and track activity on accounts to meet these targets.
• Coach, mentor, and develop employees to support the enterprise and succession.

What You Will Need:

Education & Experience

• Bachelor's degree in business or an engineering technical field is required.
• Non-degreed professionals may be considered pending their level of experience and business requirements.
• MBA or engineering postgraduate degree is preferred.
• Typically, nine (9) years of experience in the assigned area of responsibility or market sector is required.
• International experience, either as an expatriate or working with international projects and teams, is required.
• Previous experience in business development or sales in a technical and diverse product environment is preferred.

Knowledge, Skills & Abilities

• Demonstrated acumen for sales, business development, and account management with experience in meeting and/or exceeding sales targets preferred.
• Demonstrated proficiency in developing strategic customer relationships and developing new service offerings.
• Strong leadership presence and the ability to quickly establish and build credibility and relationships, externally as well as internally with ABS.
• Demonstrated success in leading teams and managing a results-driven workforce.
• Excellent business judgment, including the ability to assess the reasonableness and likelihood of success of various business scenarios.
• Demonstrated technical acumen related to the product or area of responsibility.
• A self-starter with a demonstrated desire to achieve goals and as well as a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes.
• Strong commitment to ethical business practices per relevant corporate policies.
• Excellent verbal and written communication skills.
• Ability to know the ABS Health, Safety, Quality, and Environmental Management System.

Reporting Relationships:

The professional will typically reports to a Global Business Development Leader. This role supervises professional sales and business development professionals at a regional level and may supervise administrative/clerical level employees as required.

Working Conditions:

The work is primarily in a professional office setting, with possible field revisits to field sites (e.g., shipyards, field offices, etc.) as required. The position may require significant travel domestically or internationally. It will also require business entertainment and client-related work beyond normal working hours.

Notice:

This position requires access to information that is subject to control by the Export Administration Regulations and/or the International Traffic in Arms Regulations. Any offer of employment shall be contingent upon the Company's verification that the candidate is a "U.S. Person" or upon the receipt of all necessary export licenses or authorizations that may be required by U.S. export control laws. "U.S. Persons" are defined as U.S. citizens, U.S. lawful permanent residents (i.e., "green card" holders), or any individual granted protected status under the Immigration and Nationality Act (8 U.S.C. § 1324b(a)(3)), including asylees and refugees. In the event a candidate refuses or cannot otherwise provide the necessary information for the Company to determine whether such licenses may be required, or for the Company to obtain any required licenses, the Company shall maintain the exclusive right to discontinue the application process and/or withdraw any contingent offer that has been made.

ABOUT US

We set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment. Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies. Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.

ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services. We're at the forefront of supporting the global energy transition at sea, the application of remote and autonomous marine systems, cutting-edge technical solutions, and many more exciting advancements. Our commitment to safety, reliability, and efficiency is ever-present, guiding our clients to safer and more efficient operations.

About Our Benefits

ABS Bureau proudly offers a variety of industry-leading benefits designed to enhance the life and well-being of our employees and their families. These benefits include, but are not limited to, medical insurance (PPO and HD), dental and vision insurance, Health Savings Account (HSA), Flexible Savings Account (FSA), life insurance, accidental death and dismemberment insurance, disability leave programs, parental leave program, paid holidays, and paid vacation time. The Company provides an Employee Assistance Plan (EAP) that offers support in personal wellness, including work-life services. ABS Bureau also offers a 401K plan with a generous company match, subject to plan requirements.

Equal Opportunity

ABS Bureau is committed to the equal employment opportunity of its employees and prohibits discrimination against any employee or qualified applicant based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status or veteran status, or other non-work-related characteristics that may be protected under the law of the Federal Government or specific state employment laws.

Notice

ABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency without a valid ABS Master Service Agreement (MSA) authorized and signed by Human Resources. Any resume, CV, application, or other forms of candidate submission provided to any employee of ABS without a valid MSA on file will be considered property of ABS, and no fee will be paid.

Other

This job description is not intended, and should not be construed, to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with the job of the incumbent. It is intended to be an accurate reflection of the principal job elements essential for making a fair decision regarding the pay structure of the job. #ogjs

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