Join a leading company in the Maritime Industry in a critical role on our Sales team! Moran Towing Corporation (www.morantug.com) has an exciting opportunity available as a Director, Sales in our New Canaan, CT office. This full-time, exempt position reports to the Vice President, Ship Docking Sales and Marketing.
Moran Towing Corporation is one of the oldest companies in America and has prospered by continuously reinventing itself for over 160 years. Starting in 1860 as a tugboat company, we have grown from those roots to become a dominant provider of commercial ship docking services, marine transportation, LNG support operations, environmental recovery, and commercial diving services.
POSITION SUMMARY
The Director, Sales plans, directs, coordinates, and oversees the organization's sales activities, ensuring current and future growth across the enterprise to meet the organization's needs. This position is directly responsible for the revenue, customer satisfaction, growth, and development of the organization's Ship Assist services.
The incumbent develops and executes processes that constantly improve Moran’s commitments to our internal and external customers. A key focus of this role is to lead and coach team members to improve efficiencies in sales processes, including, but not limited to, customer onboarding, Customer Relationship Management (CRM) system utilization and approaches, and growth and diversification of Moran’s portfolio.
This position requires superior communications and interpersonal skills, business acumen, market understanding, proactive analytical and problem-solving skills, and a demonstrated ability to implement new solutions and continuous improvement programs.
SPECIFIC RESPONSIBILITIES INCLUDE, BUT ARE NOT LIMITED TO, THE FOLLOWING:
- Manage annual sales goals, performance standards, and customer reporting functions. Compare performance goals monthly and adjust when needed.
- Continually improve revenue by working with existing customers and by acquiring new customers. This includes establishing and maintaining effective business relationships with the Ship Assist team, customers, prospects, and industry leaders, and optimizing customer satisfaction.
- Identify, analyze, develop, and advise on new business opportunities.
- Communicate regularly with strategic accounts, customers, and agents to maintain senior-level relationships and support the Sales team with contract renewals, proposals, and other areas of key leadership.
- Provide direction to ensure data is being used effectively in the Sales organization, including commercial data, contracts, customer visit reports, competitive information, and customer data entered into the CRM.
- Actively participate in designing and implementing the strategic direction of the Sales Department.
- Leverage data analytics to identify market trends, customer behavior, and sales opportunities, ensuring strategies are aligned with these insights for optimized sales performance.
- Review initiatives to ensure alignment with short-term and long-term sales business plans and objectives and adjust initiatives when required to ensure continuing alignment.
- Provide detailed and accurate sales forecasts.
- Timely identify risks, deviations, and opportunities to maximize sales performance.
- Provide leadership and oversight for contract renewals, proposals, and customer/agent inquiries.
- Provide guidance and oversight on the strategic relationships with Moran’s foreign agent(s).
- Assess current sales processes and procedures, identify opportunities for improvement, and recommend new methods, technologies, and systems to streamline and gain efficiencies.
- Lead effective meetings to discuss expectations, performance metrics, and strategic direction.
- Collaborate with leadership in the various Moran Business Units to develop and achieve broader company goals by supplying expertise and guidance on sales projects and systems.
- Maintain knowledge of emerging technologies and trends in sales management.
- Drive a culture of innovation within the Sales team, continuously seeking new ways to enhance sales strategies and customer engagement methods in the maritime industry.
- Oversee the integration of the latest sales technologies and CRM tools to streamline sales processes and improve team efficiency.
REQUIRED QUALIFICATIONS
- Bachelor’s degree in Maritime, Business, Sales, Marketing, or related field.
- Relevant experience in a Maritime or related business.
- At least five years’ relevant experience in sales or customer relationships.
- Exceptional verbal and written communication and presentation skills.
- Superior business acumen, excellent negotiation skills, proactive analytical and problem-solving skills, and a demonstrated ability to implement new solutions and continuous improvement programs.
- Demonstrated ability to:
- Be a self-starter and work well independently and as a productive team member.
- Use excellent organizational skills to manage and prioritize multiple projects with a solution-oriented approach and without sacrificing attention to detail.
- Foster a positive learning and growth mindset culture.
- Demonstrated proficiency with Microsoft Office Suite.
- Valid driver’s license and passport and ability and willingness to travel.
- Strong leadership and coaching skills.
PREFERRED QUALIFICATIONS
- Experience with CRM.
- Experience with Excel, Power BI, or other analytical tools.
- Experience in the maritime industry, preferably in Sales.
PHYSICAL REQUIREMENTS INCLUDE:
- Ability to always work safely.
- Close and color vision, allowing reading of printed material, graphics, and computer displays.
- Sitting or standing for extended periods of time.
- Adept use of a computer, including good finger dexterity.
- Ability to lift and/or carry up to 30 pounds.
- Hearing and speaking, including the ability to present to an audience.
WORKING CONDITIONS
Work is performed mainly in a traditional office setting with periods of non-traditional hours, including evenings and weekends. Customer entertainment and weekend customer events will be required during the year.
- Attendance in the office for initial onboarding, then ability and means to travel up to 50% as required domestically and internationally.
In Return, We Offer:
- Competitive compensation
- Career development opportunities
- Team-oriented work environment
- Medical, Dental, and Vision Insurance
- Health Care Flexible Spending Account (FSA)
- Company paid Life, AD&D, and Long-Term Disability Insurance Plans
- Employee Assistance, Health Advocate, and Wellness Programs
- Generous 401(k) Plan with employer non-elective, matching, and discretionary contributions
- Company paid Financial Advice Program
- Tuition Reimbursement Program
- Paid Vacation based on years of service
This job description does not cover or contain a complete list of responsibilities or activities. Responsibilities and activities may change, or other responsibilities and activities may be assigned, at any time with or without notice.
Moran Towing Corporation is an Equal Opportunity Employer and welcomes all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, color, national origin, religion, gender, age, disability, veteran status, genetic data, or other legally protected status.
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