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Sales Representative, Senior

American Bureau of Shipping (ABS)

Houston, Texas

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JOB DETAILS
SKILLS
Alliance/Partner Management, Alternative Energy, Brokerage, Business Development, Business-to-Business (B2B), Conferences, Consulting, Cross-Functional, Cross-Selling, Customer Relations, Customer Relationship Management (CRM), Customer Satisfaction, Customer Support/Service, Customer Training, Customer/Client Research, Educational Technology, Environmental Management Systems, Industry/Trade Analysis, Interpersonal Skills, Lead Generation, Leading Edge Technology, Marketing, Needs Assessment, Negotiation Skills, Organizational Skills, Pre-Sales, Presentation/Verbal Skills, Product Management, Project/Program Management, Quality Management, Regulations, Relationship Management, Request for Proposals (RFP), Revenue Growth, Revenue/Sales Reporting, Safety/Work Safety, Sales, Sales Prospecting, Sales Support, Service Delivery, Up-Selling, Willing to Travel
LOCATION
Houston, Texas
POSTED
14 days ago
The Senior Sales Representative drives sales performance for ABS' maritime training offerings. The Sales professional should be comfortable with ambitious targets, managing customer and partner relationships, and coordinating with regional training centers to broker learning solutions that meet customer needs. The professional will be central in articulating the value of ABS' innovative maritime training solutions, ensuring customer satisfaction, and leveraging industry insights to position and sell maritime client training.

What You Will Do:
  • Communicate the value of ABS training offerings to external customers, B2B partners, and internal collaborators.
  • Work with ABS regional academy managers to provide sales support and understand customer needs.
  • Own and manage relationships with ABS training customers and serve as the primary point of contact for sales.
  • Coordinate pre-sales and pre-delivery calls with training customers, leveraging subject matter experts and instructors when necessary.
  • Actively prospect and generate leads for maritime training customers and conduct on-site client visits.
  • Periodically attend training deliveries to better understand customer profiles and cultivate relationships.
  • Collaborate with other business development personnel within ABS to bundle and cross-sell training offerings to a wide range of ABS customers.
  • Strategically expand the buying relationship by identifying opportunities for upselling and cross-selling.
  • Review evaluation feedback from training participants, monitor and ensure customer satisfaction.
  • Respond to RFPs with proposals that highlight ABS' strengths in delivering cutting-edge educational technology and compliance training.
  • Collaborate with teams across marketing, product management, and service delivery to ensure cohesive client strategies and high satisfaction levels.
  • Utilizes existing software and services for handling Client Relationship Management (CRM).
  • Provide support to consulting, development, and other sales groups as requested.
  • Attend events, client committees, and industry conferences to represent ABS and its training offerings.
  • Stay abreast of industry trends, particularly in alternative energy sources and digitalization.

What You Will Need:

Education and Experience
  • Bachelor's degree or equivalent experience in Sales, Business, Marketing, Maritime Studies, or a related field.
  • 2-3 years of robust sales experience preferred the international shipping industry, with a proven track record of managing and expanding client relationships.
  • Experience and proven ability to sell to training customers in a B2B, for-profit commercial training market.
Knowledge, Skills, and Abilities
  • Exceptional communication, negotiation, and presentation skills and strong organizational and project management abilities.
  • Willingness to travel to meet clients, attend industry events, and engage with stakeholders across various regions.
  • Understanding of the shipping industry's operational and regulatory challenges.
  • Strong interpersonal and team skills, including functioning successfully in a cross-functional team.
  • Ability to gain a working knowledge of the ABS Health, Safety, Quality, and Environmental Management System.

Reporting Relationships:

The Senior Sales Representative reports to a senior member of management within the ABS Learning Organization and has no direct reports.

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

About the Company

A

American Bureau of Shipping (ABS)

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