Senior Sales Representative

About Us

Established over 160 years ago, American Bureau of Shipping (ABS) is dedicated to promoting maritime safety and environmental preservation. We continue to guide organizations through evolving regulations and new technologies, offering clarity in uncertain times. ABS is a world leader in marine and offshore classification, providing innovative safety, quality, and environmental services. We are at the forefront of supporting the global energy transition at sea, the development of remote and autonomous marine systems, and cutting-edge technical solutions, always prioritizing safety, reliability, and efficiency.

Job Description

The Senior Sales Representative is responsible for driving sales performance for ABS' maritime training programs. This role requires a professional comfortable with ambitious sales targets, adept at managing customer and partner relationships, and skilled in coordinating with regional training centers to deliver effective learning solutions. The representative will be key in communicating the value of ABS' innovative maritime training, ensuring client satisfaction, and utilizing industry knowledge to position and sell training to maritime clients.

What You Will Do

• Articulate the benefits of ABS training offerings to external clients, business partners, and internal teams.
• Collaborate with ABS regional academy managers to provide sales support and understand client requirements.
• Manage and nurture relationships with ABS training clients, serving as their primary sales contact.
• Organize pre-sales and pre-delivery discussions with clients, involving subject matter experts and instructors as needed.
• Proactively identify and generate leads for maritime training clients, conducting in-person client visits.
• Attend training sessions periodically to gain insights into client profiles and strengthen relationships.
• Partner with other ABS business development personnel to offer bundled and cross-sold training solutions.
• Strategically grow client accounts by identifying opportunities for upselling and cross-selling.
• Analyze feedback from training evaluations and ensure high levels of customer satisfaction.
• Prepare proposals in response to RFPs, emphasizing ABS' strengths in advanced educational technology and compliance training.
• Work with marketing, product management, and service delivery teams to ensure unified client strategies and excellent satisfaction.
• Utilize existing CRM software and services for client management.
• Provide assistance to consulting, development, and other sales groups as required.
• Represent ABS and its training programs at industry events, client committees, and conferences.
• Stay informed about industry trends, particularly in alternative energy and digitalization.

What You Will Need

Education and Experience

• Possess a Bachelor's degree or equivalent experience in Sales, Business, Marketing, Maritime Studies, or a related discipline.
• Minimum of ten (10) years of substantial sales experience, preferably within the international shipping sector, with a demonstrated history of managing and growing client relationships.
• Proven experience and capability in selling training solutions to clients in a B2B, commercial training market.

Knowledge, Skills, And Abilities

• Exhibit outstanding communication, negotiation, and presentation skills, along with strong organizational and project management capabilities.
• Be prepared to travel to meet clients, attend industry functions, and engage with stakeholders globally.
• Demonstrate an understanding of the operational and regulatory challenges within the shipping industry.
• Possess strong interpersonal and team collaboration skills, enabling effective work within cross-functional teams.
• Ability to acquire a working knowledge of the ABS Health, Safety, Quality, and Environmental Management System.

Reporting Relationships

The Senior Sales Representative will report to a senior manager within the ABS Learning Organization and will not have direct reports.

Equal Opportunity

ABS Bureau is committed to providing equal employment opportunities and prohibits discrimination based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status, veteran status, or other legally protected characteristics.

Notice

ABS and its Affiliated Companies (ABS) will not compensate any third-party agency without a valid ABS Master Service Agreement (MSA) signed by Human Resources. Any candidate information submitted without a valid MSA will be considered ABS property, and no fee will be paid.

Other

This job description outlines the primary responsibilities and requirements for the role and is not exhaustive. It is intended to accurately reflect the principal job elements for compensation assessment.