What you'll Do
The appointee to this post will be responsible for developing new businesses and partnerships in Japan in the Maritime segment, with emphasis on supporting those accounts to grow business with Inmarsat leveraging the full Maritime ‘Fleet’ portfolio.
In aggregate, the appointee will develop or grow the existing portfolio of 5-6 accounts (customers or partners) contributing to the circa US$30-40m Japan annual revenue.
The appointee will be responsible for retaining and growing revenues with all portfolio partners by exceeding sales quota, developing and implementing sector and region account plans, and positioning Inmarsat as ‘partner or supplier of choice’ for the customers or partners in their portfolio. Specifically, that means the customers or partners uses Inmarsat as primary supplier for VSAT services, first choice for L-band back up services. Candidates will require significant experience managing complex accounts in a matrix environment, along with proven expertise in solution-based selling.
The day-to-day
- Sales & Business Development
- Build and execute Inmarsat partner strategy for Japan.
- Lead Inmarsat commercial relations with value-added resellers in the region.
- Support to meet or exceed Japan sales and revenue targets circa USD$30-40m.
- Build acquisition strategies for new / target customers and partners in Japan.
- Lead negotiations and close deals to meet and exceed local market growth targets.
- Promote Inmarsat Maritime Portfolio to Inmarsat partners, their customers and prospects.
- Develop and maintain detailed sales pipeline (new business & renewal) and annual. business plans to deliver revenue growth, informed by the partners’ own business strategy and Inmarsat LRBP.
- Lead Inmarsat involvement in any Japanese maritime initiatives such as autonomousvessels.
- Account Management
- Track and report on key channel metrics for each account in the managers portfolio, specifically:
- Sales pipeline (in Salesforce)
- Revenue against budget
- FX installs against budget and contracted commitment
- FB attrition against budget
- Debt and credit evolution
- Ensure that Inmarsat delivers high standards of customer experience / satisfaction as measured via Corporate CSAT & NPS measures.
- Build cross-functional teams in a proactive and structured way to support customer projects and deliver positive outcomes for both partners and for Inmarsat.
- Liaise with product management, providing feedback from the market and proactively contribute to proposition development.
- Strong CRM management (using Salesforce), including developing a detailed engagement strategy for each account.
- Timely and accurate reporting using the correct formats to assist with management information.
- Contributing to sector and regional plans as part of the planning cycle.
- Industry Representation & Marketing
- Help to raise the profile of Inmarsat in Japan and Asia region.
- Represent Inmarsat at industry trade shows and conferences in Japan and across the Asia region.
- Provide market intelligence in collaboration with Maritime Market Intelligence
What you'll Need
- Bachelor / Master’s Degree in Business, IT or equivalent preferable
- Proven experience with solution-based / strategic selling methodology
- Proven sales execution, as measured through delivery of multi-million revenue targets
- Proved record negotiating and closing complex deals
- Proven ability to create new business, thinking creatively to identify new opportunities
- Maritime portfolio and/or sector knowledge, with existing C-level relationships
- c.10-15 years’ indirect (B2B) selling experience in a similar position, preferably within the maritime satellite communications industry in the Asia Pacific region
- Fluent in English.
- Fluency in Japanese will be an added advantage
What will Help You On The Job
- Eager to sell / hunter mentality.
- Strong work ethic, independent ‘self-starter’ – comfortable working remotely.
- Excellent analytical skills, competent with Excel, PowerPoint and Salesforce.
- Open to new technology and a quick learner.
- Team player with good interpersonal and communication skills, social and outgoing.
- Confident and comfortable travelling pan-region and globally.
- International network and cross-cultural understanding is an advantage.
You must be eligible to work in this location advertised.
EEO statement
Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic.
