Usa - Regional Government Services Lead – Americas

You Belong Here…Wherever in the World you find yourself.

We celebrate our wins as one team of many great people!

With a vision for a connected world, Inchcape relies upon the expertise, diversity, and global network of our over 3,000 professionals, spread across 60 plus countries and in over 240 offices to help our partners connect to a smoother, smarter ocean.

We empower our people, and our values are at the center of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:

Global Perspective – we connect the world and see the bigger picture.

The Power of People – we rely on the strength of local agent knowledge and relationships.

Progress – we adopt new thinking and push for positive change in our industry.

We know what matters. We never stand still. We always reach for more.

#WeAreInchcape

Business Need / Purpose of Role:

The Regional Government Services Lead – Americas, functioning within a matrix structure, as a member of the Regional Sales Team, but also within a high-performing Functional Global Team is responsible for supporting the delivery of existing contracts and delivering profitable growth focused on further growth of Government Services Business. Acts as the central point of contact within the region and as the subject matter expert for any regional strategy, commercial, and operational matters.

Activities include, but not limited to, defining regional strategy, key account management, tender management, generating and capturing new sales leads, providing needed strategic guidance and support to regional teams, driving awareness, and building expertise whilst ensuring targets are meet and/or exceed.

Additionally, acts as a Strategic Account Manager, with the responsibility for nurturing and advancing customer relationships with larger and/or more complex customers, moving to position Inchcape Shipping Services as a valued provider rather than a vendor. Provides a consultative sells approach to support strategic long-term objectives and profitability of the organization, whilst supporting customers’ needs on a domestic and global scale to maximize growth opportunity. requests.

Strategic Leadership:

• Develop and execute an Americas Government Services strategic plan aligned within the global strategy to drive expected growth.
• Provide visionary leadership and support to the regional team, guiding towards meeting and exceeding sales targets.

Key Account Development/Management

• Take ownership of key accounts/prospects within the Government Services market, understanding business objectives and aligning company solutions to meet needs.
• Provide operational support (mobilization plans) and expertise to win and successfully execute navy port visits. Physically attend navy vessels and manage operations in different ports.
• Develop a government services growth strategy for Americas focused at mapping competitors, growing existing clients, gaining market share, and penetrating new markets.
• Validate all delivery note and final invoices from vendors to process the same for payment and all short falls be reported to line manager. All validated delivery note along with final invoices should be sent to finance team.
• Develop key account plan and collaborate with clients developing tailored solution, whilst ensuring exceptional customer satisfaction, retention, and growth.
• Act as the main point of contact for key accounts, ensuring timely and effective communication to address enquiries and concerns.
• Proactively seek feedback to measure satisfaction levels and identify areas for improvement.
• Act on escalated matters that require immediate response and engage in conversation with customers and local office to address any issues or concerns. Report, handle, and manage complains.
• Ensure service delivery is provided to the highest standard by continuously challenging the status quo, being proactive, and driving change where relevant.
• Ensure accurate and updated information is inputted in ISS CRM system including visit reports, opportunities, deals etc.

Business Development

• Identify and pursue new business opportunities within Government Services market.
• Drive tender management for key Americas opportunities.
• Provide input to product development and innovation initiatives based on market insights and customer feedback.
• Represent the company at industry events, conference, and exhibitions to drive brand awareness and promote company’s expertise.

Cross Functional Collaboration

• Collaborate closely with internal teams, including Operations (Hub, LPA), Finance, and Marketing to ensure seamless communication.
• Prepare regular reports for senior management, offering insights about market opportunities, performance, and recommending adjustment as needed.

Team Management

• Mentor, inspire, and support the regional sale team involved with Government Services clients, fostering a culture of high performance, collaboration, and continuous improvement.
• Provide coaching to relevant teams to enhance skills, knowledge, and expertise.

Act as a role model ensuring all Sales development processes are in accordance with the values and ethics of Inchcape Shipping Services.

Ensure Inchcape gets paid fairly and timely by:

• Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Procedures on pricing, bids and tenders, contract negotiations, etc., to guarantee compliant execution.
• Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.

The post holder will carry out any other duties within the scope and purpose of the job as requested by the Line Manager and ensure full utilization of all ISS Systems accordingly to Standard Operating Procedures.

Knowledge, Skills, and Abilities:

• Must have an advanced communication (verbal, written and listening) skills in order to communicate at different levels throughout the organization and with exterior organizations, etc.
• Ability to develop strong business relationships within all levels of management; ability to understand, influence and persuade across all levels of the organization, exercising a high degree of confidentiality, professionalism, poise, tact, and diplomacy to accomplish objectives
• Ability to work independently with limited supervision, multitask and possess strong initiative, exercise independent judgment within established systems and procedures.
• Has flexible approach to manage own time and projects.
• Possess an excellent Customer relationship management, Negotiation, Presentation and Prioritization skills.
• Ability for Business expansion through commercial marketing / client network development.
• Customer Focus and develops strong relationship with the clients.
• Ability to think logically, establish and follow procedures, instructions and make sound decisions.
• Ability to effectively present information and respond to questions from internal and external customers.
• Ability to prioritize work and handle multiple competing priorities.
• Knowledge of Port Operations and Port Agency services.
• Possess organizational and time management skills with ability to prioritize, be detail oriented and results driven.
• Possess high energy level, comfortable performing multifaceted projects in conjunction with normal activities.
• Must possess an advanced proficiency with Microsoft Word, Excel, PowerPoint, SharePoint, and Outlook.

Education, Qualifications, Certifications, and Licenses

Education/Experience:

• Bachelor’s degree in Maritime Administration, Business Administration or recognized equivalent from an accredited university preferred; equivalent experience maybe substitutes for educational requirements.
• Minimum 5 years’ experience in a similar position/industry, preferably with experience in Port Agency (shipping services) with exposure to various commodities and vessel types utilized in the port of assignment.
• Experience working within complex international organizations.
• Significant operational / business experience in the shipping or service industry, with the ability to run a cost-efficient business operation across a large geographical area.
• External sales/business development experience required; minimum 3-5 years preferred
• In depth understanding of business operations and market dynamics of the shipping / service industry, specifically focused on the Government Services market.
• Experience working within pre-defined processes and procedures – delivering work in accordance with SLA’s (Service Level Agreements).
• Knowledge of Government Procurement processes and familiarity with government procurement platforms, processes, and regulations.

Why Inchcape Shipping Services?

We believe in building a diverse and high performing workforce, that works together to provide our partners with the exceptional service they deserve. To reach the highest standards we depend on our people, their welfare, training, and expertise. We realize the value of the diversity of our people and know that their unique experiences, skills, and passions – strengthens the organization, stimulates creativity, and promotes the exchange of ideas – helping you to build a rich and rewarding career.

What you’ll get:

We understand that different families have different needs, which is why we’re always evolving our benefits to accommodate our employees.

Along with health and financial benefits, our employees enjoy a variety of other perks, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.

In addition to our traditional benefits and perks, we sponsor various events throughout the year. And we provide a culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

We also encourage a better work-life balance with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, Inchcape has enabled our employees to find a balance that feels fulfilling and productive for each individual situation.

• Generous time off and paid holidays
  • Three weeks’ vacation (immediately upon date of hire), 10 days Personal/Sick time, 12 paid holidays
  • Paid parental leave
• Employee Assistance Program (EAP)
• Performance and Recognition – You are rewarded for achieving success by merit increases and reaching milestones.
• Career growth and opportunities for promotions. We develop and hire from within!
• Compensation range is dependent upon experience. You will also be eligible for bonuses and other benefits.
• Plus, much more!

We have you covered for anything life could throw your way.

Deciding where you want to work is an important decision. Choosing a company that support your professional and personal goals is essential. Inchcape provides the resources, culture, and leadership you need to be successful, to build something you’re proud of, and take advantage of all the future holds.

Follow us on LinkedIn, Facebook, Instagram, and X to meet our employees and see what makes us who we are.

Who you are is who we are.

Inchcape is committed to the full inclusion of all qualified individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Inchcape encourages applicants of all ages. As part of this commitment, Inchcape will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed, please email HRNAMrecruiting@iss-shipping.com describing the accommodation.

#LI-JN1