The posting
Job Description
The International Sales Manager is responsible for exploring international target markets for Seaspan Shipyards, engaging with customers and identifying and qualifying opportunities that meet Seaspan’s strategic criteria. Primarily targeting the international market (outside North America), the International Sales Manager is a highly outward facing role requiring substantial global travel, direct customer engagement, participation in conferences and other customer engagement events. The significant majority of the International Sales Manager’s time will be spent discovering, identifying and qualifying opportunities with the primary goal of filling Seaspan Shipyards’ international sales funnel.
By engaging broadly with customers in the target international market, the International Sales Manager will discover and identify potential opportunities for Seaspan to build and grow our sales funnel. Once an opportunity has been identified, the International Sales Manager will engage with the customer to determine the key characteristics of the opportunity including budget, budget approval process, procurement process, requirements, potential competition, etc. Based on these characteristics, the International Sales Manager will qualify an opportunity together with the Seaspan Shipyards BD team. Once qualified, a capture strategy and plan will be developed by the Seaspan Shipyards BD team. The International Sales Manager will participate and support the capture strategy and plan and provide support for customer engagement to the capture team.
The location for this role can be either Ontario or British Columbia as significant travel will be required.
Note: The location for this role can be either Ontario or British Columbia as significant travel will be required. This position qualifies for remote work.
What you'll do
- Work with the Seaspan BD team to develop the target market definitions and the strategic opportunity criteria.
- Leveraging Seaspan’s market research capabilities and personal experiences/knowledge/networks, develop a sales strategy and plan for discovering new opportunities including a rolling travel plan.
- Included in above is a conference and event participation plan supported, where necessary, by Seaspan’s communications team.
- Direct engagement with customers to understand their procurement plans and match those with the strategic opportunity criteria.
- Build initial relationships with customers to better understand the opportunity characteristics.
- Qualify opportunities that meet the Seaspan strategic opportunity criteria.
- Work within the existing Seaspan funnel management process to enter and manage new opportunities.
- Work with the Seaspan BD team to support the development of capture strategies for qualified opportunities.
- Continue to play a supporting customer engagement and coordination role with the capture teams.
- Working with the capture teams, understand customer perspectives, customer requirements to help develop solutions that meet customer needs.
- Strong communication skills (verbal and written) with customers, partners, suppliers and within Seaspan.
What you'll bring
- 7+ years of professional industry experience in a sales or business development role in the shipbuilding industry or in a complex defence, aerospace or systems development, manufacturing or construction industry.
- Proven track record of identifying and qualifying new business opportunities in government procurement markets strongly preferred
- Experience with global sales and business development strongly preferred
- Experience engaging with and building relationships with diverse international customers
- Experience with government procurement strongly preferred
- Experience leveraging Canadian government supporting functions such as trade commissioners, defence attaches, CCC preferred
- Experience travelling internationally and participating in conferences/events
- University degree in a relevant area preferred.
- Experience finding and developing complex opportunities with contract values over $5M and ideally over $50M.
- Understanding of technical, programmatic, financial and commercial aspects of complex deals.
- Experience with forming and maintaining excellent customer relationships.
- This job primarily tactical in nature and requires substantial leadership and independence in engaging customers.
- Multi-faceted leadership skills applicable to direct leadership roles and influential leadership roles.
- Ability to work in a highly flexible and fluid environment and maintain calm and rational thinking and reasoning at all times.
- Ability to engage with and influence a wide range of customer types
- Demonstrated ability to communicate with customers and the ability to respond to customer needs strategically and tactfully.
- Exceptional interpersonal skills, superior oral and written capabilities, including the ability to build professional relationships with government and industry partners.
- Skilled at advocacy, influence, and persuasion, with the able to convince others to act on information or recommendations based on compelling logic or common best interests.
- Knowledge of complex government markets.
- Strong knowledge and expertise with core office software tools
- Self-starter with good organizational skills who can work both independently and as a member of a team.
Why you'll love working here
- This is a full-time, permanent position. With multiple operations and long-term projects, Seaspan employees enjoy job stability as we look ahead to build ships for decades to come.
- In addition to base salary and pension plan matching, this position is eligible for a performance bonus target of 12.75%, with the opportunity to earn up to 15%. Bonus is discretionary and dependent on individual and company performance.
- We also provide the best-in-class health and wellness benefits package for this position, including things such as extended health care (i.e. paramedical services for massage therapy, speech therapy, mental health coverage, physiotherapy, and more), dental care, vision care, life insurance, medical leave coverage, parental leave coverage, $500 personal spending account, and an Employee Family Assistance Program (EFAP).
The estimated salary for this position is $112,500 - $137,500. In determining final salary, Seaspan considers many factors including the successful Candidate’s skills and experience as well as position location and internal equity. The final base salary offer will be at the Company’s sole discretion and presented as part of a competitive total compensation package.
About Us
Seaspan Shipyards is one of North America’s most modern shipyards and unique in its ability to provide a complete range of services including new construction, conversion, refit, repair and life-cycle maintenance work for Canada’s Coast Guard and Navy as well as commercial vessels including cruise-ships and deep-sea vessels. Seaspan Shipyards operations include Vancouver Shipyards, Vancouver Drydock and Victoria Shipyards.
To learn more, visit our website: www.seaspan.com
This position may involve defense articles and/or technical data regulated by the U.S. International Traffic in Arms Regulations (“ITAR”) and the U.S. Arms Export Control Act. In compliance with ITAR, the successful candidate will be subject to a security clearance through the Canadian Controlled Goods Program as regulated by the Controlled Goods Regulations and Defense Production Act. The successful candidate will be required to maintain their security clearance throughout their employment in this position.
Seaspan is committed to Employment Equity, supports diversity in the workplace, and encourages applications from all qualified individuals including, women, members of visible minorities, Indigenous persons, and persons with disabilities. If you require any accommodations at any stage of the recruitment process, please reach out to our Talent Acquisition team at [email protected] for confidential support. We are committed to providing an inclusive and accessible environment.
