Main purpose of job:

This role is based in the British High Commission in Singapore and supports the UK Hydrographic Office, who are a world-leading centre for Hydrography, specialising in Marine Geospatial data to support safe, secure and thriving oceans. For over 225 years this has been achieved via a portfolio of navigation products, service and more recently data, predominantly to the global shipping industry. 

As the world becomes digital, maritime is no exception. There is a need to innovate our core hydrographic office offering to ensure the requirements of new and existing mariners are met with both paper and digital products and services against a backdrop of rapidly changing legislation and industry innovation. Achieving this will ensure the UK Hydrographic Office’s (UKHO) ADMIRALTY brand will continue to be the leading navigation brand and a hallmark of quality globally. 

The Customer Division represents the external facing activities of the organisation, providing engagement and delivery to our markets and customers. Our work is varied and includes determining and producing product and services, championing our brand and developing external marketing communication, building key strategic relationships and supporting our partners, delivering an industry best customer service, managing ours (and others) Intellectual Property Rights, and identifying opportunities to provide solutions using our data, either for existing customers and/or new markets. 

The job holder will be the first point of call with the UKHO for the partners and customers they manage and be responsible for directing and motivating channel partners to deliver results within region through the promotion and support of all ADMIRALTY products and services.

Although office based, the job holder will be required to travel extensively in the region to manage the diverse range of distributors and customers.  He/She will need to have excellent communication skills and be able to think on his/her feet and respond to rapidly changing market conditions. Attendance at conferences, trade fairs and exhibitions will also be required.   

The job holder will report to the Head of Markets and be required to work closely with various teams in the UK and Singapore through effective engagement, participation in local initiatives and relationship management.

He/She will also be part of the Account Management Team in Singapore and will be the primary point of contact for channel partner accounts and key ship owners and operators. 

Roles and responsibilities / what will the jobholder be expected to achieve:

Your responsibilities will cover the following areas:

1. Account Management

• Work with UKHO indirect channel partners to create and deliver partner specific business plans, that meet the UKHO’s targets in terms of key shipping owners and operators, companies accounts, marketing and customer service / infrastructure strategy, revenue growth and profitability targets.
• Provide support by providing expert advice in complex cases.
• Responsible for developing strategy for accounts to met UKHO Corporate and Business Plans.
• Support UKHO business partners to deliver agreed partner specific business plans, including infrastructure development, conducting co-marketing activities such as partner presentations, seminars, etc., and co-sales activities, such as major account planning and attended sales calls.
• Work with UKHO partners to get the UKHO closer to the end market of shipping companies and operators in order to better gather market information and intelligence in order to make recommendations and inform UKHO decision making in relation to business objectives, forecasting, channel strategy (ie the termination and appointment of partners), product development, competitive strategy and market investment.
• Ensure alignment and buy-in of new products marketing and sales strategy for Strategic and Tactical Partners.
• Be accountable for and measured against the delivery of agreed monthly sales targets for revenue, growth and product mix against both budget and forecast.
• Providing market intelligence to the UKHO through the full utilisation of the CRM system

2. Budget & Reporting

• Analysing sales figures
• Be responsible for and measured against the delivery of sales target for revenue, growth and product mix against both budget and forecast
• Assist the Account Management team by proposing and creation of new market insights reports.
• Keeping up to date with the new products and services offered by UKHO and with the developments amongst OEMs and the impact of those developments on UKHO products and services.

3. Strategy & Plans

• Develop strategies and set FY targets for channel partners
• Work with Line Manager to deliver sales strategy and business plan
• Collect customer feedback, define market research requirements and proposing follow through from resulting output
• Working with the team to actively promote the ADMIRALTY brand in the region

4. Channel Management

• Proactive distributor and channel management support
• Keeping up to date with products and competitors
• Effective co-ordination of the sales activities and events including synchronisation of their interdependencies with marketing and channel to ensure overall integrity and coherence with the business plan

5. Team Support

• Provide cover for the Account Excutive during periods of absence, deputise for Senior Account Manager during period of absence.
• Support other members of the Account Management team as required.
• Participate in post activities.

• Fluent in written and spoken English
• Proven Customer relationship management within a sales or channel structure
• Proven sales success in an international regulated environment
• Strong personal organisation and communications skills, initiative and resourcefulness
• Professional approach and demeanour, high work standards and ability to meet deadlines
• Ability to analyse information and make considered, timely decisions
• Proficient in MS Office suite
• Excellent team working skills, with strong ability to build co-operative working relationships across a large network, including external contacts.