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About the Role

The Director, Cruise Market Sector is responsible for the global business strategy within an assigned market sector, aligning the global business and technology plan with market conditions and leading market sector activities globally. This position drives performance and results across sector strategy, sector intelligence, sales support, sector visibility, and product and rule development.

Responsibilities

Develop a business plan for the assigned global market sector, including sales targets and actions to capture new business and meet ABS Business Outcomes.
Act as Process Manager within the specific market sector for the applicable components of the Demand & Account Management/Commercial Operations Core Process.
Maintain a detailed understanding of the assigned market sector, including business and technology trends.
Coordinate with Global Business Development to maintain and validate the global “chase list” of business opportunities in the assigned market sector.
Collaborate with Global Business Development on proposal strategies, sales presentations, pricing, and contract execution.
Work directly with business development to coordinate proposal development and activities related to contracting new business.
Provide direction and strategy to the Product & Digital Solution Development, Survey & Certification, Engineering Delivery, and Rule Development Core Processes to achieve organizational business outcomes.
Advise on and propose new services that provide value to members and clients while creating opportunities for new revenue streams within the market sector.
Provide Corporate and Regional management teams with market, client, and competitor intelligence in the form of meetings, visit reports, and business plans.
Support ABS Enabling Market Processes, including Rule Development, Survey & Certification, Engineering Delivery, and Product & Digital Solution Development as needed.
Coordinate and facilitate marketing efforts relating to the assigned market sector by evaluating and determining the scope of ABS presence at relevant trade shows/conferences and providing specific recommendations for advertising campaigns that target appropriate clients.
Guide the Corporate Marketing department about the development of marine-related ABS publications and marketing devices.
May serve as a Key Account Manager to designated customers and potential customers and actively promotes the services and capabilities of ABS throughout the business community.
Coach, mentor and develop employees to support the enterprise and succession.

Requirements

Bachelor's degree or recognized equivalent required.
MBA or equivalent desired.
Seven (7) or more years of related experience.
Three (3) years of international work experience in an overseas assignment or a domestic role interacting with global projects and teams.
Experience in one or more market sectors including, but not limited to, tankers, container ships, bulk carriers, specialty vessels, gas carriers, exploration, production, subsea, SURF, support, government, and shipyards.
Demonstrated leadership and success in driving results through matrixed teams and a global workforce.
Demonstrated business acumen, including sales and business development, and knowledge of the designated global market focus.
Demonstrated technical expertise related to the product or area of responsibility.
Excellent business judgment, including the ability to assess the reasonableness and likelihood of success of various business scenarios.
Strong commitment to ethical business practices, in full accordance with ABS Operating Principles and Mission as well as corporate policies.
Excellent communication skills, both written and verbal, and the ability to speak well in a group and/or client-facing environments.
English language fluency to conduct detailed business and technical communication at a professional level.
Language fluency to conduct detailed business and technical communication at a professional level.
Ability to develop a working knowledge of ABS Rules, Guides, statutory regulations, and related instructions, as well as the ABS Employee Safety Policy.
Ability to obtain a working knowledge of the ABS Health, Safety, Quality, and Environmental Management Systems.

Skills

Sales targets
Business plan development
Market sector analysis
Global business strategy
Sales support
Sector intelligence
Sector visibility
Product development
Rule development
Demand & Account Management
Commercial Operations
Business and technology trends
Global business development
Proposal strategies
Sales presentations
Pricing
Contract execution
New service proposal
Market intelligence
Client intelligence
Competitor intelligence
Marketing coordination
Trade show/conference presence
Advertising campaigns
Marine-related ABS publications
Marketing devices
Key Account Management
Leadership
Matrixed teams
Global workforce management
Business acumen
Sales
Business development
Technical expertise
Business judgment
Ethical business practices
Communication skills
Written communication
Verbal communication
Public speaking
Client-facing communication
English language fluency
ABS Rules
ABS Guides
Statutory regulations
ABS Employee Safety Policy
ABS Health, Safety, Quality, and Environmental Management Systems

Experience Level

Seven (7) or more years of related experience
Three (3) years of international work experience

Education Level

Bachelor's degree or recognized equivalent
MBA or equivalent desired

About the Company

We set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment. Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies. Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.
ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services. We’re at the forefront of supporting the global energy transition at sea, the application of remote and autonomous marine systems, cutting-edge technical solutions, and many more exciting advancements. Our commitment to safety, reliability, and efficiency is ever-present, guiding our clients to safer and more efficient operations.

Equal Opportunity

ABS Bureau is committed to the equal employment opportunity of its employees and prohibits discrimination against any employee or qualified applicant based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status or veteran status, or other non-work-related characteristics that may be protected under the law of the Federal Government or specific state employment laws.