Director of Sales and Key Accounts (Maritime, Copenhagen)

Job summary

The role involves leading sales and key account management within the maritime industry, focusing on building B2B relationships and driving digital transformation in procurement. The position requires a strong understanding of customer needs and the ability to communicate the value of digital solutions effectively.

Qualifications

• Minimum 7 years of sales experience at a management level.
• Proven track record in the maritime industry, either as a Shipowner, Ship Manager, Supplier, or Service Provider.
• Strong network and ability to engage senior executives through a consultative sales approach.
• Excellent active listening and problem-solving skills.
• Curiosity and a desire to understand underlying business challenges.
• Willingness to travel at least 7 days per month.

Responsibilities

• Open doors to shipping companies and understand their business challenges to demonstrate value through the marketplace and procurement platform.
• Manage tactical planning and pipeline to prioritize customer engagement based on their needs.
• Drive customer dialogue until commitment to trade, collaborating with the Customer Success team for onboarding.
• Provide strategic insights to Product, Customer Success, and Leadership for platform development.
• Create and maintain sales/account plans for target clients, including forecasting and budget management.
• Align buyer pipeline needs with supplier capabilities in collaboration with the commercial team.

Skills

• Digital-first mindset with the ability to articulate the benefits of digital solutions.
• Relationship-building skills with a focus on consultative selling.

Education

• Relevant educational background in business or a related field is preferred but not explicitly stated.

Tools

• Familiarity with digital procurement tools and platforms is advantageous.