International Sales Manager

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:

This position qualifies for an optional hybrid work schedule after 90 days of onsite work and onboarding. Employee will be subject to the terms of the Flexible Work Policy Agreement.

• 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.

• 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…