Regional Crew Management Partner

5 days ago

Glasgow, United Kingdom V Group Limited Full time

**Vacancy No**
- VN10846

**Employment Type**
- Permanent

**Location Country**
- United Kingdom

**Location City**

**Who are V.Group?**
- As a global leader in ship management and marine services, we add value to a vessel’s operations. Operating around the clock and around the world, V.Group gives every client the quality and efficiency they need in every sector. Covering crew management and recruitment, quality ship management and technical services, together with supporting management and commercial services, V.Group has an unrivalled industry knowledge with performance assured. Our values, We Care, We Collaborate, We Challenge, We are Consistent, We Commit and Deliver, are at the heart of everything we do and they support our strategy of Investing in Talent. We are always interested in making contact with talented individuals - people who will demonstrate our values and deliver great service, for internal and external stakeholders.

**Overall Purpose of The Job**
- The Regional Crew Management Partner (RCMP) plays a vital role in managing and growing existing customer relationships, and seeking opportunities in the market to grow V.Group’s Crew Management business. They will also drive improvement in existing service delivery and associated customer satisfaction levels.
The RCMP will also lead and support engagement with present and potential senior customer representatives, senior V.Group stakeholders and colleagues in Crew Management, Ship Management, Customer Experience, Commercial Team, Bid Team and HSEQ, amongst others.
The RCMP will likewise operate within V.Group’s customer relationship management grid:

- For existing Full Technical Management customers, the RCMP must act in support of the V.Group relationship owner, representing Crew Management as part of the team assigned to the customer
- For existing Crew Management customers, the RCMP will be the V.Group relationship owner, and manage V.Group resources and inputs to ensure customer needs are fully met
- For potential customers, the RCMP will lead and / or support all aspects of business development and the V.Group sales process - working closely with Commercial, Business Development, Vessel Management and Bid teams as required

The RCMP will be assigned a regional portfolio of customer accounts, and will be responsible on behalf of their Crew Operations Director for the effective and profitable management of these relationships. They will be fully responsibile for the preparation and execution of account plans, for the achievement of associated commercial targets and actions.
The RCMP will manage a team of Crew Management Partners (CMPs) and be accountable for their operational delivery. They will monitor and manage the activities of CMPs in their region to ensure all customer relationships are managed in line with V.Group processes and standards.
The RCMP will use Salesforce and other business development tool and platforms at their disposal to grow and manage their sales pipeline from prospecting to sale in line with V.Group’s sales operating model for Crew Management. They will proactively seek opportunities to grow revenue through cross-selling the full range of V.Group marine services.

**Key Responsibilities and Tasks**
- 1. Lead and manage a team of Crew Management Partners in their allocated region.
2. Establish, maintain and develop relationships with key contacts within V. Group and within the customers’ organizations.
3. Have a clear understanding of the customer’s strategy and their operational challenges
4. Identify and understand customers’ perceptions of value, and align V.Group’s service offering to ensure that the customer requirements are fully met.
5. Work closely with the Ship Management, Business Development, Commercial and Customer Experience teams in driving business growth and improving customer experience.
6. Develop and manage regional Crew Management sales strategy in partnership with Crew Operations Director, Business Development and other relevant stakeholders with close collaboration with other V.Group teams and stakeholders.
7. Actively lead / support all aspects of the V.Group sales process in their region.
8. Prepare, validate and execute Account Development Plans / Customer Success Plans in line with V.Group’s processes and standards.
9. Monitor and manage V.Group service delivery and address any service performance issues in their region; ensuring that gaps are addressed in a timely manner.
10. Schedule, undertake and report regular account and service performance reviews in line with V.Group process and standards.
11. Monitor changes to the client’s strategy, any ownership changes, senior management changes or any other material developments which could impact V.Group commercial relationship.
12. Maintain and improve knowledge of V.Group products and services to identify opportunities to extend the range of products and services sold to customers
13. Manage onboarding and transition o

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