Regional Account Manager

The Regional Account Manager is a senior commercial role responsible for leading Drew Marine's sales efforts across a defined geographic region. This position is accountable for driving profitable growth through strategic management of key customer relationships, execution of regional sales plans, and disciplined opportunity management via the Drew Marine Sextant sales process. The role demands a strong combination of technical expertise, commercial acumen, and cross-functional leadership to capture market opportunities, expand customer value, and ensure alignment with global sales objectives.

The Regional Account Manager acts as a trusted advisor to customers such as shipowners, ship managers, and operators, delivering value-based solutions while managing complex sales cycles across multiple markets within the assigned region.

Principal Duties and Responsibilities: 

• Serve as the regional commercial lead for assigned customers and territories, representing Drew Marine's full portfolio of products, systems, and services.
• Develop and execute regional sales strategies and account plans, aligned with company goals and local market dynamics.
• Drive pipeline development, opportunity qualification, and deal progression using the Drew Marine Sextant sales process, ensuring accuracy, accountability, and forecast integrity.
• Lead high-level customer engagements, negotiations, and executive-level presentations to build long-term partnerships and secure strategic wins.
• Prepare and manage complex commercial proposals, bids, and contractual negotiations in alignment with both customer requirements and company policy.
• Deliver consistent sales performance to meet or exceed annual revenue and margin targets across the assigned region.
• Provide regional market intelligence and competitive analysis to inform strategy and pricing decisions.
• Oversee CRM data quality, ensuring all opportunities, activities, and customer engagements are accurately captured and regularly updated.
• Collaborate closely with global and regional colleagues across technical, operations, service, and marketing teams to deliver exceptional customer support.
• Actively contribute to regional sales reviews, performance reporting, and internal business planning assigned.
• Ensure compliance with all corporate policies, procedures, and values in daily operations and client interactions.
• Represent Drew Marine at industry events, exhibitions, and key account meetings within the region.
• Mentor and support junior commercial staff within the region where applicable.
• Perform additional strategic or cross-functional projects as assigned.

Required / Desired Knowledge, Experiences and Skills:

• Proven track record in technical B2B sales with regional responsibility, ideally within the marine, chemical, or engineering sectors.
• Strong leadership presence with the ability to influence key stakeholders across customer and internal organizations.
• Advanced understanding of structured sales methodologies, including experience managing complex opportunities using the Sextant system or similar.
• Commercially savvy, with the ability to assess profitability, pricing models, and value-based selling approaches.
• Excellent communication, negotiation, and presentation skills, including experience managing high-level customer interactions across cultures and geographies.
• Strong analytical skills with the ability to interpret commercial data, develop insights, and translate them into actionable sales strategies.
• Highly organized and self-driven, with the ability to manage multiple priorities and deliver results in a matrixed environment.
• Proficient in CRM platforms and digital sales tools; HubSpot experience is a plus.
• Ability to travel regionally as required.

Education/Certifications:

• Bachelor's degree in Marine, Chemical, or Mechanical Engineering, with a minimum of 4 years of experience in technical or commercial sales, preferably in a regional or multinational context.
• Valid driver's license required

Conditions of Employment:

• Must pass a pre-employment background check
• Must pass occupational health screening

Physical Working Environment:

This position requires travel (amount of travel varies depending on region).

The above statements are intended to describe the general nature of work being performed by people assigned to this classification.  They are not to be construed as an exhaustive list of all responsibilities, duties and skills required of employees so classified.

Drew Marine is a global leader providing technical solutions and services to the marine industry with a comprehensive line of advanced marine chemicals, and equipment.  Supported by a worldwide network of service engineers, and global supply chain delivering to more than 900 ports, we have a portfolio of products and services including: Water Treatment, Fuel Treatment, Maintenance Cleaners, Welding & Refrigeration, Engineered Systems & Products, Onboard Test Kits, and Analytical Services

Drew Marine provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type. All employment decisions at Drew Marine are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.