The Senior Sales Representative is a highly motivated, results-driven sales professional responsible for generating new business and driving revenue growth for ABS Training Solutions. This role is designed for a proactive hunter who thrives on prospecting, cold outreach, customer visits, industry networking, and closing new opportunities in a fast-paced, high-volume sales environment. The successful candidate will build and manage a robust sales pipeline through self-generated leads, conferences, trade shows, referrals, and direct customer engagement. This individual is expected to consistently meet or exceed monthly sales targets while expanding ABS' presence across the maritime training market.
This is not a reactive sales support role. Success in this position requires persistence, prospecting discipline, competitive drive, consultative selling skills, and a demonstrated ability to independently identify, pursue, and close business opportunities.
What You Will Do:
New Business Development
- Develop and execute an aggressive territory growth strategy focused on acquiring new training customers and expanding market share.
- Generate qualified opportunities through cold calling, email outreach, networking, referrals, customer visits, conferences, and trade shows.
- Build and maintain a healthy pipeline of prospects sufficient to achieve and exceed monthly, quarterly, and annual sales targets.
- Identify, pursue, negotiate, and close new training contracts with shipowners, operators, managers, energy companies, and maritime service providers.
Sales Performance
- Consistently achieve or exceed assigned revenue, booking, and activity targets.
- Maintain high levels of prospecting activity and customer engagement to support sustainable sales growth.
- Drive sales opportunities from initial contact through proposal development, negotiation, and contract award.
- Effectively manage a high-volume sales environment characterized by relatively short sales cycles and recurring customer opportunities.
Customer Engagement
- Conduct frequent face-to-face customer meetings to develop opportunities and strengthen client relationships.
- Represent ABS at industry conferences, trade shows, customer events, and professional associations to generate leads and promote training solutions.
- Understand customer operational challenges and position ABS training solutions as a business-enhancing investment.
Strategic Growth
- Identify cross-selling and upselling opportunities across the broader ABS service portfolio.
- Monitor competitive activity and market developments to effectively position ABS against alternative training providers.
- Partner with marketing and operations teams to maximize lead generation and conversion effectiveness.
What You Will Need:
Education and Experience
- Bachelor's degree or equivalent experience in Sales, Business, Marketing, Maritime Studies, or a related field.10+ years of experience preferred.
Knowledge, Skills, and Abilities
- Exceptional communication, negotiation, and presentation skills and strong organizational and project management abilities.
- Willingness to travel to meet clients, attend industry events, and engage with stakeholders across various regions.
- Understanding of the shipping industry’s operational and regulatory challenges.
- Extensive experience with outbound prospecting, cold calling, customer visits, trade shows, and networking-based business development.
- Proven ability to close opportunities in a high-volume, transactional sales environment
- Strong negotiation and consultative selling skills with a focus on securing new customer accounts.
- Self-starter mentality with a high degree of accountability, resilience, competitiveness, and personal drive.
- Experience using CRM systems to manage pipeline activity, sales forecasting, and opportunity progression
- Ability to operate independently with minimal oversight while maintaining strong collaboration across teams.
Reporting Relationships:
The Senior Sales Representative reports to a senior member of management within
Working Conditions
The Senior Sales Representative normally works in an air-conditioned office. However, the Representative will travel to meet clients, attend industry events, and engage with stakeholders across various regions. Common methods of transportation include automobile, air, bus, and various public transportation. Travel may include overnight stays in different cities and countries on occasion.
About Us
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 OpportunityABS 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.
NoticeABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency without a valid ABS Master Service Agreement (MSA) authorized and signed by Human Resources. Any resume, CV, application, or other forms of candidate submission provided to any employee of ABS without a valid MSA on file will be considered property of ABS, and no fee will be paid.
OtherThis job description is not intended, and should not be construed, to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with the job of the incumbent. It is intended to be an accurate reflection of the principal job elements essential for making a fair decision regarding the pay structure of the job. #ogjs
