This role is critical to growing Idwal’s presence in the sale & purchase (S&P) market across Europe & Rest of World. S&P is highly transactional and time-sensitive: customers and brokers need fast, clear quotes and the confidence that inspections will be organised quickly and delivered with no hassle. As the regional lead, you will be the face of Idwal in this market - highly visible, out meeting brokers and customers, and representing Idwal at the right events and forums. You will turn inbound enquiries into confirmed orders, coordinate seamless delivery with our operations teams, and feed market intelligence back into the business to sharpen our commercial approach.
The Role
As S&P Regional Lead, Europe & Rest of World, you own Idwal’s commercial performance in the sale & purchase market across the region. You will be the first call for brokers, buyers, sellers, and their representatives when an inspection is needed - responding rapidly with a clear quote, converting enquiries into orders, and ensuring the inspection is scheduled and delivered quickly. This is a field-facing role: you are expected to get out into the market, meet people regularly, and be visibly present across the key S&P hubs in Europe & Rest of World through broker visits, customer meetings, and industry events.
In addition to new transactional enquiries, you will work directly with contracted customers who have committed inspection volumes (condition inspections and/or S&P inspections) to ensure they utilise their contracted volume through proactive outreach and forward planning. You will proactively identify upcoming inspection opportunities by tracking vessel locations and likely port calls - removing administrative pain for the customer while also helping Idwal protect gross margin by steering delivery to suitable locations where we can execute efficiently. The Account Manager owns the overall relationship for these contracted customers; you will keep them informed and proactively flag accounts that are under-utilising volume as well as those approaching their contract limit where there is an opportunity for growth. Working closely with operations, surveyors, and customer support, you will make the end-to-end experience simple and reliable for the customer. You will also build strong relationships with key S&P brokers and networks, gathering market intelligence (pricing, competitor activity, demand signals) and sharing it with the business to inform planning and decision-making.
Much of the day goes to helping customers arrange vessel inspections, providing quotes, and ensuring requests are handled quickly and professionally. There's also the opportunity to build relationships, stay close to customers and identify where else we can support them.
Maybe you've built your confidence on the phone in a customer service, SDR or telesales role and are looking for something broader. This role gives you the chance to develop commercial skills, manage customer relationships and play a direct part in winning business.
Key Responsibilities
- Act as the primary commercial point of contact for S&P enquiries in Europe & Rest of World, ensuring brokers and customers experience fast, clear communication and an easy buying process.
- Respond to inbound inspection requests quickly and professionally - qualifying requirements, clarifying scope and timelines, and producing accurate quotes that reflect service options and regional delivery constraints.
- Convert quotes into confirmed orders by managing follow-ups, handling objections, and agreeing commercials within pricing and margin guidelines.
- Coordinate with operations to schedule inspections at pace, confirming availability, aligning scope, and (where possible) proposing the best timing and location/port options for efficient delivery - reducing hassle for the customer while protecting Idwal’s gross margin.
- Own day-to-day order progress communications for S&P jobs in partnership with customer/ops teams, proactively managing expectations and resolving issues quickly.
- Manage utilisation for contracted customers with committed inspection volumes by working directly with the customer: review remaining volume, proactively identify upcoming opportunities (vessel location/port calls), and coordinate a simple plan to schedule work efficiently. Keep the Account Manager updated, flagging customers that are not using their contracted volume and customers nearing their contract limit where there is a clear opportunity for growth.
- Build and maintain strong relationships with S&P brokers and key market participants across Europe & Rest of World; establish a consistent face-to-face cadence in priority hubs and become the trusted, responsive contact that drives repeat enquiries and referrals.
- Capture and share market intelligence from brokers and customers (pricing, competitor activity, shifting requirements, port/yard constraints) to inform commercial strategy and operational planning.
- Maintain strong commercial hygiene: log and track enquiries, quotes, and orders in CRM; monitor conversion performance; and provide clear forecasts and reporting for the region’s S&P activity.
- Be the face of Idwal in the S&P ecosystem across Europe & Rest of World: proactively plan and execute broker visits, attend relevant industry events and forums, strengthen partner networks, and consistently translate relationships into enquiries and orders.
- Identify recurring friction points in the quote-to-inspection journey and work with commercial operations and delivery teams to improve templates, turnaround times, and customer communications.
Success Measures
- Speed of response: consistently fast turnaround from enquiry to quote, with clear scope and pricing.
- Conversion: strong quote-to-order conversion rate across Europe & Rest of World S&P enquiries.
- Delivery velocity: inspections scheduled quickly after order confirmation, with minimal rework and proactive coordination with operations.
- Customer experience: high satisfaction from brokers and direct customers, demonstrated through repeat business and positive feedback.
- Commercial outcomes: delivery of agreed revenue and gross margin targets for S&P activity, with pricing discipline and appropriate escalation on exceptions.
- Contract utilisation and growth: contracted customers consistently utilise committed inspection volumes, with clear visibility shared with the Account Manager - including early flags on under-utilisation risk and proactive identification of expansion opportunities as customers approach their contracted limit.
- Margin protection: effective use of port/location options and forward planning to support efficient delivery and protect gross margin on S&P and contracted-volume work.
- Broker coverage: strong relationships with priority S&P brokers across Europe & Rest of World, with regular engagement and measurable referral-driven enquiries.
- Market intelligence: consistent, structured feedback into the business on pricing, competitor moves, and demand trends - supporting better decisions and continuous improvement.
- Operational alignment: effective day-to-day coordination with delivery teams so inspections are executed smoothly and issues are resolved quickly.
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