Product Sales Manager

5 months ago

Drammen, Norway Wärtsilä Full time

Product Sales Manager - Fleet Optimisation

A safer, low-carbon shipping industry is underpinned by data sharing. We at Wärtsilä Voyage are creating the digital infrastructure needed to enable high-performing maritime logistics – for the safe movement of goods and people. Through our world-leading Smart Marine portfolio, we support our customers in their efforts to ensure secure, highly energy-efficient and cost-effective marine operations. 

Wärtsilä is on a mission to enable sustainable societies through innovation in technology and services. As we change course towards a cleaner, smarter maritime future, we’re looking for top talent to join our team. Are you ready to join the Voyage?

Voyage Services serves two product groups: Fleet Optimisation and Ports & Simulation.
The Fleet Optimisation group focuses on delivering high value applications to both the Merchant Marine and Cruise segments. Applications include nautical, technical performance and voyage/ machinery optimisers. They blend in nicely with the digital services of Marine Power.

Within the Fleet Optimisation - Product Sales team we have a fantastic opportunity for a strategic and consultative sales hunter who wants to be part of the decarbonisation mission of the maritime industry. Prime focus is on merchant marine market stakeholders such as Owner, Ship Managers and Operators. The role is part of a regional dedicated yet global team of product experts with short communication and collaboration lines. The role reports to the GM Product Sales – Fleet Optimisation.

The preferred location for this position is Norway, however, Sweden and Denmark can also be considered.

Your main responsibilities are:

Sales growth

Achieve YoY Sales Growth (Order Intake/ Revenue) by actively hunting new business (ships), reducing vessel churn (maintain installed base) and drive upsell in existing accounts. Your Fleet Optimisation & Merchant Marine market domain expertise makes you the ideal speaking partner to discuss optimisation strategies. Work in close collaboration with regional sales team and internal stakeholders to turn leads into prospects, consultative advice (prospective) Customers, create quotations and close deals through bid- and contract management (sales governance). Work together with Wärtsilä Marine Power colleagues to strengthen the value proposition of the Fleet Optimisation products and vice versa. Aligned with the Go-To-Market (GTM) initiatives, drive the launch of new Optimization services and life cycle management/ performance agreement opportunities.

Marketing and market feedback

Feed market intelligence and customer needs back to organization to influence and advice on future product(s) roadmap development Ensure product updates, product training, new product initiatives and GTM/ marketing strategies are executed towards the market. Represent Wartsila at trade shows, conferences and webinars and be available as speaker as product domain expert.

Reporting & Data management

Strong CRM Management, focused on sales funnel development and accurate forecasting Use of data and analytics to identify new opportunities

KPIs

Product sales funnel growth (prospect to commit stage) Product sales order intake/ revenue target (closing deals) Commercial margin target

As an ideal candidate, you will:

Have relevant education, preferably BSc/ B Eng or equivalent, work experience and proven track record in successfully driving sales in software/ digital markets. Have In-depth knowledge of market and awareness of cultural diversity Have Strong customer focus and capability of building strategic relationships Have Good knowledge of Wärtsilä products and solutions Have Strong business and results-orientation Have Strong negotiation, communication, coaching and interpersonal skills As you operate in a global market you must be a team player

If you have any questions related to this position, please don't hesitate to reach out to Alex Van Knotsenborg, GM Product Sales, Fleet Optimisation on

Last application date: 11/08/2024 

At Wärtsilä we value, respect and embrace all our differences, and are committed to diversity, inclusion and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities. 

This is Wärtsilä

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