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Primary Location: 

Singapore, CN

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Sales Expert - STC


Wärtsilä is a world leader in marine technology and leading the industry's transformation towards a Smart Marine Ecosystem. With the world’s widest portfolio and service network, we – Wärtsilians - deliver efficient, safe and sustainable integrated products and solutions to enhance the business of our customers. The opportunities presented through digitalisation and new technologies are offering a new era of shipping. Did you know that shipping is the world’s most efficient mode of transportation and that approximately 90% of world trade is carried by sea?

We want to change the course towards an interconnected and cleaner maritime future and are constantly on the lookout for future-oriented talent to join our team and to work towards enabling sustainable societies with smart technology - together. Are you ready to jump onboard?

 

The primary responsibility of the Sales Expert - STC is to achieve order intake by actively seeking new customers and developing a lasting relationship with existing clients through excellent service. He/she also act as a Subject Matter Expert in the area of Ship Traffic Control (STC), providing consultation and solutions to our customer, potential customer and the sales team.

 

Key Responsibilities

  • Subject Matter Expert
  • Has a deep technical understanding of Ship Traffic Control Solutions
  • Act as the subject matter expert and provide consultation and solutions mapping to customers, potential customer and internal stakeholders.
  • Sales & Business development
    • Meet potential and existing customers when and where necessary for all solutions
    • Realization of Order intake value targets in assigned region / accounts
    • Selection, acquisition and retention of (key) accounts (partners / end-users)
    • Apply Strategic Selling Techniques to engage (prospective) customers towards Transas on multi departmental and management levels.
    • Create proposition, quotations, conduct negotiations and close deals, based on company strategy and management guidelines. Gain Executive Level Account Involvement both internally and externally.

 

  • Account Management
    • Building Strategic Account Plans for assigned key Partners and End-Users
    • Conduct (monthly) Order intake analysis and Pipeline management, adjust accordingly when needed
    • Managing the Contract Renewal Process
    • Manage virtual account / project teams related to assigned Customer base, using Internal and external (customer) departments. Monitor the output of the teams.
    • Work closely in a (regional) sales team with Sales Coordinators and Sales Expert(s).
    • Manage complaints and escalations.
    • Manage Channel Conflicts within assigned area.

 

  • Reporting
    • Strong CRM Management
    • Timely reporting using the correct formats to keep the organisation informed
    • Contributing to regional plans, budgets and promotion plans

 

  • Marketing
    • Provide market intelligence feedback through the assigned channels.
    • Represent Transas at Industry Exhibitions, (Partner) conferences, etc.
    • Fully support the Marketing Communications activities

 

Qualfications

  • Higher Education (Master / Bachelor) in technical or business field preferred

 

Experience

  • 3 years of sales experience in the maritime sector or B2B sales.
  • Knowledge of Navigation, Communication or IT within the Maritime Industry is considered a strong advantage.  

 

Skills

  • Solution based / Strategic selling methodology or willingness to learn it
  • Public speaking/ Presentation skills
  • Working knowledge of
    Office (essential), ERP and CRM (advantage) applications.
  • Driving licenses (essential)
  • Ability and willingness to travel (national and internationally), estimated to 30-40%
  • Eager to sell, entrepreneur style, able to close deals
  • Strong work ethic
  • Autonomous to fulfil tasks
  • Excellent analytical skills
  • Open to new technology and environment that is in a constant change.
  • Team player with good interpersonal and communication skills, social and outgoing.
  • International network and cross-cultural understanding is an advantage



Last application date:


This is Wärtsilä

Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. By emphasising sustainable innovation, total efficiency and data analytics, Wärtsilä maximises the environmental and economic performance of the vessels and power plants of its customers. In 2018, Wärtsilä’s net sales totalled EUR 5.2 billion with approximately 19,000 employees. The company has operations in over 200 locations in more than 80 countries around the world. Wärtsilä is listed on Nasdaq Helsinki. Find out more at www.wartsila.com