Product Sales Manager - Fleet optimisation

Wärtsilä is a world leader in marine technology and leading the industry's transformation towards a decarbonised and sustainable future. 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 88% of the world's 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 through innovation in technology and services - together. Are you ready to jump onboard?

Voyage Services, as part of Marine Power, focuses on digital solutions to help customers make “greener decisions” whilst improving their operational efficiency, lowering costs and reducing emissions footprint and taxes. Voyage services is well positioned within the decarbonisation strategy of Wärtsilä and the industry. 

The Fleet Optimisation product line focuses on delivering high value applications to both the Merchant and Cruise segments. Applications include nautical, compliance, technical performance and voyage optimiser and benchmarking tools. The value proposition is further enhanced by Wärtsilä’s experts who consultatively support shipping companies in taking the above-mentioned greener decisions. The core product will be Fleet Optimisation Solution [FOS]. At https://www.wartsila.com/marine/products/fleet-optimisation you will find more information.    

We are now looking for a Product Sales Manager- Fleet Optimisation to join our dedicated global sales team of experts, working for a better future!

The preferred location is Copenhagen, Denmark or Gothenburg, Sweden. We offer a possibility to hybrid work.

What you will be doing

You will be selling the Fleet Optimisation Services directly to the merchant marine market stakeholders suchj as Owners, Managers and Operators in Denmark, Sweden, Finland and the Baltic States. 
The role offers a fantastic opportunity for a strategic and consultative sales HUNTER who wants to be part of the decarbonisation mission of the maritime industry. 
The successful candidate joins an existing, dedicated yet global team of product experts with close collaboration lines. The role reports to the GM Product Sales – Fleet Optimisation.
 
As Product Sales Manager, your work will focus on these responsibilities:
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.

 
To be successful in this role, we expect you to have:

• Relevant education, preferably BSc/ B Eng or equivalent in a relevant field
• Several years of work experience and proven track record (> 5 years) in sales in software/ digital markets.
• Experience and knowledge regarding subjects like Vessel Performance Management, Fuel Performance, Voyage Optimisation, Emissions (CII, Fuel EU), etc
• In-depth knowledge of market and awareness of cultural diversity
• Strong customer focus and capability of building strategic relationships
• Strong business and results-orientation
• Strong negotiation, communication, coaching and interpersonal skills
• As you operate in a global market you must be a team player

In this sales hunting role, business travel is required to meet customers and prospects F2F in Denmark, Sweden, Finland and the Baltic states. We expect a travel approximately of 30-40%, next to the meetings you have virtually (Teams). 
 

Why you and us? 

We at Wärtsilä believe in empowerment, ownership and taking responsibility of our work. We support each other’s growth and co-creation is the true basis of our innovation. We have courage to see opportunities and take initiative. 

We are authentic and honest, and we strongly believe in that by being your own true self you can accomplish so much more. We don’t always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you, and where you can feel safe and cared for. Are you eager to be part of this ambition? 

We have an amazing team and we are excited about our work and the impact it has on building sustainable societies. We are looking to find a colleague with this shared passion for smart technologies and a sustainable future. 

Contact & next steps 

We hope to hear from you soon, by submitting your application through our careers portal. We aim to keep you updated on the process throughout. 

For further questions please reach out to Alex van Knotsenborg, General Manager, Product Sales, Fleet Optimisation through email alex.vanknotsenborg@wartsila.com with any questions related to this position (only for questions from direct job applicants, applications through email will not be recorded or responded to). 

Welcome to join us in shaping the decarbonisation of marine and energy!

Last application date: 17/04/2025 

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. 

Please note that according to Wärtsilä policy, voluntary consent for a security check may be required from candidates being considered for this position, depending on the applicable country. 

This is Wärtsilä 

Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. Our team of 18,300 professionals, in more than 230 locations in 77 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com. 

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