Product Sales Manager - Fleet Optimisation

Wärtsilä is an innovative technology company known for being a forerunner in the Marine and Energy markets. Every day, we – Wärtsilians - put our hearts and minds into turning Wärtsilä's purpose of enabling sustainable societies through innovation in technology and services into reality. Our ultimate aim is to provide increased value to both our customers and society. New, game-changing ideas and continuous improvement have been part of our DNA since 1834. Together, we can create new business opportunities and more sustainable future that we can all be proud of. 

We want to transition the world towards a decarbonised and sustainable future. By pushing the boundaries of engineering and technology, we can make it work. We are always on the lookout for future-oriented talent – want to join the ride?

Voyage Services, as part of Marine Power, focuses on digital solutions on both ship and shore to help customers to make “greener decisions” and improve their operational efficiency, leading to lower costs and reduced emissions. Voyage services is well positioned within the decarbonisation strategy of Wartsila and the industry.

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 position is based in Fort Lauderdale, Florida, and offers a hybrid work schedule, requiring two days per week in the office.

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.

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

• Bachelor’s degree or equivalent work experience.

• Minimum of 5 years of sales experience, with demonstrated success in driving sales within software and digital markets, preferably with experience in vessel performance (fuel, emissions, and route optimization).

• Have In-depth knowledge of market and awareness of cultural diversity.

• Have Strong customer focus and capability of building strategic relationships.
• 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.
• Willing and able to travel up to 40% of the time, primarily within the North America region.

Last application date: 06/04/2025 

Successful applicants must be authorized to work in the USA without sponsorship.

Travel Requirements: This position requires a 40% travel commitment, encompassing both domestic and international. The role demands adaptability to varying travel demands. Prospective candidates should be prepared to fulfill these travel obligations as an integral aspect of the position's responsibilities.

Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package. Wärtsilä North America is an EOE/AA employer.

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.

Effective January 2025, Wartsila companies in the USA will implement a new hybrid work model. Most employees who live within 40 miles of an office will work 2 days per week in office. This model will provide our employees the flexibility of working from home, while also providing the benefits of in-person collaboration twice a week. We will be happy to provide more information during your interview process.

This is Wärtsilä 

Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. Our team of 17,800 professionals, in more than 280 locations in 79 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com.