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Location(s): 

Fort Lauderdale, FL, US Herndon, VA, US Surrey, CA Dartmouth, CA Chesapeake, VA, US Orlando, US Emeryville, US Harvey, US Houston, US Melbourne, FL, US

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Sales Manager, Projects

Sales Manager, Projects – North America


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 2020, Wärtsilä’s net sales totalled EUR 4.6 billion with approximately 17,800 employees. The company has operations in over 200 locations in more than 80 countries around the world. Wärtsilä is listed on Nasdaq Helsinki.

 

Wärtsilä Marine Power Project Sales, region Americas is seeking a qualified candidate to fill a Sales Manager, Projects position. The desired location for this position is Fort Lauderdale FL, but any location within the USA or Canada may be considered.

 

Ideally the Sales Manager, Projects should have completed a Bsc in Business or MBA, combined with a relevant Engineering diploma or degree or other experience in selling complex technical solutions and have at least 5 years of relevant (North America focussed) Marine industry experience.

 

As a  Project Sales Manager, you will focus on these responsibilities:

  • Reporting directly the GM Project Sales, the Project Sales Manager primary focus will be to effectively capture new and existing opportunities regarding large retrofit projects within the Marine sector in the North America area.
  • Pro-actively target customers / identify opportunities based on Wärtsilä’s strengths and to drive decarbonisation in the industry.
  • Maximize sales volumes, while maintaining margins.
  • Strong focus on understanding the customer’s business or customer’s targets and uncovering customer explicit and implicit needs and communicating those needs across the organisation and sales team.
  • Together with your (virtual) sales team build compelling value propositions covering the customer needs and business model to demonstrate real value.
  • Lead, manage and pro-actively drive these (often virtual) sales teams to meet deadlines, align with customer’s buying cycle and to ultimately generate order intake.
  • Develop and manage opportunity strategic plans and actively lead opportunity strategy sessions together with the other colleagues in the area and business lines.
  • Organise frequent visits and participate in networking events with customers to include road shows, webinars, lunch and learns, etc. in conjunction with product and solution experts from the different business lines.
  • Maintain frequent, accurate, and useful updates of customer interactions (visits), opportunities, and customer intelligence in Salesforce.
  • Collect and communicate market intelligence.
  • Negotiate terms and conditions of contracts and close deals.

 

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

  • Experience in working within a multicultural highly matrixed environment without direct supervision.
  • Experience in leading (virtual) sales teams and having a large internal as well as external network is considered a major advantage in being successful in this role. In addition, you should have a (not in order or importance):
  • Comprehensive understanding of the Marine industry and familiar with local requirements, customer business models, and ways of working.
  • Ability to understand and communicate technically complex solutions and concepts and their value in an easy and understandable way to customers.
  • Exceptional presentation skills and experience in selling high value – long term projects on a value and or consultative basis taking CAPEX, OPEX and life cycle benefits into account.
  • Excellent communications skills (exercises active listening, builds trust in networks and relationships and gives feedback in constructive manner).
  • Strong sales, contract negotiations, planning and presentation skills.
  • Strong team player attitude (internally and externally).
  • Entrepreneurial drive with hunter mind-set and not accepting “no for an answer” too quickly.
  • Eager and competent to engage in C-level and high-level Governmental employee discussions.
  • Experience with Salesforce or similar CRM systems
  • Self-disciplined, a self-starter and ability to operate in a fast-paced and changing market environment.
  • Willingness to frequently travel (+/- 50%) and work in and with a global team of professionals
  • Language: Fluent English, verbal and written. Other language skills is certainly a plus

 

Why you and us

You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team. 

 

If you feel excited by being a part of this working environment and think your personal skills and qualities match the job requirements, we look forward to receiving your job application.

 

Successful applicant must be authorized to work in the USA or Canada without sponsorship.

 

We look forward to hearing from you. Qualified candidates must apply online: http://www.wartsila.com/en/careers/vacancies.

 

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

 

Last application date: 09/07/2022

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

Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. We emphasise innovation in sustainable technology and services to help our customers continuously improve their environmental and economic performance. Our dedicated and passionate team of 17,000 professionals in more than 200 locations in 68 countries shape the decarbonisation transformation of our industries across the globe. In 2021, Wärtsilä’s net sales totalled EUR 4.8 billion. Wärtsilä is listed on Nasdaq Helsinki. Find out more at www.wartsila.com.

 


Nearest Major Market: Fort Lauderdale
Nearest Secondary Market: Miami