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Location(s): 

Hamburg, DE

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Area Sales Manager

Who we are:

At Wärtsilä Voyage, we radically transform how vessels perform their voyage by leveraging the latest digital technologies, to deliver a step-change in safety, efficiency, reliability, and emissions reduction. And it’s pretty darn exciting…

We’re on a mission to ensure that not only do our customers all around the globe reap the full benefits of the technology revolution, they actively contribute towards achieving a safer, more sustainable shipping future.

Smarter ships will allow operators to more effectively control the movements of their vessels, reduce fuel consumption and lower emissions. Think ‘towards autonomy’ tech and smart voyage optimisation! With the broadest Smart Marine portfolio in the market, we are well positioned to lead the maritime industry towards becoming digitally connected across the entire value chain.

Our work embodies our values: We are accountable to have a positive impact - this is why every Voyager possesses the expertise, deep experience and powerfully bold thinking that will set the maritime industry on a new, exciting course.

 

In this position you will be required to:

Sales & Business development:

  • Responsible for achieving the Sales Targets and Objectives for the assigned region or vertical market. The targets and objectives are set with close cooperation with the Head of Regional Sales.
  • Maintain the tasks and responsibilities of a sales manager related to assigned accounts in the region.

 

Sales Management:

  • Lead a regional sales team that consists of Sales Managers, Sales Experts, Inside Sales Engineers, Sales Supporters and Sales Coordinators who are assigned to a specific geographic region or vertical market.
  • Set and evaluate each team member objectives, sales targets and conduct performance review meetings on a regular basis.
  • Build Strategic Regional plans aligned to Company objectives and Sales Targets.
  • Conduct (monthly) Order intake analysis and Pipeline management for the region, adjust accordingly when needed.
  • Manage virtual account / project teams related to assigned Customer base, using Internal and external (customer) departments. Monitor the output of the teams.
  • Work closely with other (regional) sales teams.
  • Manage complaints, escalations and potential Channel Conflicts within assigned region.
  • Ensure that sales processes are properly followed and compliance to the approval process.

 

Reporting:

  • Strong CRM Management, providing regional reports as required by the Company.
  • Performance review of the assigned team members.

 

Marketing:

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

 

Key requirements:

  • Higher Education (Master / Bachelor) in technical or business field preferred.
  • Sales experience in the maritime sector or B2B sales.
  • Sales leadership.
  • Maritime industry experience is preferred but not essential.
  • Ability to manage a sales team on both hard and soft targets in a dynamic sales environment.
  • Motivate and drive change when required. Lead by example whilst providing a listening ear for team’s feedback.
  • Solution based / Strategic selling methodology or willingness to learn it.
  • Public speaking/ Presentation skills.
  • Working knowledge of Office (essential), ERP and CRM (advantage) applications.
  • Ability and willingness to travel (national and internationally), estimated to 30-40%.
  • Eager to sell, entrepreneur style, able to close deals.
  • Excellent analytical skills
  • Open to new technology and environment that is in a constant change.

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 2019, 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