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Primary Location: 

Singapore, SG

Function:  Business Development
Job Category:  Sales & Marketing

Director, Sales Simulation APAC

The Director Sales Simulation APAC develops a portfolio of prospects and increases Order Intake by winning opportunities using his/ her technical (domain) expertise, market knowledge and market network in the APAC region for our Simulation Product Line. He/ she works closely with the Sales Director APAC and leads a team of Sales Experts and/or Sales Managers. Geographic mobility and high availability is required to achieve the assigned Sales team goals. Besides leading the team, the Director Sales Simulation APAC will also manage a portfolio of accounts.

 

Job responsibilities

 

  • Sales & Business development
    • Responsible for achieving the Sales Targets and Objectives for Simulation Product Liner in APAC region. The targets and objectives are set with close cooperation with the Sales Director APAC.  
    • Maintain the tasks and responsibilities of Sales Experts/Managers related to assigned accounts in the region.
    • Meet potential and existing customers when and where necessary for all solutions
    • Selection, acquisition and retention of (key) accounts (partners / end-users)
    • Lead the APAC Sim Team in supporting (potential) customer with (pre) tender requisition, using Transas specifications.
    • To ensure a good chance of winning Tenders, the SE scrutinizes RFI, RFQ, conduct site surveys and Transas Project Bid documentation, costing, scope including advise on competitive landscape, winning price, bid/ no bid decisions, etc.
    • Create proposition, quotations, conduct negotiations and close deals, based on company strategy and management guidelines. Gain Executive Level Account Involvement both internally and externally.

 

  • Sales Management
    • Daily manage a regional sales team that consists of Sales Experts and Sales Managers who are assigned to a specific geographic region.
    • Set and evaluate each team member objectives, sales targets and conduct performance review meetings on a regular basis. Steer and recommend where necessary.
    • 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.
    • Managing the Contract Renewal Process

 

  • Support Account Management
    • Lead APAC SIM Sales Team in keeping existing customers up to date with new developments regarding the assigned domain. The goal is to secure system upgrades and continued long term relationships. This can be achieved via seminars, webex or planned trips in specific territories (coordinated with the Sales manager).
    • Support and review technical queries from customers and help positions potential solutions to the problem. Escalate within the organization when necessary.

 

  • 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 Transas at Industry Exhibitions, (Partner) conferences, etc.
    • Fully support the Marketing Communications activities.

 

  • Product Support
    • Provide market intelligence and product improvements to Solutions.
    • Represent Transas at Industry Exhibitions, (Partner) conferences, etc.
    • Supports Solutions/ R&D with product testing/ product review where applicable.
    • Support customer trials, field tests and POC’s with product expertise and positioning to the customer.

 

Snapshots of our ideal candidate

 

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

• Considerable sales experience in either the maritime sector or B2B sales.

• Maritime industry experience is preferred but not essential.

• Simulation selling expertise and the ability to explain in a consultative way to the (potential) customer is required. 

• Experience of coordinating and managing sales team members is essential on both hard and soft targets in a dynamic sales environment.

• Sales leadership experience desirable.

• Knowledge of Navigation, Communication or IT within the Maritime Industry is considered a strong advantage.

• Solution based / Strategic selling methodology
• Public speaking/ Presentation skills

• Working knowledge of Office (essential), ERP and CRM (advantage) applications.
• Ability and willingness to travel internationally, estimated to 50-70%
• 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: 31/08/2019

 

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

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