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Primary Location: 

Singapore, SG

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Sales Expert - STC North Asia


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 with smart technology, and our Smart Marine and Energy visions 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 cleaner 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?

 

The primary responsibility of the Sales Expert - STC is to increase order intake by actively seeking new customers and developing a lasting relationship with existing clients through excellent service. He/she also act as a Subject Matter Expert in the area of Ship Traffic Control (STC), providing consultation and solutions to our customer, potential customer and the sales team.

Key Responsibilities

Subject Matter Expert
Has a deep technical understanding of Ship Traffic Control Solutions
Act as the subject matter expert and provide consultation and solutions mapping to customers, potential customer and internal stakeholders.
Sales & Business development
Meet potential and existing customers when and where necessary for all solutions
Realization of Order intake value targets in assigned region / accounts
Selection, acquisition and retention of (key) accounts (partners / end-users)
Apply Strategic Selling Techniques to engage (prospective) customers towards Transas on multi departmental and management levels.
Create proposition, quotations, conduct negotiations and close deals, based on company strategy and management guidelines. Gain Executive Level Account Involvement both internally and externally.
 
Account Management
Building Strategic Account Plans for assigned key Partners and End-Users
Conduct (monthly) Order intake analysis and Pipeline management, adjust accordingly when needed
Managing the Contract Renewal Process
Manage virtual account / project teams related to assigned Customer base, using Internal and external (customer) departments. Monitor the output of the teams.
Work closely in a (regional) sales team with Sales Coordinators and Sales Expert(s).
Manage complaints and escalations.
Manage Channel Conflicts within assigned area.
 
Reporting
Strong CRM Management
Timely reporting using the correct formats to keep the organisation informed
Contributing to regional plans, budgets and promotion plans
 
Marketing
Provide market intelligence feedback through the assigned channels.
Represent Transas at Industry Exhibitions, (Partner) conferences, etc.
Fully support the Marketing Communications activities
 
Qualfications
Higher Education (Master / Bachelor) in technical or business field preferred
 

Experience
8 years of sales experience in the maritime sector or B2B sales.
Knowledge of Navigation, Communication or IT within the Maritime Industry is considered a strong advantage. 
 

Skills
Solution based / Strategic selling methodology or willingness to learn it
Public speaking/ Presentation skills
Working knowledge of
Office (essential), ERP and CRM (advantage) applications.
Driving licenses (essential)
Ability and willingness to travel (national and internationally), estimated to 30-40%
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: [[09/12/2020]]


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