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Location(s): 

Singapore, SG

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Sales Manager - Smart Vessel (South East Asia)

 

Wärtsilä is on a decarbonization mission. We want to be part of a cleaner and safer industry and support our Customers in that same mission to achieve their business KPI’s.

 

Here at Wärtsilä Voyage, we believe that solutions to decarbonize are embedded in data. Our business focuses on combining our expertise as an OEM with modern technology (such as AI/ML) and trends in the industry (such as vessel connectivity) to reduce the carbon footprint of shipping and make life both safer and easier for everyone involved.

 

To support our decarbonization path, we have a fantastic opportunity in our sales team for a Sales Manager – Smart Vessel (South East Asia). The focus of the role is to drive adoption of our Fleet Operations Solution (FOS)  service with owners, managers and operators. The keywords here are digitalization, decarbonization, navigational safety, regulatory compliance and reducing crew workload. We are already a market leader in this space, and have thousands of connected ships from many different customers using our services.

 

You will also be responsible for sales of more traditional ship equipment such as navigation and automation systems, and if you’re industrious enough, maybe even our semi-autonomous vessel technology as the industry gradually moves toward an autonomous future. You can find more information about our extensive product portfolio here: https://www.wartsila.com/voyage

 

This is a permanent opportunity and its preferred location is Singapore. 

 

What will you be doing:
As Sales Manager, Smart Vessel (Southeast Asia), your work will focus on these responsibilities:

Sales & Business Development 

  • Reporting to the Area Sales Manager – Smart Vessel to deliver success and support Wärtsilä Voyage strategic goals for Asia Growth and push revenue growth in Southeast Asia, Australia and New Zealand
  • Team and individual contributor to achieve Southeast Asia sales target for the region generated from responsible sales accounts 
  • Responsible for end to end sales cycle process: (prospect – pitch – qualification – preparation – negotiation – closing). Key targets, ship owners, ship managers, ship operators and ship yards.
  • Develop and execute tactical sales actions plans to meet sales targets
  • Perform account manager role to manage customer expectations and ensure customer satisfaction and to spot upselling/cross-selling opportunities
  • Joint team player with other departments (eg) Advisory, Project Management to deliver project success from implementation of products and solutions on customers’ vessels and offices 

Sales Management 

  • Conduct weekly/monthly order intake reviews, sales pipeline and opportunities management and to adjust sales tactical actions accordingly
  • Discuss and report weekly sales activities with Area Sales Manager to progress accounts in the sales cycle process
  • Manage customer complaints and to escalate to Line Manager or various internal stakeholders
  • To prepare individual compelling sales pitches for customer presentations/meetings and ability to gauge customers’ needs
  • Identify potential customers through cold calling, webinars and/or any other networking initiatives
  • Act as consultants in customer settings, to detect requirements and gaps, provide advice and recommendations, and to propose solutions from Wärtsilä Voyage portfolio of services

Reporting and Processes

  • Report sales activities via the CRM tool and for target/revenue monitoring 
  • Discuss opportunities and initiatives with Line Manager on regular basis in review meetings for personal development and work improvement and to implement changes where necessary
  • Ensure timely reporting, support and adhere to sales processes for internal compliance

Marketing

  • Provide market intelligence feedback through assigned channels
  • Represent Wärtsilä Voyage at industry events, exhibitions, conferences etc
  • Support and execute Marketing Communications activities to promote awareness
     

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

  • Professional degree from any recognized Universities or equivalent by experience with 10 years selling in B2B environment
  • Proven track record in sales, preferably in solution sales within maritime industry
  • Knowledge of business management systems, data analysis, ship and shore software applications and willingness to learn technical concepts to become domain experts in our product offerings
  • Good presentation skills and strong in communication to deliver value propositions to customers
  • Strong curiosity and inquisitive nature to discover customers’ needs, detect gaps and offer ways to solve them
  • Ability to travel around Southeast Asia regions for sales activities
  • Strong relationships to senior stakeholders working for ship owners, managers and operators/charterers

 

Why you and us
All our employees are encouraged to utilise the variety of training activities, learning solutions and self-study materials that we have to offer which supports the opportunity to further develop your talents and competencies within a very global working environment, in an ambitious and growth orientated organisation.

 

Contact & next steps
Does this sound like the job for you? If yes, we hope to hear from you before the application deadline 27 May 2022 by submitting your application through our careers portal. Are you still wondering if you should apply and would like to get something clarified? Please reach out to HyunJoo Kim, Talent Acquisition Specialist (hyunjoo.kim@wartsila.com) with any questions related to this position (only for questions from direct job applicants, applications through email will not be recorded or responded to).

Please apply by 27 May 2022 23:59 GST. Our recruiting tool recognizes the time zone where the job ad has been published and closes the application period according to same time zone.

 


Last application date: 27/05/2022
 

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 Voyage transforms how vessels perform their journeys and ports manage their operations by leveraging the latest digital technologies. Using data and AI-driven software, we deliver real-time insights into operations, performance, and energy use to enhance safety, efficiency, and reliability, saving fuel and minimising emissions. Our solutions combine bridge infrastructure, cloud data services, decision support systems, and smart port solutions to enable shore-to-shore visibility. We are committed to building an end-to-end connected digital ecosystem for shipping where all vessels and ports are integrated, and all operations are safe and sustainable. 
www.wartsila.com/voyage 

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.

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