Tokyo, JP

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Business Develpment Manager, Sales

Wärtsilä Energy is seeking a Business Development Manager to join our team in Japan.


Wärtsilä Energy leads the transition towards a 100% renewable energy future. We help our customers unlock the value of the energy transition by optimising their energy systems and future-proofing their assets. Our offering comprises flexible internal combustion engine-based power plants, energy management systems, and storage, as well as lifecycle services that ensure increased efficiency and guaranteed performance.  Wärtsilä has delivered 73 GW of power plant capacity in 180 countries around the world. www.wartsila.com/energy


The successful candidate for this position will be accountable for opening up new markets, creating a pipeline of projects and originating sales for New Build and Lifecycle services agreements for flexible engine- based power plants in Japan.


As a part of the Energy organization, you will be part of the Area sales team driving initiatives on the energy transition and working closely with our Growth & Development team. This position is based in our Tokyo office and reports directly to Energy Business Director, North & Southeast Asia.


This position main accountabilities and responsibilities are:


  • Promote Wärtsilä products/solutions to create a strong market presence in Japan and build long-term relationships with existing and new utility customers throughout the life cycle.

  • Promote Energy Business strategic objectives and value based selling propositions to support customers’ decisions.

  • Drive growth in Japan by originating new business opportunities and building a pipeline for Energy new build projects and lifecycle services agreements.

  • Accurately forecast and deliver sales with profitability and risk profiles according to Wärtsilä directives.

  • Responsible for order-intake and order book in Japan for new build engine-based projects.

  • Own customer relationship and opportunity business case/es (Capex & Opex)

  • Develop tailored business cases/value propositions for our solutions and services that is centred around understanding our customer needs, business case, decision-making process

  • Develop, and execute Japan country strategy and action plan, maintain sales opportunities data in CRM and keep updated progress.

  • Develop long term customer relationships & satisfaction, by supporting customers in their lead development and decision-making process and ensure high level of satisfaction throughout the sales process and execution of new build projects.

  • Lead and formulate proposal strategy, negotiations and contracting process with customers internal stakeholders and coordinate deliverables tasks with clear expectations.

  • Lead negotiations (technical & contractual) and ensure quality aspects related to commercial, technical, risks and compliance are addressed.

  • Engage proactively and maintain close relationships with a diverse range of key stakeholders, including utilities, policymakers, project developers, and financiers, Support customers in their lead development and decision making with arguments supporting a full lifecycle view.



  • Comprehensive understanding of the Japanese electricity markets (IPP & utility), country energy policy and economic drivers.

  • Solid understanding of relevant local legislation, regulatory landscape, and the requirements of doing business in a commercial energy environment.

  • Demonstrate success in influencing senior level stakeholders in utility energy environments.

  • Experienced working with top tier management consulting/ investing firms and governmental energy regulator.

  • Consultative or value based selling skills, with the ability to understand customer needs and develop a winning solution.

  • Strong business and results-orientation with a proven track record in successfully leading energy sales projects.

  • Has a strong professional network with energy industry stakeholders, including power generation project developers, independent power producers, utilities, policymakers, regulator, and system operator. Demonstrates an entrepreneurial attitude, being self-directed, goal-oriented, and innovative in approach.

  • Strong technical / commercial aptitude, critical thinking, and analytical skills.

  • High attention to detail, with the ability to drive complex opportunities to profitable closure.

  • Proficiency with MS Office and SalesForce.com, and the ability to learn new tools to support objectives.



  • Candidate must be a native Japanese speaker.

  • Minimum 5-7 years of working experience in the power industry in a business development role, having worked for independent power producer (IPP), utility, OEM, consultancy or other power market players.

  • Bachelor’s or Master’s degree in engineering or economics .

  • Excellent communication, influencing and public speaking skills.

  • Good command in spoken and written English.



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 31/05/2024 by submitting your application through our career’s portal. Are you still wondering if you should apply and would like to get something clarified? Please reach out to Nicolas Leong, Energy Business Director, North & South East Asia (nicolas.leong@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  31/05/2024 at 23:59 JST. 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: 31/05/2024 


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. Our team of 17,800 professionals, in more than 280 locations in 79 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com