Share this Job
Primary Location: 

USA - Annapolis, MD, US

Function:  Business Development
Job Category:  Sales & Marketing

Business Development Manager Navy

Vacancy in Wärtsilä North America, Inc.

Position: Business Develolpment Manager - Navy

Reporting to: Area Sales Director, WNA

Location:  USA

Wärtsilä in Brief:


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.


Position Description:


•    Reporting directly the Area Sales Director the Business Development Manager (Navy)’s primary focus will be to effectively establish and execute a sales strategy to capture new and existing customers in and within the Marine sector to include but not limited to shipyards, designers, owners and operators in and within the United States Naval Operations scope to include: ONR, Navsea, MSC, USCG and others.
•    Maximize sales volumes while maintaining top and bottom line margins for all Wartsila Marine Solutions.
•    Establish “go to market” certification of Wärtsilä products and life-cycle solutions specific to US Navy programs and content plans by co developing with other US government industry partners and Smart Marine technologies.
•    Strong focus on uncovering customer needs and communicating those needs across the organisation.
•    Frequent visits to customers to include “road shows” in conjunction with segment and product experts.
•    Lead and manage (often virtual) capture teams within the company.
•    Together with your (virtual) sales team build compelling value propositions covering the customer needs and showing the real value.
•    Maintain frequent, accurate, and useful updates of customer interactions (visits), opportunities, and customer intelligence in Salesforce. 
•    Develop and manage account plans/profiles and actively participate in account strategy sessions.
•    Collect and communicate market intelligence
•    Negotiate terms and conditions of contracts
Wärtsilä is an equal opportunity employer. We encourage minorities, women, protected veterans and disabled individuals to apply.  Wärtsilä complies with the Drug Free Workplace Act of 1988.  In an effort to maintain a drug-free workplace, we perform pre-employment substance abuse testing and background checks. 


Ideally the Business Development Manager - Navy should have completed a Bsc or Master in Engineering, MBA and have at least 10 years of relevant Marine industry and or military service within the Marine sector (Merchant Marine, US Navy, Coast Guard, Naval Reserve).   The individual should be relevant in the industry and possess an updated “rolodex” of influencers and decision makers and knowledge of navigating complex government channels in the Washington DC Area.

Experience in working within a multicultural highly matrixed environment without supervision.  Experience in leading (virtual) sales teams is considered a major advantage in being successful in this role. In addition you should have a: 


•    Comprehensive understanding of the Marine industry 
•    Ability to understand and communicate technical concepts.
•    Exceptional presentation skills and experience in selling high value – long term projects on a value and or consultative basis CAPEX, OPEX and life cycle aproach
•    Excellent communications skills (exercises active listening, builds trust in networks and relationships and gives feedback in constructive manner).
•    Strong sales, contract negotiations, planning and presentation skills.
•    Team player attitude (internally and externally).
•    Entrepreneurial drive with hunter mind-set.
•    Eager and competent to engage in C-level discussions.
•    Experience with Salesforce or similar CRM systems 
•    Self-disciplined, a self-starter and ability to operate in a fast-paced and changing market environment.
•    Willingness to travel and work in a global team of professionals (+/- 50%)
•    Language: Fluent English, second language is a plus
•    US Citizenship required.  Active or previously held Secret and or Top Secret clearance preferred.


Successful applicant must be authorized to work in the USA without sponsorship.


We look forward to hearing from you. Qualified candidates must apply online http://www.wartsila.com/en/careers/vacancies.


Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package.  

Wärtsilä North America is an EOE/AA employer.

Nearest Major Market: Annapolis