Product Sales Manager - Fleet Optimisation

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 through innovation in technology and services 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 decarbonised and sustainable 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?

Voyage Services, as part of Marine Power, focuses on digital solutions on both ship and shore to help customers to make “greener decisions” and improve their operational efficiency, leading to lower costs and reduced emissions. Voyage services is well positioned within the decarbonisation strategy of Wartsila and the industry.

Voyage Services serves two product groups: Fleet Optimisation and Ports & Simulation.The Fleet Optimisation group focuses on delivering high value applications to both the Merchant Marine and Cruise segments. Applications include nautical, technical performance and voyage/ machinery optimisers. They blend in nicely with the digital services of Marine Power. 

Within the Fleet Optimisation - Product Sales team we have a fantastic opportunity for a strategic and consultative sales hunter who wants to be part of the decarbonisation mission of the maritime industry.

We are looking for a 

Product Sales Manager - Fleet Optimisation (m/f/d)

to join our team working for a better future. 

The preferred location for this position is Hamburg, Germany.

What you will be doing 

Prime focus is on merchant marine market stakeholders such as Owner, Ship Managers and Operators. The role is part of a regional dedicated yet global team of product experts with short communication and collaboration lines. The role reports to the GM Product Sales – Fleet Optimisation.

As Product Sales Manager your work will focus on these responsibilities: 

• Sales growth
  • Achieve YoY Sales Growth (Order Intake/ Revenue) by actively hunting new business (ships), reducing vessel churn (maintain installed base) and drive upsell in existing accounts. Your Fleet Optimisation & Merchant Marine market domain expertise makes you the ideal speaking partner to discuss optimisation strategies.  
  • Work in close collaboration with regional sales team and internal stakeholders to turn leads into prospects, consultative advice (prospective) Customers, create quotations and close deals through bid- and contract management (sales governance).
  • Work together with Wärtsilä Marine Power colleagues to strengthen the value proposition of the Fleet Optimisation products and vice versa.
  • Aligned with the Go-To-Market (GTM) initiatives, drive the launch of new Optimization services and life cycle management/ performance agreement opportunities.

• Marketing and market feedback
  • Feed market intelligence and customer needs back to organization to influence and advice on future product(s) roadmap development
  • Ensure product updates, product training, new product initiatives and GTM/ marketing strategies are executed towards the market.
  • Represent Wartsila at trade shows, conferences and webinars and be available as speaker as product domain expert.

• Reporting & Data management
  • Strong CRM Management, focused on sales funnel development and accurate forecasting
  • Use of data and analytics to identify new opportunities

• KPIs
  • Product sales funnel growth (prospect to commit stage)
  • Product sales order intake/ revenue target (closing deals)
  • Commercial margin target
     

As an ideal candidate, you will:

• Have relevant education, preferably BSc/ B Eng or equivalent, work experience and proven track record in successfully driving sales in software/ digital markets.
• Have In-depth knowledge of market and awareness of cultural diversity
• Have Strong customer focus and capability of building strategic relationships
• Have Good knowledge of Wärtsilä products and solutions
• Have Strong business and results-orientation
• Have Strong negotiation, communication, coaching and interpersonal skills
• As you operate in a global market you must be a team player
• ​​​​​​​Fluent in German and English

Why you and us? 

We at Wärtsilä believe in empowerment, ownership and taking responsibility of our work. We support each other’s growth and co-creation is the true basis of our innovation. We have courage to see opportunities and take initiative. 

We are authentic and honest, and we strongly believe in that by being your own true self you can accomplish so much more. We don’t always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you, and where you can feel safe and cared for. Are you eager to be part of this ambition? 

We have an amazing team and we are excited about our work and the impact it has on building sustainable societies. We are looking to find a colleague with this shared passion for smart technologies and a sustainable future. 

Contact & next steps 

We hope to hear from you soon, by submitting your application through our careers portal. We aim to keep you updated on the process throughout. 

For further questions please reach out to Alex Van Knotsenborg, GM Product Sales Fleet Optimisation through email alex.vanknotsenborg@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). 

Welcome to join us in shaping the decarbonisation of marine and energy!
 

Last application date: 16/12/2024 

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.