Senior Sales Manager

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?

As ANCS (Automation, Navigation & Control Systems), we transform how vessels perform to create the safest and most efficient journey for our customers – always with the vision in mind to navigate towards a more sustainable maritime industry. With our rich history of pioneering maritime technologies we have defined industry benchmarks.

To be better tomorrow, we need the right talents today to complement our strong team of 650 employees in over 10 countries across the globe with the right skills, experience and a winning attitude.

We are looking for a 

Sales Manager, Automation & Navigation (m/f/d)

preferably placed in Germany, Hamburg. 

What you will be doing 

The successful candidate will be responsible for ensuring that we identify and pursue relevant opportunities in her/his area, enhancing sales of New Build, Upgrades, Retrofit & After Sales products in Navigation & Automation and for closing the deals with the customer in Europe. The Sales Manager, Navigation & Automation will be reporting into the Area Sales Manager, Central Europe and Nordics.

The Sales Manager Automation & Navigation will drive and establish sales to both new and existing customers. Preferably she/he has a good network to the Maritime Industry focusing on leveraging the market potential. By identifying, quantifying and capitalizing on new growth opportunities you will directly increase sales and order book. The candidate will manage and be responsible for all aspects of sales activities from handling and coordination of inquiries to successful handover of orders to order processing.

The candidate must utilize their technical expertise and market knowledge to win opportunities and expand the business, therefore the candidate should have or gain extensive product understanding of both current NACOS Platinum Automation and Navigation products as well as existing legacy products and how customers use these solutions, and a broad understanding of the international market and relevant stakeholders.

Your role and responsibilities 
 
Accountabilities: 

• Accountable for quality and timely response for inquiries, quotations and orders.
• Accountable for order intake
• Accountable for margins/ profitability
• Accountable for increase of customer satisfaction level through consistent communication and support

Key responsibilities:

• Generate sales leads from customers in defined area
• Active in opportunity management in order to meet yearly budget
• Increase market share of portfolio
• Generate reports and forecast for order-intake in defines area with active use and discipline in maintaining CRM
• Overall customer satisfaction
• Update and follow up feedback from customers in defines area
• Active use of available sales tools
• Actively collaborate with and provide consultation with internal and external stakeholders and customer groups in the region including, but not limited to:
  • Owners/ Operators/ Owner representatives
  • Shipyards
  • Owner representatives
  • Design / Technical consulting offices
  • Industry groups such as regulatory
  • Agents and distributors
• Actively engage other (global) functions and team members to capture opportunities.
• Ensure a smooth transfer of contracted opportunities into orders
• Ensure quality of contracts and in line with Wartsila policies.
• Customer communication and support for running projects in cooperation with Sales Supporting Team
• Identify, report and manage potential risks detected in the assigned projects.

 
Your profile:
 
Key Requirements:

• Several years of experience from sales roles in maritime industry
• 5+ years of sales experience in the maritime sector selling, background in Automation or Navigation is a plus
• BA/BS in Business Management, Sales Management, Business Development Management, Engineering or equivalent from an accredited university or equivalent relevant background.
• MBA or equivalent is desired.
• Knowledge, direct experience, and subject matter expertise in Marine Automation and Navigation prefered
• Network in the marine industry, good understanding of stakeholders in the sales process.
• Very good negotiation and communication skills
• Customer orientation
• Experience in multicultural and international working environment.
• Excellent communication skills.
• Fluent in English and German (written and oral)
• Willingness to frequently travel domestic and if required international.

In this role, some travel is required to meet with our customers around the world. Thus, we hope you to be ready to travel approximately 60%, even though most of the meetings are held virtually.

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 Franc Polte, Area Sales Manager Central Europe & Nordics, through email franc.polte@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: 07/01/2025 

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.