Product Sales Manager - Fleet Optimisation

• Sales growth
  • Achieve Yo Y 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
  

• 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