Purpose
Grow sales, market share and optimise profit of new ships build on assigned shipyards within the area of your responsibility. Hunt for new business from new customers and actively seek new opportunities with existing customers. Work closely with Account Managers (AM), Technical Sales Managers (TSM) Business Development Managers (BDM), NBI CS Desk and NBI offer development counterpart(s).
Main responsibilities
61 Drive profitable sales growth of newbuildings within the area of responsibility (allotted Yards)
61 Foster strong relationships with the ship owner’s site managers (i.e., Superintendents, Capt., C/E, C/O, etc) as well as relevant decision makers on shipyards through high quality and frequent customer face to face meetings (including AM or TS BDM or independently)
61 Proactively utilize the available sales tools to identify areas of growth and facilitate respective actions within portfolio
61 Seek out, develop, and maintain multilevel entry points and relationships with the customers
61 Monitor, build and support the NBI sales pipeline and close deals to hit the targets
61 Work closely, align with (building team spirit) and hand-over to internal stakeholders such as AMs, CS team members, TSMs, BDMs, PSEs, PMs, and OPs team members to drive growth and process compliance
61 Active pipeline management for the relevant SPGs. Meaning:
A. building a robust opportunity pipeline through identifying and driving opportunity progression and achieving specified sales targets through conversion of quality opportunities on existing customers and new business
B. Ensure focus on the right customers, the right opportunities and to define customer facing activity - based on likelihood of conversion
C. Secure strong focus and follow-up on NBI opportunities in the pipeline
61 To support customers directly on a day-to-day basis with product selection, start-up, commissioning, training, etc
61 Ensure accurate and updated information on opportunities in WSS CRM
61 Hold a high level of technical and practical understanding of the products within the portfolio
61 To report on performance, corrective actions and product offer to Product Management
61 To closely collaborate with Products/Planning and Marketing in developing sales material
61 To proactively seek out the latest market intelligence in the Newbuilding market
61 To present and promote WSS products and services at conferences/customer events and exhibitions to position WSS as a market leader technically and commercially.
Main Qualifications
61 Formal education in engineering/technical studies
61 Minimum 3+ years direct sales experience of technical products to shipyards. Tech. experience from maritime industry is a plus.
61 Excellent communication and presentation skills and ability to communicate effectively within a multinational environment
61 Fluent English - both writing and speaking
61 Ability to work independently and systematically
61 Able to meet deadlines through good time management and allocation of priorities
61 Self-driven, outgoing, and full of initiative
61 Proven team player and receptive to new ideas
61 Ambitious