Main responsibilities

61 Drive profitable sales growth on current and new customers within the respective product portfolio
61 Define prioritized target lists, and follow through with the respective activity required to close deals, demonstrating a best practice technical sales approach
61 Work closely with the Sales counterpart (KAM) to define relevant SPG integration within their Sales Activity Plans, ensuring tangible activity is owned, implemented, and recorded relating to the planned opportunities captured
61 Build the sales pipeline to hit the targets as specified, based on quality opportunities on existing accounts (share of wallet) and new business
61 Ensure opportunity progression in sales pipeline and conversion to account sales
61 Secure strong focus and follow-up on NBI and DD opportunities in the pipeline
61 Proactively utilize the available sales tools to relentlessly identify areas of growth for assigned product portfolio and facilitate respective actions with target customers
61 Foster strong relationships with the customers through high quality and frequent customer face to face meetings.
61 Seek out, develop, and maintain multilevel entry points and relationships with customer target accounts

61 Collaborate closely with Customer Services to secure growth and a unified approach to customer opportunities
61 Hold the highest level of technical and practical understanding of assigned SPG’s within the sales org. and apply this competency for commercial and customer facing purposes
61 Ensure accurate and updated information is inputted in WSS CRM system including visit reports, opportunities, deals etc.
61 Ensure full compliance with WSS sales governance and risk management for own portfolio

Accountabilities

Key KPI’s - this position will be measured against:

61 Account sales growth for accountable SPGs
61 Sales profitability
61 Customer face time (sales calls)
61 CRM Utilization
61 Opportunity creation, progression, and conversion
61 Sales effectiveness and compliance with WSS Sales Governance.
Health, Safety & Environment
As a Manager:
61 The manager shall ensure that WSS avoids harm to the environment, and that the work environment for employees, contractors and visitors who report to him/her is safe and without harm to human health, by:
61 Ensuring that all appropriate risk management procedures are in place and followed to demonstrate risk mitigation.
61 Ensuring that employees, contractors, and visitors have the training and skills to perform their tasks safely & effectively.
61 Ensuring that the correct personal protective equipment (PPE) is provided, used, checked, and maintained.
61 Ensuring that all incidents, injuries, near misses, safety hazards and cases of non-compliance with health and safety procedures are reported, investigated, and resolved to prevent recurrence.
61 Being active and involved in safety; set an example and participate.
61 Considering environmental aspects during operations or projects and reporting findings to upper management. Has the authority and responsibility to establish more specific goals and objectives within area of responsibility and to promote continual improvement. Identifies the expectations of interested parties and develops and creates accountability. The manager is responsible for guiding their teams and communicating global goals and objectives within their defined departments.
61 *This includes both physical and psychosocial health and safety.

Qualifications

61 Bachelor’s degree or equivalent marine qualification preferred. Lack of formal education can be compensated by relevant experience.
61 Preferably international sales experience in technical sales
61 Sailing or other maritime engineering experience is preferred
61 Results oriented and with demonstrated achievements in sales
61 Experience from negotiating with customers
61 Proven track record of establishing and maintaining relationships with customers
61 Ability to work independently by planning and organizing own work
61 Ambitious and a strong desire for success with a commercial mindset
61 Able to meet deadlines through good time management and allocation of priorities
61 IT literate/digital savviness, with experience from working with excel, MS office, CRM systems etc.
61 Highly structured
61 Proven communication skills and a good command of the English language (verbal and written)
61 Good time management & allocation of priorities
61 Ability to change and drive change
61 Curiosity, learnability, adaptability and determination