Sales Manager- Ports Systems and Marine Traffic Control Systems

Job Description

Wärtsilä is a world leader in marine technology and leading the industry's transformation towards a decarbonised and sustainable future. With the world's widest portfolio and service network, we - Wärtsilians - deliver efficient, safe and sustainable integrated products and solutions to enhance the business of our customers. The opportunities presented through digitalisation and new technologies are offering a new era of shipping. Did you know that shipping is the world's most efficient mode of transportation and that 88% of the world's trade is carried by sea?

We want to change the course towards an interconnected and cleaner maritime future and are constantly on the lookout for future-oriented talent to join our team and to work towards enabling sustainable societies through innovation in technology and services - together. Are you ready to jump onboard?

You will be part of a global team that develops business strategies which drive growth and profitability, support sales performance through providing steady flow of new leads and opportunities and leverage high level customer experience. This role focuses on Port product offerings including solutions and reports to the Head of MENA for Ports Systems Business Line.

We are looking to expand our global team The position for this role is in Middle East, Dubai

Ready to make an impact? Apply now and join us in shaping the future of smart ports and vessel traffic management solutions!

Job Must Requirements

• BSC in Electronics, Telecommunication and/or Electrical Engineering from well reputed university. (5 years engineering study)
• Sales, Product and/or Presales experience minimum 5 years in industrial security systems preferably Maritime.
• Proven exposure experience to cross-organizational functions: project management, logistics, procurement, engineering ... etc.
• Presentation, communications, Negotiation, Selling and other Soft Skills.
• Professional in Microsoft Office Package including Visio, CRM systems and other SAP systems (as user).
• Travelling for meetings whenever needed.
• Delivery of all work outputs to strict deadlines.
• Fluent in Arabic and Fluent in English.

Job Plus Requirements

• MSc in management or equivalent experience of 8 years in product/sales in maritime ports systems.
• Cross regional experience within Middle East Region and North Africa countries.
• Proven experience in presales engineering of the product or sales of minimum 4 years.
• Courses in Sales or Pre-Sales.
• Other languages, French, Russian or Turkish will be plus.

Your main responsibilities will be

• Develop in-depth knowledge of products, subject matter expertise.
• Have and/or develop in-depth knowledge of customers business (e.g., port operations Systems and Marine Traffic Control Products)
• Manage Bid Process, responsible for bid reviews - review of technical requirements.
• Provide technical support/guidance for tender response.
• Accurate and timely production of bid documentation, sales quotations and associated proposals, timely and accurate submissions.
• Support in presenting and explaining products to customers (project / conference).
• Conducting market intelligence and providing market inputs for product development.
• Project lifecycle account management.
• Customize targeted sales material (e.g., PPT presentation for customer meetings per need/customer).
• Local partners' management per each country.
• Close cooperation with customer delivery, product R&D, Engineering, Procurement, Purchasing and advisory services.
• Customer/Clients management and customer base expansion.
• Regional account management.
• Regional Marketing-Sales strategic planning and execution (including: travels, visits, meeting and emailing plans/logs).

Key Performance Indicators (KPIs)

• Product order intake.
• Product sales commercial margin.
• Customer retention.
• Customer upselling.
• Percentage of customer satisfaction (based on annual customer survey).

You will shine in this role when you

• Have relevant education, preferably MSc or equivalent, work experience and proven track record in successfully driving sales in challenging markets.
• Have In-depth knowledge of the marine industry and customer requirements.
• Have excellent knowledge of Wärtsilä Ports business line products and solutions.
• Have strong customer focus and capability of building long-term relationships.
• Have strong drive for performance with positive attitude.
• Have good communication skills (customer and colleagues).
• Think strategically, and have ability to balance tactical and strategic issues.
• Have strong attention to detail and ability to take ownership of tasks.
• Encourage the exchange of ideas and collaboration across organizational boundaries.
• Are strong contributor towards developing a healthy team spirit and team dynamics.

Ideal Candidate Attributes

• Understand Wärtsilä Purpose and demonstrate Wärtsilä values.
• Understand the value of collaboration and benefits it brings.
• Have high integrity, listen with good intention, appreciate feedback and support people to grow Achieve results with excellent planning and execution.
• Take accountability for own results.
• Work with high passion and drive.
• Have a can-do attitude with a growth mindset to challenges.

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.

Please note that according to Wärtsilä policy, voluntary consent for a security check may be required from candidates being considered for this position, depending on the applicable country.