Senior Sales Manager, otimização de frota

Job Description

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 a 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?

The navigation industry is entering its biggest transition since the introduction of ECDIS. As the industry prepares for S-100 adoption, ship operators need a trusted partner to modernise navigation while unlocking the value of connected fleet operations.

We are looking for a Senior Sales Manager, Fleet Optimisation with the main responsibility of selling and growing the nautical offering of Wärtsilä Fleet Optimisation within the merchant marine market. The nautical offering includes:

• Navi-Sailor, our world leading ECDIS and MFD platform for S-100-ready navigation
• Navi-Planner, our Advanced Passage Planning solution for ship and shore teams
• E-Navigation solutions including Charts, Publications and cartographic overlays
• Shoreside tracking in Fleet Optimisation Solutions

This is a unique opportunity to shape the maritime industry's transition to S-100 navigation and help define how digital fleet services are adopted globally. You will work at the intersection of bridge technology, fleet performance and decarbonisation, influencing both market direction and customer strategy.

The preferred locations for this position are Helsinki, Finland; Copenhagen, Denmark; Hamburg, Germany; Schiedam, the Netherlands; or Singapore.

Your role at a glance

As a Senior Sales Manager, Fleet Optimisation, your work will include driving market adoption of next-generation navigation solutions by collaborating with our marketing team, generating demand through our distributor network, and building strategic customer relationships that connect bridge technology investments with broader digital fleet optimisation opportunities. You will be working as part of a dedicated global Fleet Optimisation Product Sales team with diverse expertise, supporting Wärtsilä's decarbonisation strategy.

This role offers significant freedom to drive go-to-market activities, influence product direction through customer feedback, and develop strategic relationships with leading ship owners and operators worldwide.

Your work will focus on these responsibilities

• Market evangelism: Drive the industry conversation around S-100 readiness and next-generation navigation. Shift the customer mindset from buying commodity bridge hardware to investing in integrated Fleet Navigation Governance.
• Competitive displacement: Identify fleets using competitor ECDIS and bridge systems, build account-specific replacement cases and run campaigns with regional sales and distributors to convert those vessels to Wärtsilä nautical solutions.
• Channel enablement: Work alongside top distributors to deploy co-marketing frameworks and competitive trade-in incentives designed to replace competitor ECDIS units on active vessels.
• Strategic bridge-building: Work with fleet owners, technical managers and distributors to identify opportunities where navigation upgrades can create a pathway to recurring digital fleet services, including tracking and voyage optimisation solutions.
• Distributor pipeline generation: Develop and execute targeted market campaigns that generate retrofit and newbuild leads. Ensure these opportunities are seamlessly routed to our top-performing distributors for hardware installation and transactional fulfillment.
• Customer advocacy: Act as the voice of the market internally. Gather insights on regulatory pressures, competitor positioning, and customer pain points to inform our ongoing product and channel strategies.

Requirements

• Relevant education, preferably BSc or MSc (or equivalent) in a relevant field
• Deep understanding of maritime navigation, bridge operations, and upcoming regulatory shifts (such as S-100)
• Strong commercial acumen with a proven ability to bridge the gap between technical nautical realities and commercial fleet management
• Experience working within or alongside a distributor/reseller channel model. You understand how to generate demand centrally while empowering local partners to close and fulfill the orders
• Exceptional communication skills, capable of speaking with authority to both Masters on the bridge and Technical Directors ashore
• Proven B2B sales experience in maritime navigation, bridge systems, voyage solutions or other mission-critical marine technology is a plus

Business travel is required to meet customers and prospects face to face, with an expected travel frequency of approximately 30-40%, complemented by virtual meetings.

Why you and us?

We at Wärtsilä believe in empowerment, ownership, and taking responsibility for our work. We support each other's growth, and co-creation is the true basis of our innovation. We have the courage to see opportunities and take initiative.

We are authentic and honest, and we strongly believe 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 Markus Mannevaara, Head of Sales, Fleet Optimisation, at [email protected] regarding this position (only for questions from direct job applicants; applications submitted via email will not be recorded or responded to).

Welcome to join us in shaping the decarbonisation of marine and energy!

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.

All new Wärtsilä employees in Finland will attend occupational health checks, including drug tests/screenings where applicable. When a person is located outside of Finland, the country legislation is followed.