Account Manager

Wärtsilä•Houston, TX

5d•Remote

About The Position

The Senior Sales Manager – Marine Solutions will lead our sales efforts towards the Newbuild Vessel market across the marine sector, with a strategic focus on vessel owners, ship design firms and shipyards. This role is responsible for managing complex, end-to-end sales cycles, building and maintaining strong customer relationships, and applying deep industry expertise to deliver customized solutions that meet client needs. As a key contributor to the growth of our marine product portfolio, the Senior Sales Manager will play a pivotal role in expanding market share, driving customer satisfaction, and supporting long-term business development initiatives.

Requirements

Bachelor’s degree in a relevant field (e.g., Business, Engineering, Maritime Studies) or equivalent professional experience.
Minimum of five years of marine industry experience, with a strong focus on the U.S. market.
Experience with Salesforce or similar CRM systems.
Strong understanding of marine industry dynamics, customer needs, and regulatory environment.
Proven ability to manage complex sales cycles and strategic accounts, including high-value, long-term projects sold on a consultative basis (considering CAPEX, OPEX, and lifecycle benefits).
Demonstrated success in multicultural, matrixed environments with minimal supervision.
Skilled in sales planning, contract negotiations, and relationship-building at all organizational levels, including C-suite and government stakeholders.
Excellent communication, negotiation, and relationship-building skills.
Fluent in English (verbal and written).
Candidates based in the United States must be legally authorized to travel to Canada for business purposes, as this role involves approximately 30% travel across North America.

Nice To Haves

Ideally, candidates will bring over ten years of experience, including direct engagement with clients in the U.S.
additional language skills are a plus.
5 years or more of experience preferred

Responsibilities

Executes and manages complex end-to-end sales processes for assigned customers or markets, from prospecting to closing deals, ensuring customer satisfaction and business profitability.
Identifies opportunities for sales growth within assigned markets or customer segments. Develops and implements sales plans and tactics to reach nominated targets and develop new business. Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business. Refers sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands.
Builds and maintains long-term relationships with customers, understanding their needs to offer tailored solutions. Develops profitable business and capitalizes additional business opportunities for existing customers/accounts.
Analyzes market trends and customer data to identify sales opportunities and recommend strategies for market penetration. Utilizes advanced analytics to monitor sales performance and identify areas for improvement, driving continuous enhancement of sales processes.
Collaborates with cross-functional teams to align sales activities with overall business operations and objectives.
Leads sales initiatives and projects, contributing to the development and execution of sales plans and tactics.
Acts as a subject matter expert in sales, providing insights, mentoring, and guidance to less experienced sales personnel.
Lead and execute full-cycle sales processes for marine products, from prospecting to deal closure, ensuring alignment with business goals and customer expectations.
Identify and capitalize on growth opportunities within the marine industry. Develop and implement strategic sales plans to penetrate new markets and expand existing accounts.
Build and maintain long-term relationships with key marine clients, understanding their operational needs and offering customized product solutions that drive value and loyalty.
Analyze marine market trends, customer data, and competitive activity to inform sales strategies and identify areas for innovation and improvement.
Partner with product development, marketing, and operations teams to ensure seamless delivery of solutions and alignment with broader business objectives.
Lead sales initiatives and mentor junior sales team members, fostering a high-performance culture and sharing best practices across the team.
Serve as a marine product expert, providing insights to customers and internal stakeholders, and influencing product positioning and go-to-market strategies.