Technical Sales Manager
About The Position
The Technical Sales Manager (Engineering Focus) is responsible for opportunity identification, proposal development, capture management, and order execution of business development activities across the DMS business. Technical Sales Managers shall coordinate closely with other DMS stakeholders such as Program Management, Engineering, Supply Chain, Field Service, Finance, Compliance and Operations. Provides input towards sales strategy, including insight regarding customer needs (pain) and decision makers (power) to maximize resource utilization on high value and high probability win opportunities. Coordinates appropriately with Wartsila affiliate stakeholders to ensure effective collaboration on sales and product strategy to support DMS business and customer needs.
Requirements
- Bachelor's degree in Mechanical Engineering, Naval Architecture, Marine Engineering, or similar qualification or equivalent experience with strong technical background.
- Minimum 5 years' experience in the marine industry with responsibility for sales, project execution, engineering or technical solution development, proposal development and management.
- Knowledge of government and defense shipbuilding acquisition planning and procurement process for new vessel construction and/or maintenance and repair.
- Knowledge of shipboard propulsion, power, and maneuvering systems.
Nice To Haves
- Knowledge of DMS/Wartsila product and service capabilities preferred.
Responsibilities
- Embrace and promote culture of DMS Enthusiast. Coordinate and collaborate effectively with other DMS company members through positive engagement and mutual respect. Hold colleagues accountable to this company wide standard for interpersonal relationships.
- Responsible for identifying new opportunities aligned with the DMS business development strategy and company capabilities; and developing/managing said opportunities through to order for equipment, service, parts, etc.
- Provide essential “ground floor” insight to Business Development leadership to assist in shaping the DMS Business Development and Product Management strategies.
- Coordinate closely with Sales Engineering, Product Management, Program Managers and Platform Managers, etc. to develop and expand existing DMS business operations (increased market penetration, scope growth, upgrades, complex overhauls, etc.)
- Effectively craft and document execution plans within new business opportunities to ensure sustainable execution success of all orders captured. Ensure effective turnover and communication of said plans for all orders.
- Identify and build external network relationships with executive leadership within key Shipyards, VCM’s, USCG, Navy and MSC as required as well as understanding and developing shipyard needs.
- Identify and communicate resource needs to effectively perform job responsibilities to leadership with supporting justification.
- Review and support negotiation of contracts, terms and agreements with clients and suppliers in accordance with company policy; and propose and develop new partnerships.
- Maintain appropriate interface and relations with customers, paying detailed attention to contracts and specifications to minimize risk exposure to both DMS and its customers.
- Remain aware of market and corporate industry trends and direction to ensure department and business activities are prioritized or redirected as necessary.
- Coordinate and grow relations with corporate Wartsila affiliates to maximize resource support and dedication towards DMS projects.
- Ensure export compliance policies and requirements are clearly understood and followed by department personnel.
- Ensure department information integrity to company policies and standards for information storage, organization, control, release, etc.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
