Business Development Manager, Shipyard Sales

Join our global team for a career filled with opportunities to solve challenges both small and large, local and global, simple and complex.

Main responsibilities

• Drive profitable sales growth of newbuildings within the area of responsibility (allotted shipyards in Jiangsu Province and North of China)
• Foster strong relationships with local ship owners to drive the business in shipyards
• Drive and collaborate closely with internal stakeholders such as KAMs, TSMs/BDMs to influence oversea ship owners and support shipyard business.
• Proactively utilize the available sales tools to identify areas of growth and facilitate respective actions within portfolio
• Seek out, develop, and maintain multilevel entry points and relationships with the customers
• Monitor, build and support the NBI sales pipeline and close deals to hit the targets
• Work closely, align with (building team spirit) and hand-over to internal stakeholders such as AMs, CS team members, TSMs, BDMs, PSEs, PMs, and OPs team members to drive growth and process compliance
• Active pipeline management for the relevant SPGs. Meaning:

  building a robust opportunity pipeline through identifying and driving opportunity progression and achieving specified sales targets through conversion of quality opportunities on existing customers and new business

  Ensure focus on the right customers, the right opportunities and to define customer facing activity - based on likelihood of conversion

  Secure strong focus and follow-up on NBI opportunities in the pipeline

• To support customers directly on a day-to-day basis with product selection, start-up, commissioning, training, etc
• Ensure accurate and updated information on opportunities in WSS CRM
• Hold a high level of technical and practical understanding of the products within the portfolio

• To report on performance, corrective actions and product offer to Product Management
• To closely collaborate with Products/Planning and Marketing in developing sales material
• To proactively seek out the latest market intelligence in the Newbuilding market
• To present and promote WSS products and services at conferences/customer events and exhibitions to position WSS as a market leader technically and commercially

Accountabilities

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

• Order intake and Sales delivered by shipyards within your area of responsibility (count and market share)
• Number of newbuildings sold to which are delivered by shipyards within your area of responsibility (count and market share)
• Account sales and margin contribution on sales to accounts in your area which are mostly shipyards or 3rd party suppliers to shipyards
• Customer face time (sales calls)
• Ability to support sales team members to build a quality opportunity pipeline with respect to value, quantity, quality, and progression
• Sales effectiveness and compliance with WSS Sales Governance.

Health & Safety

The employee is responsible to adhere to the company’s health and safety* requirements to ensure their own safety and the safety of their colleagues by:

participating in risk assessment processes in the workplace completing required health and safety training and certifications following safe work practices and procedures and use personal protective equipment (PPE) when required inspecting equipment and the workplace regularly and actively eliminating hazards reporting accidents, incidents, injuries, near misses, safety risks and issues of non-compliance with health and safety procedures according to internal procedure Developing the safety culture at own workplace and cooperating with others on matters relating to health and safety

*This includes physical as well as psychosocial health and safety

• Formal education in engineering/technical studies
• 2+ years of tech. experience from maritime industry, preferably worked on-board a vessel.
• Minimum 5+ years direct sales experience of technical products to shipyards and shipowners
• Excellent communication and presentation skills and ability to communicate effectively within a multinational environment
• Fluent English - both writing and speaking
• Ability to work independently and systematically
• Able to meet deadlines through good time management and allocation of priorities
• Self-driven, outgoing, and full of initiative
• Proven team player and receptive to new ideas
• Ambitious