The Technical Sales Manager identifies and develops marine business opportunities through order execution, proposal development, capture management, and customer relationship management. The role coordinates with engineering, program management, supply chain, finance, compliance, operations, and affiliates to develop technical solutions, execution plans, contracts, and partnerships. It requires building relationships with shipyards, government and defense stakeholders, managing customer and supplier interfaces, supporting sales strategy, and ensuring export compliance and information integrity.
Position Summary:
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.
Main 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.
Work Activities:
- Coordinating with External Customers and Affiliates – Maintaining strong working relationships with key customer stakeholders and influencers as well as affiliate representatives to maximize project success.
- Managing and Providing Guidance to Team Members – Ensuring consistent communication within and across departments to support success of DMS teammates, develop greater skills depth, and fill or close core competencies gaps.
- Performing Administrative Activities – Performing day-to-day administrative tasks such as maintaining information files and processing paperwork in consistent and robust manner.
- Gather Information — Observing, receiving, and otherwise sourcing information relevant to future business decision making and success. Seek lessons learned and incorporate change.
- Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish department and self activities.
- Making Decisions and Solving Problems – Analyzing information and evaluating results to choose the best solution and solve problems. Provide clear direction regarding decisions.
- Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
Working Style:
- Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Integrity — Job requires being honest and ethical.
- Adaptability/Innovation — Job requires acting as change agent by providing alternative thinking to develop new ways of working.
- Independence – Job requires independent judgment, guiding oneself with little or no supervision, and depending on oneself to get things done.
Education and Experience:
- 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.
- Knowledge of DMS/Wartsila product and service capabilities preferred.
American With Disabilities Specifications – General Requirements of Employment
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand, walk, sit, use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance, stoop, kneel, crouch or crawl, talk or hear, taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities may be required by the job to include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment: Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee may be exposed to weather conditions. The noise level in the work environment is usually moderate.
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