What are the responsibilities and job description for the Key Account Manager position at Wärtsilä?
About Us
Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. With a strong commitment to innovation and sustainability, we strive to optimize the environmental and economic performance of our customers' vessels and power plants. Our diverse and inclusive work environment fosters creativity and collaboration, providing employees with opportunities for professional growth and development. By joining Wärtsilä, you will be part of a forward-thinking team dedicated to shaping the future of the maritime and energy industries. We invite you to explore the exciting career opportunities that await you at Wärtsilä.
As Wärtsilä ANCS (Automation, Navigation & Control Systems), we transform how vessels perform to create the safest and most efficient journey for our customers – always with the vision in mind to navigate towards a more sustainable maritime industry. With our rich history of pioneering maritime technologies we have defined industry benchmarks.
To be better tomorrow, we need the right talents today to complement our strong team of 650 employees in over 10 countries across the globe with the right skills, experience and a winning attitude.
About The Role
The Senior Key Account Manager Cruise USA Navigation & Automation will be e responsible for managing and growing key accounts, ensuring customer satisfaction, and driving business growth within the cruise sector. Further the candidate is responsible for ensuring that we identify and pursue relevant opportunities, enhancing sales of New Builds, Upgrades, Retrofit & After Sales products in Navigation & Automation and for closing the deals with the customers in USA or globally. The Key Account Manager Cruise USA will be reporting into the Area Sales Manager Americas.
The Key Account Manager shall be a dynamic and experienced individual, focusing on the cruise industry specifically in the USA. By identifying, quantifying and capitalizing on new growth opportunities you will directly increase sales and order book. The candidate will manage and be responsible for all aspects of sales activities from handling and coordination of inquiries to successful handover of orders to order processing.
The candidate must utilize their technical expertise and market knowledge to win opportunities and expand the business, therefore the candidate should have extensive product understanding of both current NACOS Platinum Automation and Navigation products as well as existing legacy products and how customers use these solutions, and a broad understanding of the US and Cruise market and relevant stakeholders.
The preferred location for the position is in Fort Lauderdale, USA.
As Sr. Key Account Manager USA Navigation & Automation your work will focus on these responsibilities:
Accountabilities:
This position requires a 60% travel commitment, encompassing both domestic and international, including onshore and offshore locations. The role demands adaptability to varying travel demands, with an expectation of extended periods away from the primary work location. Prospective candidates should be prepared to fulfill these travel obligations as an integral aspect of the position's responsibilities.
Why you and us
You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team.
If you feel excited by being a part of this working environment and think your personal skills and qualities match the job requirements, we look forward to receiving your job application. Successful applicant must be authorized to work in the USA without sponsorship. Salary range is depending on experience and education. The amounts listed are the base pay range; additional compensation may be available for this role, such as shift differentials, standby/on-call, overtime, premiums, extra shift incentives, or bonus opportunities. Eligibility to participate in: the discretionary incentive plan assigned to the level of position upon offer of employment; medical, dental and vision coverage, 401(k) plan and flexible spending accounts, subject to plan terms; Company-paid benefits such as life insurance, short- and long-term disability, subject to applicable waiting periods. Paid time off (PTO) is accrued on a per-pay period basis in accordance with tenure in the Company; a new hire can expect 17 days per year. Twelve (12) Company-paid holidays.
We look forward to hearing from you. Qualified candidates must apply online: https://www.wartsila.com/careers
Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package. Wärtsilä North America is an EOE/AA employer.
Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. With a strong commitment to innovation and sustainability, we strive to optimize the environmental and economic performance of our customers' vessels and power plants. Our diverse and inclusive work environment fosters creativity and collaboration, providing employees with opportunities for professional growth and development. By joining Wärtsilä, you will be part of a forward-thinking team dedicated to shaping the future of the maritime and energy industries. We invite you to explore the exciting career opportunities that await you at Wärtsilä.
As Wärtsilä ANCS (Automation, Navigation & Control Systems), we transform how vessels perform to create the safest and most efficient journey for our customers – always with the vision in mind to navigate towards a more sustainable maritime industry. With our rich history of pioneering maritime technologies we have defined industry benchmarks.
To be better tomorrow, we need the right talents today to complement our strong team of 650 employees in over 10 countries across the globe with the right skills, experience and a winning attitude.
About The Role
The Senior Key Account Manager Cruise USA Navigation & Automation will be e responsible for managing and growing key accounts, ensuring customer satisfaction, and driving business growth within the cruise sector. Further the candidate is responsible for ensuring that we identify and pursue relevant opportunities, enhancing sales of New Builds, Upgrades, Retrofit & After Sales products in Navigation & Automation and for closing the deals with the customers in USA or globally. The Key Account Manager Cruise USA will be reporting into the Area Sales Manager Americas.
The Key Account Manager shall be a dynamic and experienced individual, focusing on the cruise industry specifically in the USA. By identifying, quantifying and capitalizing on new growth opportunities you will directly increase sales and order book. The candidate will manage and be responsible for all aspects of sales activities from handling and coordination of inquiries to successful handover of orders to order processing.
The candidate must utilize their technical expertise and market knowledge to win opportunities and expand the business, therefore the candidate should have extensive product understanding of both current NACOS Platinum Automation and Navigation products as well as existing legacy products and how customers use these solutions, and a broad understanding of the US and Cruise market and relevant stakeholders.
The preferred location for the position is in Fort Lauderdale, USA.
As Sr. Key Account Manager USA Navigation & Automation your work will focus on these responsibilities:
Accountabilities:
- Accountable for developing and maintaining strong relationships with key accounts in the cruise industry.
- Accountable for
- Accountable for acting as the primary point of contact for key accounts, addressing any issues or concerns promptly.
- Accountable for identifying opportunities for upselling and cross-selling products and services.
- Accountable for quality and timely response for inquiries, quotations and orders
- Accountable for order intake
- Accountable for margins/ profitability
- Accountable for increase of customer satisfaction level through consistent communication and support
- Generate sales leads from customers in defined area
- Active in opportunity management in order to meet yearly budget
- Understand clients' needs and provide tailored solutions to meet their requirements.
- Increase market share of portfolio
- Collaborate with internal teams to ensure seamless service delivery and customer satisfaction.
- Attend industry events and trade shows to network and promote the company's offerings.
- Generate reports and forecast for order-intake in defines area with active use and discipline in maintaining CRM
- Overall customer satisfaction
- Update and follow up feedback from customers in defines area
- Active use of available sales tools
- Actively collaborate with and provide consultation with internal and external stakeholders and customer groups in the region/sector including, but not limited to:
- Owners/ Operators/ Owner representatives
- Shipyards
- Owner representatives
- Design / Technical consulting offices
- Industry groups such as regulatory
- Agents and distributors
- Actively engage other (global) functions and team members to capture opportunities.
- Ensure a smooth transfer of contracted opportunities into orders
- Ensure quality of contracts and in line with Wartsila policies.
- Customer communication and support for running projects in cooperation with Sales Supporting Team
- Identify, report and manage potential risks detected in the assigned projects.
- Several years of experience from key account management / sales roles in maritime industry.
- 5 years of sales experience in the maritime sector selling e.g. Automation and Navigation.
- BA/BS in Business Management, Sales Management, Business Development Management, Engineering or equivalent from an accredited university or equivalent relevant background.
- Knowledge, direct experience, and subject matter expertise in Marine Automation and Navigation
- Network in the marine industry, good understanding of stakeholders in the sales process.
- Very good negotiation and communication skills.
- Experience in multicultural and international working environment.
- Excellent communication skills.
- Fluent in English (written and oral).
- Willingness to frequently travel domestic and if required international.
This position requires a 60% travel commitment, encompassing both domestic and international, including onshore and offshore locations. The role demands adaptability to varying travel demands, with an expectation of extended periods away from the primary work location. Prospective candidates should be prepared to fulfill these travel obligations as an integral aspect of the position's responsibilities.
Why you and us
You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team.
If you feel excited by being a part of this working environment and think your personal skills and qualities match the job requirements, we look forward to receiving your job application. Successful applicant must be authorized to work in the USA without sponsorship. Salary range is depending on experience and education. The amounts listed are the base pay range; additional compensation may be available for this role, such as shift differentials, standby/on-call, overtime, premiums, extra shift incentives, or bonus opportunities. Eligibility to participate in: the discretionary incentive plan assigned to the level of position upon offer of employment; medical, dental and vision coverage, 401(k) plan and flexible spending accounts, subject to plan terms; Company-paid benefits such as life insurance, short- and long-term disability, subject to applicable waiting periods. Paid time off (PTO) is accrued on a per-pay period basis in accordance with tenure in the Company; a new hire can expect 17 days per year. Twelve (12) Company-paid holidays.
We look forward to hearing from you. Qualified candidates must apply online: https://www.wartsila.com/careers
Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package. Wärtsilä North America is an EOE/AA employer.
