Product Expert & Sales Manager, Simulation & Ports

The Product Expert and Sales Manager, Simulation Training and Ports (PESM) will have knowledge, direct experience, and subject matter expertise in Simulation and Ports training, operations and management.  

The primary responsibility of the Product Expert and Sales Manager (PESM) is to ensure customer success through achievement of value from Voyage Services products and services, specifically Simulation and Ports, thus expanding Voyage business through successfully closed opportunities and growth in usage by our customers.  In order to do so, the Product Expert must have a thorough knowledge, at subject matter expert level, application and use of Simulation and Ports solutions in maritime environments, with a comprehensive understanding of the customers usage of the solutions.  Business growth will be achieved by winning opportunities using his/ her technical (domain) expertise, market knowledge and market network.
 
The candidate must have a deep technical insight and expertise in the Wartsila Simulation Training and Ports portfolio including legacy products, with a minimum experience of five years;
 
·       NaviTrainer Professional 5000 (all legacy versions)
·       NaviTrainer Professional 6 (incl. Cloud and Smart Realities solutions)
·       Model Wizard 6 toolkit (incl. numerical modelling of scenes and ship models)
·       Offshore Training Solutions (incl. Dynamic Positioning, Anchor Handling, Oil Spill simulator models)
·       Techsim 8 (all legacy versions)
·       Techsim 9
·       Navi Harbour VTS Solutions (incl. Training solutions)
·       Port Management Information Systems

JOB RESPONSIBILITIES

• Develop in-depth knowledge of products, subject matter expertise
• Have and/or develop in-depth knowledge of customers business (e.g., port operations, port management, Simulation and Training)
• Support External and Internal customers with subject matter expertise and promote Wärtsilä solutions
• Support Marine Sales Manager/s with technical meetings using domain expertise to generate successful customer solutions
• Manage capture/bid teams
• Provide market intelligence and input for product developments
• Responsible for bid reviews – review of technical requirements
• Provide technical support for tender response
• Accurate and timely production of bid documentation, sales quotations and associated proposals, timely and accurate submissions
• Support in presenting and explaining products to customers (project / conference)
• Conducting market intelligence and providing market inputs for product development
• Project lifecycle account management
• Develop targeted sales material (e.g., PPT presentation for customer meeting)
• Develop publications such as Technical Papers, White Papers and other expert related materials to support product development, market penetration and knowledge base for competitive advantage
• Collaborate with marketing to drive consultative selling
• Product partner management
• Close cooperation with Voyage Region/Area sales team, and Marine sales where applicable
• Close cooperation with customer delivery, product and advisory services
• Timely reporting using the correct formats to keep the organisation informed
• Contributing to strategic planning, regional plans, forecasting, budgets and promotion plans
• Represent Wärtsilä at Industry Exhibitions, (Partner) conferences, etc.
• Support customer trials, field tests and POC’s with product expertise and positioning to the customer

Qualifications

• Higher Education (Master / Bachelor) in technical domain
• Languages – English, Spanish Portuguese to a competent technical level
• Knowledge, direct experience and subject matter expertise in Ship Numerical Modelling (Ship Hydrodynamics), including Digital Twin knowledge
• 5 years of experience in the Simulation Training and Ports sector
• Maritime onboard experience as either ships engineer or navigator, ship management
• Experience with SAP ERP and CRM Dynamics applications
• Ability to effectively prioritize and execute tasks in a high-pressure environment
• Ability and willingness to travel (national and internationally), estimated to 40%
• International network and cross-cultural understanding are an advantage
• Experience managing customer accounts, comprising of Shipping Companies, Training Centers, Ports and Port Authorities.
• Experience in both new and retrofit/upgrade projects being able to survey, analyse and provide technical solutions to customers as well as having a deep understanding of the process from RFQ to final delivery, including lifecycle management.
• Experience with Oil and Gas, Offshore, Ocean-going and Port Tugs, Cruise, Commercial and Naval vessels to meet the needs of the Voyage Services customer base and have a broad understanding of market requirements and expectations within these segments.
• The candidate preferably has a maritime background as either a ship’s engineer or Deck Officer with three to five years of experience with ship management onboard commercial vessels.

Last application date: 19/05/2024 

Travel Requirements:
This position requires a 70% 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 $90,000 - $120,000, 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

Individuals hired for positions that require on-site customer interactions and/or in-person travel may be required to be fully vaccinated against COVID-19 or other country-specific vaccinations, unless otherwise prohibited by law.   Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package.   Wärtsilä North America is an EOE/AA employer.