Wärtsilä is leading the transition towards a 100% renewable energy future. We Wärtsilians help our customers unlock the value of energy transition by optimizing their energy systems and future-proofing their assets. Did you know Wärtsilä has delivered 74 GW of power plant capacity and more than 80 energy storage systems in 180 countries around the world?
In this fast-changing world of energy, we are constantly on the lookout for future-oriented talent to join our team and to work towards enabling sustainable societies through innovation in technology and services - together. Want to join the ride?
We are looking for a Sales Director - MEA to join our West Africa Operational Organization based in ARE Dubai, Investment Park, Dubai.
As a part of the Marine Sales organization, as Region Sales Director, be part of the journey of driving the development of Marine Sales organization. The focus will be on generating order intake and mid to long term growth. You will play a critical role in cultivating strategic relationships with senior level executives, positioning our solutions for cross selling and maximizing growth opportunities with combined offerings, both for NB and LC in the region.
Your role and responsibilities:
As a Sales Director – MEA, in this position, your accountabilities and responsibilities include:
- You lead, manage, and develop your Region Sales organisation to reach both short and long-term sales targets both on the Newbuild (NB) and Lifecycle (LC) dimensions.
- You are accountable for the Marine Sales Order Intake and maximising of Order Intake Margin in your region according to annual targets as well as agreed LC GTV O/I.
- You will drive focus on all categories on the Customer’s Value Categorization. And you will actively manage the business relationship and performance with your Marine Channel Partners in your Region.
- You lead the Region sales organisations to establish, develop Region’s customer focus, customer relationships and customer understanding including shipowners, ship managers, designers, leasing companies, charterers, brokers, shipyards, and regulatory influencers.
- In close cooperation with the Sales central supporting functions and the Marine Business Units, create a winning strategy for the region; ensure the continuous forecasting of sales volumes, monitor, and manage sales funnel (CRM), lead, identify and follow up of critical sales opportunities in the region.
- Plan and manage sales methodologies to increase order intake of entire Marine portfolio, reaching the highest level of performance excellence for your sales teams.
- Lead our efforts within value-based selling, ensuring knowhow and professional competence development. Lead the team towards a winning culture through constantly challenging the performance, ways of working and leadership expectations within own team. Adopt the Atlas Consultative selling way of working and instil strong disciplines in managing the sales pipelines and conducting opportunity reviews.
- Collaborate seamlessly with the Sales Marketing team to increase awareness of business and adapt offerings in the Region.
- Ensure solid account plans are in place for all important accounts and regularly followed up. You are to leverage on the roles of the Marine MT sponsors connected with the top identified Accounts in ensuring strong support is rendered to Sales in ensuring Customer Success.
- Provide inputs into the maintenance, upgrading and new development of the sales tools, processes and systems relevant for ease of use by the Sales Teams.
- You will ensure your Sales Team uses the Sales tools diligently and professionally. You will strive for zero tolerance in this discipline.
- Collaborate timely with the newer Marine Business units (Voyage Services, Shaft Line Solutions and Exhaust Treatment) within your Region; especially where there’s a clear need to do so.
- In line with the planned changes effective 1Jun24, you will lead your team in focusing on selling. This will require you and your leadership team to effectively collaborate with the Marine BUs on delivery issues for our Customers.
Main requirements in this role are:
- Have relevant education, preferably MSc or equivalent, work experience and proven track record in successfully leading regional sales in challenging markets,
- Proven experience in working within the region and understand the dynamics of the shipbuilding markets in China and Korea,
- Awareness, respect and support of culture and diversity,
- Strong customer focus and capability of building strategic relationships,
- Good knowledge of Wärtsilä products and solutions,
- Strong business and results-orientation,
- Strong negotiation, communication, coaching and interpersonal skills,
- Strong drive for performance with positive attitude,
- Strong Change leadership aptitude,
- Think strategically, but have ability to balance tactical / operational and strategic issues,
- Lead by example and drive enthusiastically our cultural and DNA change,
- Strong believer and promoter of Continuous Improvement – constantly challenging status quo,
- Encourage the exchange of ideas and collaboration across organizational boundaries,
- Strong contributor towards developing a healthy team spirit and team dynamics,
- Lead by example and drive the entire Sales organisation to take full responsibility for all sales subject matter whilst being robust in stopping time spent of issues not directly related to selling and O/I.
In this role, your success will be measured by
- Overall Customer Satisfaction,
- Order intake at Marine and at BU levels,
- Order intake margin development,
- Agreement coverage in new installations and renewal rate,
- Sales funnel and pipeline development and quality in CRM,
- Customer data quality in CRM.
In addition, as an ideal candidate you
- Drive Wärtsilä Purpose and demonstrate Wärtsilä values.
- Understand the value of collaboration and benefits it brings.
- Is recognised as a leader with ability to build high performing teams based on trust.
- Have high integrity, listen with good intention, appreciate feedback, and support people to grow.
- Create clarity on direction and inspire people to act towards the future goals.
- Enjoy creating clear business value with a goal-oriented mind-set.
- Drive results with excellent planning and remove obstacles for success of our employees.
- Feel accountable for business impact and act to adjust when performance is not as expected.
- Develop an organization with high passion and drive – while making sure that it is fun doing business.
Why you and us:
We at Wärtsilä believe in empowerment, ownership and taking responsibility of our work. We support each other’s growth and co-creation is the true basis of our innovation. We have courage to see opportunities and take initiative. We are authentic and honest, and we strongly believe in a diverse and inclusive work community where everyone can be their true self. We don’t always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you, and where you can feel safe and cared for.
Are you eager to be part of this ambition?
How to apply:
Contact & next steps
Submit your application before the deadline through our Careers portal. Applications through email will not be considered. After submitting your application you’ll receive a confirmation email. We try our best to get back to everyone within 2-3 weeks after application deadline.
In case of any questions, reach out our Regional Talent Acquisition Team at
Last application date: 13/05/2024
At Wärtsilä we value, respect, and embrace all our differences, and are committed to diversity, inclusion, and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities.
