Business Development Manager - 新造船业务

Be the driving force for increased product penetration across the entire WSS product portfolio. This by ensuring that A) WSS are in contact with correct decision makers within Yard/Site Management and B) that we connect the right WSS sales resources (AMs/TS BDMs) with Yard/Site Management at the right time in the sales cycle for our various products/services. Hence, one should support, orchestrate and drive sales activities to all relevant stakeholders - such as ship owner’s site managers (i.e., Superintendents, Capt., C/E, C/O, etc) as well as decision makers in shipyards.

Additionally work hand in-hand with AMs, TSMs and other key stakeholders in WSS to develop sales plans for targeted newbuildings and to proactively support the quality of the sales pipeline to increase SPGs penetration and growth. To review, comment and challenge AMs and TSMs on SPG opportunities in Salesforce, WSS order book coverage vs. Salesforce pipeline, or lack thereof, by utilizing tools such as PBI Dashboard, Sales Activity Plans (SAPs) and other data intelligence.

Actively promote, implement, champion, and drive new concepts and offers. Work closely with the various functional teams and customers to develop new products, services, and solutions.

Interrelations

This position reports to the Head of Business Development - Newbuilding Site Sales. The position requires close cooperation with Sales Managers, Account Managers, Key Account Managers, Sales Support, Customer Services, Technical Sales Managers, Business Development Managers, and the Products & Planning Team

Formal authorities

Have the authority to act within this Functional Description, agreed budgets and within the chart of authority as outlined in the company’s Global Integrated Management System (GIMS).

Main responsibilities

61 Drive profitable sales growth of newbuildings within the area of responsibility (allotted Yards)

61 Foster strong relationships with the ship owner’s site managers (i.e., Superintendents, Capt., C/E, C/O, etc) as well as relevant decision makers on shipyards through high quality and frequent customer face to face meetings (including AM or TS BDM or independently)

61 Proactively utilize the available sales tools to identify areas of growth and facilitate respective actions within portfolio

61 Seek out, develop, and maintain multilevel entry points and relationships with the customers

61 Monitor, build and support the NBI sales pipeline and close deals to hit the targets

61 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

61 Active pipeline management for the relevant SPGs. Meaning:

A. 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

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

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

61 To support customers directly on a day-to-day basis with product selection, start-up, commissioning, training, etc

61 Ensure accurate and updated information on opportunities in WSS CRM

61 Hold a high level of technical and practical understanding of the products within the portfolio

61 To report on performance, corrective actions and product offer to Product Management

61 To closely collaborate with Products/Planning and Marketing in developing sales material

61 To proactively seek out the latest market intelligence in the Newbuilding market

61 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:

61 Sales, Margin and SPG penetration on newbuildings delivered by shipyards within your area of responsibility (count and market share)

61 Number of newbuildings sold to which are delivered by shipyards within your area of responsibility (count and market share)

61 Account sales and margin contribution on sales to accounts in your area which are mostly shipyards or 3rd party suppliers to shipyards

61 Customer face time (sales calls)

61 Ability to support sales team members to build a quality opportunity pipeline with respect to value, quantity, quality, and progression

61 Sales effectiveness and compliance with WSS Sales Governance.

Main Qualifications

61 Formal education in engineering/technical studies

61 2+ years of tech. experience from maritime industry, preferably worked on-board a vessel.

61 Minimum 5+ years direct sales experience of technical products to shipyards and shipowners

61 Excellent communication and presentation skills and ability to communicate effectively within a multinational environment

61 Fluent English - both writing and speaking

61 Ability to work independently and systematically

61 Able to meet deadlines through good time management and allocation of priorities

61 Self-driven, outgoing, and full of initiative

61 Proven team player and receptive to new ideas

61 Ambitious