Head Of Technical Sales

Wilhelmsen Ships Service

Wilhelmsen Ships Service (WSS) is looking for a Head of Technical Sales - Refrigeration

The Head of Technical Sales - Refrigeration will be entrusted to lead and manage the technical sales team (TSM). Enabling an innovative culture and development through exemplary market knowledge and understanding of our existing and new customers needs. Driving the TSMs to actively seek new sales opportunities and enable the sales organization in their respective regional area to sell Refrigerants products effectively.

Proactively supporting the quality of the sales pipeline globally in order to increase Sales Product Group penetration and growth. Align customer needs through close collaboration with Sales & Customer Services.

You will guide the technical sales team (TSMs) and be the point of reference and authority for the product range across all geographical areas. Raising awareness and understanding of how the use of our products creates value for the customer and our key selling points. Driving collaboration and training within regional teams to ensure technical competence and to deliver technical challenger sales pitches towards our customers. Directing the development of our product range, growing sales, and improving overall profitability. Upholding WSS Sales Governance, sales processes and procedures.

Who you will work with:

Head of Technical Sales - Refrigeration will report to the Business Director Refrigeration and is part of the Refrigeration Solution management team. The position works very closely together with the Head of Product Management Refrigeration to facilitate and enable the product team to develop an offer that provides an optimal customer/market fit. Moreover, the Head of Technical Sales - Refrigeration will be required to closely collaborate with Inventory, Procurement, Pricing, Marketing as well as the Sales & Customer Services team.

What you will be doing:

• Leading the Technical Sales team (TSM) Refrigeration team, driving the day-to-day activities and collaborate closely with the Business Director Refrigerants on the general administration of the team
• Driving profitable sales growth with current and new customers within the respective product portfolio in close collaboration with the Sales & Customer Service teams globally
• Ensuring the Technical Sales team (TSM) team works closely with the respective regional sales teams to define Sales Activity Plans for the Refrigerants portfolio, ensuring tangible activity is owned, implemented and recorded relating to the planned opportunities captured
• Guiding Sales & Customer Service on technical sales pitches and powerful Challenger Sales argumentations from a technical viewpoint
• Supporting Sales & Customer Service in order to ensure the sales pipeline is being implemented as specified, based on potential opportunities on existing accounts (share of wallet) and new business
• Reporting respective sales performance, Sales Product Group development and taking corrective actions when necessary
• Collaborating with the Product, Planning and Marketing teams in developing sales material, in addition to tailoring challenger methodology presentations for customers
• Securing a strong focus and follow-up on New Build and Dry Dock opportunities in the pipeline
• Ensuring focus on the right customers, the right opportunities and defining the priorities for TSM customer facing activity - based on feedback and close collaboration with the Sales teams in the respective regional areas
• Driving sales activities for product campaigns and promotions. This includes assistance in setting sales targets as well as sales forecasts for optimal stock availability and supporting the sales & Customer Service organization
• Proactively seek out the latest technical and market intelligence of the Refrigerants products/services, and providing feedback to the Products and Planning Team
• Ensuring accurate and updated information is inputted in salesforce including visit reports, opportunities, deals etc.
  
  
  

What you need to be successful in the role:

• Bachelor s degree or equivalent marine qualification preferred. Lack of formal education can be compensated by relevant experience.
• 5+ years of technical sales experience, preferably within the maritime industry with leadership exposure
  
  
  

What we are looking for:

• Excellent communication and presentation skills and ability to communicate effectively within a multinational environment
• Experienced negotiator with a proven track record of establishing and maintaining relationships
• Able to work independently, systematically and meet deadlines through good time management and allocation of priorities
• Self-driven, outgoing, ambitious, and full of initiative
• Proven team player and receptive to new ideas
• Excellent management and leadership skills and a proactive, decisive, and result-oriented approach
• Ambitious and a strong desire for success with a commercial mind-set
• IT literate, with experience from working with Excel, MS office, CRM systems etc
• Curiosity, learnability, adaptability and determination