Technical Sales Manager Ropes, North Asia
Wilhelmsen group
Hong Kong

Join our global team for a career filled with opportunities to solve challenges both small and large, local and global, simple and complex.

Location :

This position is in Shanghai or Hongkong, reports to the (Area Sales Director, North Asia). The position requires close cooperation with Sales Managers, Account Managers, Customer Services & Inside Sales, Products Management & Planning Team as well as the Open Innovation Team.

Purpose :

Grow sales through increased Sales Product Group (SPGs) penetration on assigned SPGs. Be the point of reference and authority for defined Sales Product Groups in the defined geographic area in terms of technical knowledge and know how / use of defined products, understand how the use of the product creates value for customer and key selling points, technical sales process and dealing with advanced technical questions and deal closing.

Work hand -in-hand with the Sales Manager and Account Managers to develop agreed budgets for targeted customers and to proactively support the quality of the sales pipeline on assigned SPG in order to increase SPGs penetration and growth.

To review, comment and challenge AMs on SPG opportunities in Salesforce, or lack thereof, by utilizing tools such as Betty, Global Sales Focus Plan, Sales Activity Plans (SAPs) and other internal and external intelligence.

Hunt for new and contracted business together with AMs and proactively seek new sales opportunities. Align customer needs through close collaboration with Customer Services.

Actively promote, implement, champion, and drive existing and new concepts and offers. Work closely with the business stream and customers to develop new products, services, and solutions.

Who you are :

  • Formal education in engineering / technical studies / the specific products / services.
  • 4-5 years of tech. experience from maritime industry, preferably worked on-board a vessel.
  • Minimum 2 years direct sales experience.
  • Excellent communication and presentation skills and ability to communicate effectively within a multinational environment.
  • Fluent English and Mandarin - both writing and speaking.
  • Ability to work independently and systematically.
  • Able to meet deadlines through good time management and allocation of priorities.
  • Self-driven, outgoing and full of initiative.
  • Proven team player and receptive to new ideas.
  • Ambitious.
  • What you will be doing :

  • Jointly co-own the defined geographic area’s sales target for one’s assigned SPGs.
  • Leverage one’s technical competence to drive meaningful sales activities, sell and close customer deals in alignment with AMs and SMs (AMs hold account responsibility).
  • Support AMs in budgeting process and proactively work to increase sales conversion rate and the quality of the sales pipeline incl.
  • customer facing sales activity in collaboration with AMs.

  • To drive sales activities for product campaigns and promotions. This includes; Assistance in setting sales targets, qualify and provide sales forecasts for optimal stock availability, training Sales and Customer Services and most importantly drive customer facing activity.
  • Active pipeline management for the relevant SPGs, meaning :
  • Support AMs in building a robust opportunity pipeline through identifying and driving opportunity progression and achieving specified sales targets through conversion of quality opportunities on existing accounts and new business.
  • Ensure focus on the right customers, the right opportunities and to define priorities for AM / TSM customer facing activity - based on likelihood of conversion.
  • Secure strong focus and follow-up on NBI and DD opportunities in the pipeline.
  • Participate and enable AMs to achieve weekly customer F2F activity targets as defined by SM.
  • To support customers directly, AMs and Customer Services on a day-to-day basis with the specific area or SPG competence this incl.
  • training and long-term competency development.

  • To closely collaborate with Products / Planning and Marketing in developing sales material, in addition to tailoring challenger methodology presentations for customers together with AMs.
  • To proactively seek out the latest technical and market intelligence of the products / services, and provide feedback of same to the Products and Planning Team.
  • To present and promote WSS products and services at conferences / customer events and exhibitions to position WSS as a market leader technically and commercially.
  • Set the standard for the sales team by holding the highest level of technical and practical understanding of ones assigned SPGs and by exhibiting a can do’ forward leaning approach to growth activities, customer contact and deal closing.
  • Accountabilities

    Key KPI’s - this position will be measured against :

  • Account sales growth (MC2) for accountable SPGs.
  • Increase of number of vessels sold to and % share of wallet on customer accounts for accountable SPGs.
  • Success of product launches / campaigns measured in sales and sales calls from Sales Team.
  • Ability to support SMs on a Sales Territory level and AMs on a Customer Account level to build a quality opportunity pipeline with respect to value, quantity, quality, progression and conversion within accountable SPGs.
  • Sales effectiveness and compliance with WSS Sales Governance.
  • What we offer :

  • Great cooperative company culture and team to work in.
  • Attractive employee caring programs.
  • Tremendous opportunities of learning and growing for your career development.
  • Applying :

    Sounds interesting? If you can see yourself in this role, please let us know. You can apply online today through our career portal by creating a 'Candidate Home' account.

    Here you can upload your resume and a motivation letter.


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