Account Manager, Service Sales, NE (Chesapeake, VA) *

Application deadline	2011-10-15
Position description	Wärtsilä North America, Inc., a global marine and energy company, is currently seeking an Account Manager, Service Sales for NorthEast / Great Lakes area of the US. Location: Chesapeake, VA office. About Us Wärtsilä supplies products, services and support to the Marine and Energy markets. Wärtsilä enhances the business of its customers by providing them with complete lifecycle power solutions. When creating better and environmentally compatible technologies, Wärtsilä focuses on the marine and energy markets with products and solutions as well as services. Accountabilities: • Achieve forecasted and budgeted sales by following (and, if necessary, adjusting) your written plan of action, within territory and/or account base. • Maintain frequent, accurate, and useful updates of customer interactions (visits), opportunities, and customer intelligence on company CRM (weekly). • Develop and manage account plans/profiles and actively participate in account strategy sessions • Achieve a 15% y-o-y growth targets and grow specific market segments • Make every effort to maximize both present and long term sales and gross profits goals. • Promote and market Wärtsilä products and services to customers in assigned territory and/or market segment. • Lead in the negotiation of long-term contracts. • Successfully work with CST and Sales Support team to deliver on commitments. • Comply with ISO 9001:2008 & ISO 14001:2004
Responsibilities	Main responsibilities: • Direct sales of the company’s products and services products in a defined territory generating profitable sales on new and existing accounts. You will call on customers, provide product information and follow up on quotes to close business for Wärtsilä North America, Inc. • Responsible for identifying business opportunities to grow sales levels. Identify, understand and analyze product sales applications, new product opportunities and innovative new sales ideas. • Build influential customer and external stakeholder relationships. • Work collaboratively with internal and external resources to generate sales results. Work closely with multiple internal and external groups (e.g. Area Operations, HR, Contracts Finance, Business Intelligence, Proposal Management, Field Services, Sales Support etc.) needed to produce a winning effort. • Lead in all RFP management and complex negotiations. Develop and deliver customer solutions and sales proposals. Drive more long-term supply and service opportunities. • Serve as the first escalation point for customer complaints and services issues. Constructively handle all customer complaints related to your area of influence. • Monitor your daily performance and compare it with that month’s objective. • Prepare in advance for regular sales meetings. • Provide sales forecasts and manage them on a monthly basis and submit to management. Development responsibilities: • Develop and execute plan for lead generation, new business, sales, and other matters related to new revenue generation or market penetration. • Provide market feedback to leadership regarding competitive offerings, prospect needs, and generate new business and project development ideas. • Work closely with capture team needed to win assigned bids, proposals, or opportunities. • Work to improve your sales and business skills and products/services knowledge. • Build a good understanding of complex and long-term agreements and working with Area Sales team to sell and promote complex supply chain solutions within your customer base. • Develop a strong understanding of your assigned KPI’s and monitor them closely with your direct supervisor.
Requirements	Education: Minimum of Bachelor’s Degree in Business Administration, Industrial Engineering and/or any other engineering related field, with 5 – 7 years of sales experience. Equivalent experience will be considered. Wartsila product knowledge preferred. Languages: Fluent English, second language is a plus General Requirements and Competencies of Employment: • Extensive experience in all aspects of Customer Relationship Management. • Strong understanding of customer and market dynamics and requirements. • Willingness to travel and work in a global team of professionals (50-70%). • Self-disciplined, a self-starter, and is able to operate in a fast-paced and changing market environment. • Exercises active listening, builds trust in networks and relationships and gives feedback continuously in a constructive manner. • Versatility in communications styles. Able to apply to different kinds of communication techniques and styles. • Successful experience in analyzing and evaluating total costs in complex business circumstances and provide recommendations for the optimal solutions and approach. • Highly developed communication and diplomacy skills used to guide, persuade and influence others internally or externally. • Excellent presentation skills • Successful track record of selling at a strategic level, developing win-win solutions • Advanced negotiation and presentation skills • Independently resolves issues as they arise. • Evaluates complex situations using multiple sources of information. Solves problems that are complicated or novel requiring the ability to filter, prioritize, analyze and validate complex dynamic material. • Strong computer literacy and have the ability to use the Microsoft Office product suite including Word, Excel and Power Point. • A good understanding of energy, oil and gas, and marine industry • Strong organizational skills
Contact person to give further information	We look forward to hearing from you. Qualified candidates should apply online. BENEFITS: At Wärtsilä North America, we value our employees. We offer a comprehensive benefit package, including: • Medical • Dental • Voluntary vision plan • Matching 401k • Paid vacation, holidays and sick leave • Educational reimbursement • Short & Long Term Disability • Flexible Spending Account Wärtsilä North America is an EOE/AA employer
Country	USA
Job area	Business Development

APPLY >>

Account Manager, Service Sales, NE (Chesapeake, VA) *