GM Sales

Wärtsilä is a global leader in advanced technologies and complete lifecycle solutions for the marine and energy markets. By emphasising sustainable innovation and total efficiency, Wärtsilä maximises the environmental and economic performance of the vessels and energy solutions of its customers. In 2015, Wärtsilä’s net sales totalled EUR 5 billion with approximately 18,800 employees. The company has operations in over 200 locations in more than 70 countries around the world. Wärtsilä is listed on Nasdaq Helsinki.

Wärtsilä Valves Limited is a European-based valve manufacturing group supplying a wide range of manual and actuated process valves in steel, non-ferrous, high alloy and composite materials for the global energy industries; Offshore Oil and Gas, FPSO / FSO, Petro-Chemical, Power Generation, LNG, Naval Marine, Marine Services, Waste Water Treatment & Pipelines.

Within Wärtsilä Valves there are three core brands; Shipham Valves, John Mills Valves & Robert Cort Valves. The Valves business, based in Brough,East Yorkshire is responsible for the end to end process of manufacturing Valves.

Wartsila Valves Ltd have a vacancy for a General Manager, Sales, to lead its busy newly restructured Sales team and reporting to the Sales Director, Pumps and Valves. This person will be a member of the Valves Senior Management Team.
Application deadline 2018-07-27
Position description To deliver the set target order intake ensuring that the profitability is at the agreed levels. Being responsible for setting clear targets (KPI’s) and driving to achieve sales targets using own sales team, Wartsila Network and agents.
To develop, build & sustain close working relationships with our customer.
To head the Sales team and undertake and be responsible for all of the Sales activities associated with the Valve Business and develop future Sales opportunities & strategies.
Proactively identify sales growth opportunities to enhance our product offering.
As well as leading the Sales team, take a personel sales terrority responibility, this will include overseas travel to these regions, working closey with Wartsila network and agents.
To Work closely with the Contracts & Commercial team ensuring proposals are of the highest standard and accurate.
Continuously improving the tender process, standards and efficiency, eliminating issues and risk management toward clean purchase orders within the defined margins.
To develop a greater knowledge & expertise of the Wartsila network and market reach as well as maintianing and developing a Global network of agents. Build a team that is able to develop and increase our offerings in line with the business strategic vision.
Manage the overall performance of the teams reporting directly back Sales Director Flow Soluitions.
Contribute to the monthly business reports in a timely manner. Monitor and maintain all assigned KPI’s and provide support / drive the lean activities within the business. Contribute to the business forecast and ensure the associated targets are monitored and achieved.

Work with Wartsila Global marketing in respect of marketing, e-commerce opportunities and Exhibitions for business generation.

Location: Brough, UK
Responsibilities To evaluate and continuously improve the sales processes and procedures and constantly strive for clear communications and good working relationships with the internal departments / stakeholders including but not limited to Finance, Technical, Production & Quality. As necessary modify or produce new processes & procedures to continually improve the effective and efficient running of the department.
Personelly and through your team, manage relationships and customer expectations within the Wartsila and business guidelines.
To develop & build a mulit-disciplined Sales team. Develop a skills & competence matrix, ensure performance management is embedded in the team and a succession plan is developed for the team.
Adopt a work ethic that promotes good customer service.
Requirements • Cost awareness & Effectiveness;
• Cultural knowledge;
• Presentation skills;
• Quality, safety & environmental skills;
• Good English language skills;
• Willingness to travel around the globe.

Management & Leadership:
• Strategic planning and target setting;
• Team builder and motivator, be willing to take ownership;
• Leadership skills, demonstrated by several years of management and leadership experience, in a sales organization;
• Strong communication skills;
• Management skills.

Professional/Sales:
• In depth knowledge and understanding of Valves industry, both from sales and delivery perspective;
• Customer value understanding, thinking in commercial feasible / cost efficient solutions;
• Skills and experience in building and maintaining customer relations throughout the lifecycle;
• Strong performance and result orientation;
• Excellent negotiation skills and contractual/commercial knowledge;
• Technical product & solution knowledge, advocating integrated/smart solutions and developing differentiators in close cooperation with Product Lines, other Business Lines
• Focus on sustainability and environment;
• Lifecycle cost understanding;
• Digitalization mind set with driving force of “linking the dots”.
Bachelors Degree in Mechanical Engineering or Business preferred.
10 Years+ Proven experience + track record in the Valves industry also preferred.
Understanding & use of SAP & CRM an advantage.
Contact person to give further information Stefano De Marco
Country United Kingdom
Job area Sales & Marketing

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