Technical Sales Manager - Lifecycle in at Defense Maritime Solutions Inc
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Job Description
Position Summary:
The Technical Sales Manager (Lifecycle Focus) is responsible for identifying opportunities, developing proposals, managing capture efforts, and executing business development activities across the DMS business. This role works closely with key DMS stakeholders, including Program Management, Engineering, Supply Chain, Field Service, Finance, Compliance, and Operations. The Technical Sales Manager (Lifecycle Focus) also contributes to sales strategy by providing insights into customer needs and key decision-makers, enabling effective prioritization of high-value, high-probability business opportunities. Additionally, the role coordinates with Wärtsilä affiliate stakeholders to align sales and product strategy, ensuring collaboration that supports both DMS business objectives and it's customer needs.
Main Responsibilities:
- Embrace and promote culture of DMS Enthusiast. Coordinate and collaborate effectively with other DMS company members through positive engagement and mutual respect. Hold colleagues accountable to this company wide standard for interpersonal relationships.
- Responsible for identifying new opportunities aligned with the DMS business development strategy and company capabilities; and developing/managing said opportunities through to order for equipment, service, parts, etc.
- Provide essential “ground floor” insight to Business Development leadership to assist in shaping the DMS Business Development and Product Management strategies.
- Coordinate closely with Program Managers and Platform Managers, etc. to develop and expand existing DMS business operations (increased market penetration, scope growth, upgrades, complex overhauls, etc.)
- Effectively craft and document execution and lifecycle support plans within new business opportunities to ensure sustainable execution success of all orders captured. Ensure effective turnover and communication of said plans for all orders.
- Identify and build external network relationships with executive leadership within USCG, Navy and MSC as required as well as understanding and developing shipyard needs.
- Identify and communicate resource needs to effectively perform job responsibilities to leadership with supporting justification.
- Review and support negotiation of contracts, terms and agreements with clients and suppliers in accordance with company policy; and propose and develop new partnerships.
- Maintain appropriate interface and relations with customers, paying detailed attention to contracts and specifications to minimize risk exposure to both DMS and its customers.
- Remain aware of market and corporate industry trends and direction to ensure department and business activities are prioritized or redirected as necessary.
- Coordinate and grow relations with corporate Wartsila affiliates to maximize resource support and dedication towards DMS projects.
- Ensure export compliance policies and requirements are clearly understood and followed by department personnel.
- Work with internal and external stakeholders, alongside the Dive Supervisor, to identify, pursue, and execute opportunities that drive growth within the Dive business.
- Work with internal and external stakeholders to identify, define and manage process for Pump Repair & New Business growth by finding and executing opportunities with Project Management and Flex Delivery Center (FDC).
- Ensure the integrity of departmental information in accordance with company policies and standards for information storage, organization, control, release, and related processes.
- Support Lifecycle related departments with recommendations for vessel inventory, maintenance plans, repair polices and procedures in order to support the customer base and organic and inorganic growth.
- Provide leadership, management, and support to members of the commercial and technical teams performing lifecycle responsibilities, including mentoring, coaching, and training as appropriate.
Work Activities:
- Coordinating with External Customers and Affiliates – Maintaining strong working relationships with key customer stakeholders and influencers as well as affiliate representatives to maximize project success.
- Managing and Providing Guidance to Team Members – Ensuring consistent communication within and across departments to support success of DMS teammates, develop greater skills depth, and fill or close core competencies gaps.
- Performing Administrative Activities – Performing day-to-day administrative tasks such as maintaining information files and processing paperwork in consistent and robust manner.
- Gather Information — Observing, receiving, and otherwise sourcing information relevant to future business decision making and success. Seek lessons learned and incorporate change.
- Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish department and self activities.
- Making Decisions and Solving Problems – Analyzing information and evaluating results to choose the best solution and solve problems. Provide clear direction regarding decisions.
- Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
- Entrepreneurship – Based on limited feedback develop sales opportunities focusing on customer feedback to execute sales.
Working Style:
- Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Integrity — Job requires being honest and ethical.
- Adaptability/Innovation — Job requires acting as change agent by providing alternative thinking to develop new ways of working.
- Independence – Job requires independent judgment, guiding oneself with little or no supervision, and depending on oneself to get things done.
Education and Experience:
- Bachelor's degree in Mechanical Engineering, Naval Architecture, Marine Engineering, or similar qualification or equivalent experience with strong technical background.
- Minimum 5 years' experience in the marine industry with responsibility for sales, project execution, engineering or technical solution development, proposal development and management.
- Knowledge of government and defense shipbuilding acquisition planning and procurement process for new vessel construction and/or maintenance and repair.
- Knowledge of shipboard propulsion, power, and maneuvering systems.
- Knowledge of DMS/Wartsila product and service capabilities preferred.
American With Disabilities Specifications – General Requirements of Employment
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand, walk, sit, use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance, stoop, kneel, crouch or crawl, talk or hear, taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities may be required by the job to include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment: Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee may be exposed to weather conditions. The noise level in the work environment is usually moderate.