Technical Sales Manager

About the Role

The Technical Sales Manager (Lifecycle Focus) identifies opportunities, develops proposals, manages capture efforts, and executes business development activities across the DMS business. This role collaborates closely with key DMS stakeholders, including Program Management, Engineering, Supply Chain, Field Service, Finance, Compliance, and Operations. It contributes to sales strategy by providing insights into customer needs and key decision-makers, enabling effective prioritization of high-value, high-probability business opportunities. The role also coordinates with Wärtsilä affiliate stakeholders to align sales and product strategy, ensuring collaboration that supports both DMS business objectives and customer needs.

Responsibilities

• Embrace and promote the culture of DMS Enthusiast; coordinate and collaborate effectively with other DMS team members through positive engagement and mutual respect.
• Identify new opportunities aligned with DMS business development strategy and company capabilities; develop and manage these opportunities through to order for equipment, service, parts, etc.
• Provide ground-level insights to Business Development leadership to shape DMS Business Development and Product Management strategies.
• Coordinate with Program Managers and Platform Managers to develop and expand existing DMS business operations (e.g., increased market penetration, scope growth, upgrades, complex overhauls).
• Craft and document execution and lifecycle support plans for new business opportunities to ensure sustainable success; ensure effective turnover and communication of these plans.
• Identify and build external network relationships with executive leadership within USCG, Navy, and MSC, as well as understand and develop shipyard needs.
• Identify and communicate resource needs to leadership with supporting justification.
• Review and support negotiation of contracts, terms, and agreements with clients and suppliers in accordance with company policy; propose and develop new partnerships.
• Maintain appropriate customer interface and relations, paying detailed attention to contracts and specifications to minimize risk exposure.
• Monitor market and corporate industry trends to ensure department and business activities are prioritized or redirected as necessary.
• Coordinate and grow relations with corporate Wärtsilä affiliates to maximize resource support and dedication toward 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 driving growth within the Dive business.
• Identify, define, and manage processes for Pump Repair and 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 for information storage, organization, control, release, and related processes.
• Support Lifecycle-related departments with recommendations for vessel inventory, maintenance plans, repair policies, and procedures to support customer base and growth.
• Provide leadership, management, and support to commercial and technical teams performing lifecycle responsibilities, including mentoring, coaching, and training.

Work Activities

• Coordinating with External Customers and Affiliates: Maintain strong working relationships with key customer stakeholders, influencers, and affiliate representatives to maximize project success.
• Managing and Providing Guidance to Team Members: Ensure consistent communication within and across departments to support DMS teammates, develop skills, and address core competencies gaps.
• Performing Administrative Activities: Handle day-to-day administrative tasks such as maintaining information files and processing paperwork in a consistent and robust manner.
• Gathering Information: Observe, receive, and source information relevant to future business decision-making and success; seek lessons learned and incorporate change.
• Organizing, Planning, and Prioritizing Work: Develop specific goals and plans to prioritize, organize, and accomplish department and individual activities.
• Making Decisions and Solving Problems: Analyze information and evaluate results to choose the best solution and solve problems; provide clear direction regarding decisions.

Skills

• Active Listening: Give full attention to what others are saying, take time to understand points being made, ask questions as appropriate, and avoid interrupting.
• Complex Problem Solving: Identify complex problems and review related information to develop, evaluate, and implement solutions.
• Critical Thinking: Use logic and reasoning to identify strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
• Entrepreneurship: Develop sales opportunities based on limited feedback, focusing on customer input to execute sales.

Working Style

• Dependability: Be reliable, responsible, and dependable in fulfilling obligations.
• Integrity: Be honest and ethical.
• Adaptability/Innovation: Act as a change agent by providing alternative thinking to develop new ways of working.
• Independence: Exercise independent judgment, guide oneself with little or no supervision, and depend on oneself to get things done.