Head of Technical Sales - Refrigeration

Wilhelmsen; Dubai; On-site; AED 300,000 - 400,000; Full time

Job summary

A global maritime service company seeks a Head of Technical Sales – Refrigeration in Dubai. The role involves leading the technical sales team, driving profitable sales growth, and collaborating with various departments to optimize customer satisfaction. Applicants should have a relevant degree and 5 years of technical sales experience in the maritime industry. This position offers career development and a generous benefits package.

Benefits

Generous benefits package

Career development opportunities

Work-life balance

Qualifications

• 5 years of technical sales experience preferably in the maritime industry.
• Leadership experience in managing a technical sales team.

Responsibilities

• Leading and managing the technical sales team.
• Driving profitable sales growth with new and existing customers.
• Collaborating with regional sales teams and defining sales activity plans.
• Supporting Sales & Customer Service with technical sales pitches.
• Reporting sales performance and taking corrective actions.

Skills

Excellent communication and presentation skills

Experienced negotiator

Self-driven and outgoing

Proven team player

IT literate with experience in Excel and CRM systems

Education

Bachelor's degree or equivalent marine qualification

Tools

Salesforce

MS Office

Job description

Wilhelmsen Ships Service (WSS) – Head of Technical Sales – Refrigeration

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

Job Overview

The Head of Technical Sales – Refrigeration will be entrusted to lead and manage the technical sales team (TSM). Enabling an innovative culture and development through exemplary market knowledge and understanding of our existing and new customers’ needs. Driving the TSMs to actively seek new sales opportunities and enable the sales organization in their respective regional area to sell Refrigerants products effectively. Proactively supporting the quality of the sales pipeline globally in order to increase Sales Product Group penetration and growth. Align customer needs through close collaboration with Sales & Customer Services.

You will guide the technical sales team (TSMs) and be the point of reference and authority for the product range across all geographical areas. Raising awareness and understanding of how the use of our products creates value for the customer and our key selling points. Driving collaboration and training within regional teams to ensure technical competence and to deliver technical challenger sales pitches towards our customers. Directing the development of our product range growing sales and improving overall profitability. Upholding WSS Sales Governance sales processes and procedures.

Who You Will Work With

The Head of Technical Sales – Refrigeration reports to the Business Director Refrigeration and is part of the Refrigeration Solution management team. The position works very closely together with the Head of Product Management Refrigeration to facilitate and enable the product team to develop an offer that provides an optimal customer/market fit. Moreover the Head of Technical Sales – Refrigeration will be required to closely collaborate with Inventory, Procurement, Pricing, Marketing as well as the Sales & Customer Services team.

What You Will Be Doing

• Leading the Technical Sales team (TSM) Refrigeration team driving the day-to-day activities and collaborating closely with the Business Director Refrigerants on the general administration of the team
• Driving profitable sales growth with current and new customers within the respective product portfolio in close collaboration with the Sales & Customer Service teams globally
• Ensuring the Technical Sales team works closely with the respective regional sales teams to define Sales Activity Plans for the Refrigerants portfolio ensuring tangible activity is owned, implemented and recorded relating to the planned opportunities captured
• Guiding Sales & Customer Service on technical sales pitches and powerful Challenger Sales arguments from a technical viewpoint
• Supporting Sales & Customer Service in order to ensure the sales pipeline is being implemented as specified based on potential opportunities on existing accounts (share of wallet) and new business
• Reporting respective sales performance, Sales Product Group development and taking corrective actions when necessary
• Collaborating with the Product Planning and Marketing teams in developing sales material in addition to tailoring challenger methodology presentations for customers
• Securing a strong focus and follow-up on New Build and Dry Dock opportunities in the pipeline
• Ensuring focus on the right customers the right opportunities and defining the priorities for TSM customer-facing activity – based on feedback and close collaboration with the Sales teams in the respective regional areas
• Driving sales activities for product campaigns and promotions. This includes assistance in setting sales targets as well as sales forecasts for optimal stock availability and supporting the sales & Customer Service organization
• Proactively seek out the latest technical and market intelligence of the Refrigerants product/services and providing feedback to the Products and Planning Team
• Ensuring accurate and updated information is inputted in Salesforce including visit reports, opportunities, deals etc.

What You Need to Be Successful in the Role

• Bachelor’s degree or equivalent marine qualification preferred. Lack of formal education can be compensated by relevant experience.
• 5 years of technical sales experience preferably within the maritime industry with leadership exposure.

What We Are Looking For

• Excellent communication and presentation skills and ability to communicate effectively within a multinational environment
• Experienced negotiator with a proven track record of establishing and maintaining relationships
• Able to work independently, systematically and meet deadlines through good time management and allocation of priorities
• Self-driven, outgoing, ambitious and full of initiative
• Proven team player and receptive to new ideas
• Excellent management and leadership skills and a proactive, decisive and result-oriented approach
• Ambitious and a strong desire for success with a commercial mindset
• IT literate with experience from working with Excel, MS Office, CRM systems etc.
• Curiosity, learnability, adaptability, and determination

What We Offer

Working in Wilhelmsen can offer a culture and work environment of strong leadership, career development, work-life balance and a job that is both challenging and stimulating. Our organization thrives by using modern tools and is eager to utilize the business opportunities that arise with new digital tools and skills. Beyond this we offer a generous and bespoke benefits package tailored to your specific Wilhelmsen HUB.

Application Instructions

Sounds interesting? If you can see yourself in this role please let us know why you are our new Head of Technical Sales – Refrigeration. As an internal candidate you can apply by entering the internal job portal (Workday front page > Menu > Career > Find jobs). If you are an external candidate: you can apply online today through our career portal by creating a Candidate Home account. Here you can upload your resume and a motivational letter.

Work location: Lysaker, Piraeus, Hamburg, Dubai, Kula, Lumper, Singapore (Other locations in Europe, South East Asia and Middle East may be considered)

Application deadline: 31.08.2025

Contact details: Nasra Mohamed – Recruitment Specialist