Sales Manager, Fleet Optimisation

Wärtsilä; København; Hybrid; DKK 900,000 - 1,500,000; Full time

Job summary

Wärtsilä is seeking a Sales Manager, Fleet Optimisation (Voyage Frontier) to accelerate adoption of optimisation services. You will drive global growth, win new customers, and work with regional teams to improve voyage decisions, fuel efficiency, and emissions for vessel performance.

Based in one of the preferred locations (Helsinki, Copenhagen, Hamburg, Schiedam, or Singapore), you will lead consultative sales engagements with owners and operators and travel internationally ~30–40% to meet

Qualifications

• Demonstrated success in complex B2B solution sales and maritime technology.
• Strong new business orientation with a track record of winning customers.
• Ability to navigate complex buying organisations and engage with executives.
• Good understanding of voyage optimisation and related maritime operations.
• Understanding of global maritime regulations, including CII and EU ETS.
• Familiarity with voyage optimisation and weather-routing landscapes.
• Ability to translate capabilities into measurable customer value (costs, emissions, performance).
• International network in shipping is advantageous.
• Confident communication and presentation skills with senior audiences.
• Willingness to travel internationally ~30–40%.
• Relevant education, preferably a BSc, BEng or equivalent.

Responsibilities

• Drive global sales growth across the Fleet Optimisation portfolio with Voyage Frontier focus.
• Build a qualified pipeline by acquiring new customers and expanding existing accounts.
• Lead consultative sales engagements with shipowners, operators, managers, charterers and decision-makers.
• Collaborate with regional teams to develop opportunities and close deals.
• Build trusted advisor relationships by linking customer challenges to measurable outcomes.
• Position Voyage Frontier as a continuous service rather than a standalone solution.
• Support go-to-market activities, launches, and customer engagements.
• Represent Wärtsilä at maritime events and conferences.
• Provide customer and market insight to support roadmap priorities.
• Maintain disciplined CRM, forecasts, and sales funnel.
• Use data to identify new commercial opportunities.

Skills

Complex B2B sales

Maritime tech

Key account management

Stakeholder engagement

Education

Bachelor’s degree or higher

Job description

Wärtsilä is an innovative technology company known for being a forerunner in the Marine and Energy markets. Every day, we – Wärtsilians – put our hearts and minds into turning Wärtsilä's purpose of enabling sustainable societies through innovation in technology and services into reality. Our ultimate aim is to provide increased value to both our customers and society. New, game-changing ideas and continuous improvement have been part of our DNA since 1834. Together, we can create new business opportunities and a more sustainable future that we can all be proud of.

We want to transition the world towards a decarbonised and sustainable future. By pushing the boundaries of engineering and technology, we can make it work. We are always on the lookout for future-oriented talent – want to join the ride?

We are looking for a Sales Manager, Fleet Optimisation to accelerate the adoption of Wärtsilä's optimisation services, with a particular focus on Voyage Frontier, our next-generation voyage advisory and optimisation solution. In this role, you will help shipping companies make better voyage decisions every day, working directly with operators, owners and commercial decision-makers to improve vessel performance, reduce emissions, lower fuel costs and support the industry's transition towards more sustainable operations.

The preferred locations for this position are Helsinki, Finland; Copenhagen, Denmark; Hamburg, Germany; Schiedam, the Netherlands; or Singapore.

Your role at a glance

As Sales Manager, Fleet Optimisation, you will drive global growth across Wärtsilä’s Fleet Optimisation portfolio, with a particular focus on Voyage Frontier. You will win new customers, expand existing accounts and work with regional sales teams worldwide to help shipping companies improve voyage decisions, reduce fuel consumption and emissions, and strengthen operational performance.

You will join a dedicated global product sales team, combining maritime expertise with consultative enterprise selling to help customers turn complex operational challenges into compelling commercial solutions.

Your work will focus on these responsibilities

• Drive global sales growth across the Fleet Optimisation portfolio, with particular emphasis on Voyage Frontier
• Build a qualified pipeline by winning new customers and vessels and expanding adoption within existing accounts
• Lead consultative sales engagements with shipowners, operators, managers, charterers and commercial decision-makers
• Work with regional sales teams worldwide to develop opportunities, prepare compelling proposals, negotiate contracts and close deals
• Build trusted-adviser relationships by connecting customers’ operational challenges with measurable commercial and sustainability outcomes
• Position Voyage Frontier as a continuous voyage advisory service rather than a conventional standalone software solution
• Collaborate across Wärtsilä to strengthen integrated customer value propositions and identify lifecycle and performance-based opportunities
• Support global go-to-market activities, product launches and customer engagement initiatives
• Represent Wärtsilä at maritime conferences, webinars, executive roundtables and customer events
• Provide customer and market insight to support portfolio development and product roadmap priorities
• Maintain disciplined CRM practices, reliable forecasts and a healthy sales funnel
• Use customer, market and performance data to identify new commercial opportunities

To be able to succeed in the position, we expect you to have

• Demonstrated success in complex B2B solution sales, preferably in maritime technology, digital services or operational performance solutions
• Strong new business orientation, with a track record of winning new customers and expanding strategic accounts
• Ability to navigate complex buying organisations and engage credibly with operational, technical and executive stakeholders
• Good understanding of voyage optimisation, vessel performance or related maritime operational solutions
• Understanding of relevant global and regional maritime regulations, including CII and EU ETS
• Familiarity with the voyage optimisation and weather-routing competitive landscape
• Ability to translate technical capabilities into measurable customer value, including lower fuel costs, reduced emissions and improved operational performance
• An established international network within the shipping industry is considered a strong advantage
• Confident communication and presentation skills, including experience engaging senior customer audiences
• Willingness to travel internationally approximately 30 to 40% of the time
• Relevant education, preferably a BSc, BEng or equivalent practical experience
• Based in one of the preferred locations and able to work effectively across international markets and time zones

Business travel isrequiredto meet customers and prospectsface-to-face, with an expected travel frequency ofapproximately 30-40%, complemented by virtual meetings.

Why you and us?

We at Wärtsilä believe in empowerment, ownership, and taking responsibility for our work. We support each other’s growth, and co-creation is the true basis of our innovation. We have the courage to see opportunities and take initiative.

We are authentic and honest, and we strongly believe that by being your own true self, you can accomplish so much more. We don’t always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you and where you can feel safe and cared for. Are you eager to be part of this ambition?

We have an amazing team, and we are excited about our work and the impact it has on building sustainable societies. We are looking to find a colleague with this shared passion for smart technologies and a sustainable future.

Welcometo join us in shaping the decarbonisationof marine and energy!

Last application date: 22/09/2026

At Wärtsilä we value, respect and embrace all our differences, and are committed to diversity, inclusion and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities.

Please note that according to Wärtsilä policy, voluntary consent for a security check may be required from candidates being considered for this position, depending on the applicable country.

All new Wärtsilä employees in Finland will attend occupational health checks, including drug tests/screenings where applicable. When a person is located outside of Finland, the country legislation is followed.

This is Wärtsilä

Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. Our team of 18,300 professionals, in more than 230 locations in 77 countries, shape the decarbonisation transformation of our industries across the globe.

Read more on www.wartsila.com.