Key Account Manager

Wilhelmsen Ship Management; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Wilhelmsen Ship Management in Mumbai (Andheri East) is seeking a proactive Key Account Manager to drive profitable sales growth within a defined portfolio of maritime customers. You will collaborate with Technical Sales Managers, Sales Support, and Credit to deliver tailored customer solutions and robust opportunities.

The role requires strong English communication, a marine degree or qualification, and hands-on experience with CRM systems, Excel, and power tools.

Qualifications

• Bachelor’s degree or equivalent marine qualification (preferred).
• Excellent written and verbal communication in English.
• Solid technical background in welding, mechanical works, handheld power tools, and marine gases.
• Experience in technical sales, ideally international or maritime.
• Proven ability to influence sales through technical expertise and commercial understanding.

Responsibilities

• Drive profitable sales growth from current and new customers in the KAM portfolio.
• Collaborate with TSMs, TSBDMs, Sales Support, Customer Service and Credit to deliver customer solutions.
• Develop robust Sales Activity Plans and actively pursue targets.
• Build a strong sales pipeline based on quality opportunities and new business.
• Maintain accurate account information in CRM and leverage tools to identify growth areas.
• Foster strong relationships with customers through regular face-to-face meetings.
• Lead or contribute to local marketing events and ensure contract terms maximize returns.
• Ensure compliance with global sales governance, policies, and credit rules.

Education

Bachelor’s degree or equivalent marine qualification

Tools

Salesforce

Copilot

Power BI

Excel (Pivot tables)

Job description

Join our global team for a career filled with opportunities to solve challenges both small and large, local and global, simple and complex. We are hiring a Key Account Manager (KAM) to be based out of our Mumbai (Andheri) office to drive sales growth, enhance customer experience, and support collaboration with the WSS team. The Head of Sales also helps develop and implement WSS strategic plans, commercial practices, and customer solutions. In Wilhelmsen Ship Services (Wilhelmsen Marine Products India Private Limited), people don’t just hold jobs here. They make the most innovative ideas a reality – and in the process, they shape the maritime industry. With one of the largest maritime networks in the world, we do work that makes an impact - if it floats, our products are probably on it. Supplying marine consumables, products, and solutions to every conceivable vessel type, our Marine Products division includes the Unitor brand of products, Timm ropes, Unicool refrigerants, and Unitor and Nalfleet marine chemicals. Last year we made product deliveries to 27,500 vessels, at over 2,000 ports.

Who you are:

• The Key Account Manager reports to the Head of Sales.
• The role requires close collaboration with Technical Sales Managers (TSMs), Technical Sales and Business Development Managers (TSBDMs), Sales Support, Customer Service and Credit.

What you will be doing:

• Drive profitable sales growth on from current and new customers within the KAM’s portfolio.
• Contribute to achieving the respective solution area targets in collaboration with the TSM and TSBDMs, including facilitation of customer meetings, leading of tenders, sharing of customer knowledge and collaborating on opportunities as agreed with the respective TSMs and TSBDMs.
• Develop robust and measurable Sales Activity Plans and action assertively to deliver on the agreed targets.
• Build the sales pipeline to hit the targets as specified based on quality opportunities on existing accounts (share of wallet) and new business.
• Ensure accurate and updated information on own accounts in WSS CRM Proactively utilize the available sales tools to identify areas of growth and develop actions to achieve targets.
• Foster strong relationships with the customers through high quality and frequent customer face to face meetings.
• Lead or contribute to local marketing events, as agreed with relevant stakeholders.
• Ensure customer portfolio adhere to agreed terms, including credit, and that the customer contracts generate the most optimal return through proactive contract management.
• Seek out, develop and maintain multilevel entry points and relationships with own accounts.
• Be a door opener for technical sales teams.
• Contribute to the team culture with customer centricity and collaboration at its core.
• Work closely with and ensure constructive hand-overs to internal stakeholders within Sales and Customer Service, Marine Product Solutions, Operations and Credit according to our processes.
• Ensure compliance according to agreed global sales governance framework, policies, and processes, including Compliance, Legal and Credit policies.

What we are looking for:

• Bachelor’s degree or equivalent marine qualification (preferred).
• Excellent written and verbal communication skills in English.
• Solid technical background in welding processes, mechanical works, handheld power tools, and marine gases.
• Experience in technical sales, ideally in an international or maritime environment.
• Proven ability to influence sales outcomes through technical expertise and commercial understanding.
• Experience negotiating with customers and managing complex discussions effectively.
• Strong ability to work independently, prioritize tasks, and deliver results within tight timeframes.
• Commercially minded, ambitious, and motivated by growth and results.
• Digitally confident, with experience using Excel (including pivot tables), Microsoft Office, Copilot, CRM systems (e.g. Salesforce), and analytics tools such as Power BI.

Work Location: Mumbai (Andheri East), India

#WSS Founded in Norway in 1861, Wilhelmsen is now a comprehensive global maritime group providing essential products and services to the merchant fleet, along with supplying crew and technical management to the largest and most complex vessels ever to sail. Committed to shaping the maritime industry, we also seek to develop new opportunities and collaborations in renewables, zero-emission shipping, and marine digitalisation. Supporting a diverse and inclusive workplace, with thousands of colleagues across more than 60 countries, we take innovation, sustainability and unparalleled customer experiences one step further.