Key Account Manager

Wilhelmsen Ships Service; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Wilhelmsen Ships Service India seeks a Key Account Manager to drive profitable sales growth within assigned portfolios from our Mumbai office. You will collaborate with Technical Sales Managers, support tenders, and build strong customer relationships across the maritime sector.

The role requires technical insight, field experience in selling marine products, and the ability to manage contracts, coordinate with internal teams, and deliver against growth targets in a dynamic environment.

Qualifications

• 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.

Responsibilities

• 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.

Skills

English communication

Technical sales

Maritime industry experience

CRM & analytics tools

Independent work

Education

Bachelor’s degree or marine qualification

Tools

Salesforce CRM

Power BI

Excel pivot tables

Microsoft Office

Job description

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

Please note that, with your prior consent where required, the Company may conduct reference checks and other appropriate background verification as part of the recruitment process.