Summary: The Technical Sales Representative will oversee continued development and expansion of Global Cruise sales territory representing product lines offered by W&O. The position will require the ability to visit customer's place of business, shipyards or vessels as needed, and to prospect new customers. The salesperson will collaborate with W&O product managers, inside sales and vendors, and other internal and external resources to actively manage the territory. The salesperson will focus on driving sustainable, profitable growth and long-term customer satisfaction.
Essential Duties and Responsibilities include the following.

• Actively manage and expand existing customer relationships
• Will require the ability to perform ship checks on board vessels for customers. This will include entering confined spaces such as ballast tanks and machinery spaces for purposes of identifying and measuring valves and other system components. This can be physically demanding.
• Focused direct sales efforts on new customers, prospects, and architect/marine engineering firms.
• Maintain Customer Contact information and Opportunities/Reporting in CRM.
• Act as main technical and material resource for customer base promoting W&O. This includes direct calling effort and interaction with customer engineering.
• Promote and organize training and product familiarization for customers.
• Be aware of industry pricing trends and manage margins within market/customer segmentation.
• Monitor competition and competitive threats.
• Participate in key industry trade shows, conferences and associations as directed
• Actively seek to develop new products and service opportunities.
• Must be able to travel including periodic nights out as required by the position based on business needs. Travel is expected to be 5-10 weeks per year including international

Competency:
To perform the job successfully, an individual should demonstrate the following competencies:
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments
Interpersonal - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Team Work - Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Supports everyone's efforts to succeed; Recognizes accomplishments of other team members.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
Leadership - Exhibits confidence in self and others; effectively influences actions and opinions of others; Inspires respect and trust; Accepts feedback from others; Displays passion and optimism;
Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
Core Values:
Passion to Perform -We are passionate to perform and focus on concrete achievements.
Trust to Act - We are empowered to act, and act in a powerful way
Act Responsibly - We are responsible for our actions and the consequences they have for our stakeholders and out environment
Make It Fun - We are serious about making work fun, it’s the way we do things
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience:

• B.S. in an engineering field or business related equivalent experience
• 7 years experience
• 4 years working directly with cruise industry
• Ability to travel, approx. 5-10 weeks including international
• Excellent communication skills, written and oral
• Computer skills such as Microsoft products – Word, Excel, Powerpoint, etc.

Language Ability: Ability to read, analyzes, and interprets general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Math Ability: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills: To perform this job successfully, an individual should have knowledge of Word Processing software; Spreadsheet software; Inventory software; Internet software; Order processing systems and Contact Management systems.
Certificates and Licenses: Transportation Worker Identification Credential (TWIC™), Valid State Driver’s License.
Supervisory Responsibilities: This job has no supervisory responsibilities.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly exposed to outdoor weather conditions. The employee is frequently exposed to wet or humid conditions (non-weather) and work near moving mechanical parts. The employee is occasionally exposed to fumes or airborne particles; toxic or caustic chemicals and risk of electrical shock. The noise level in the work environment is usually moderate
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee may on rare occasion lift and /or move up to 25 pounds. Ship checks will require entering confined spaces and machinery spaces which can be physically demanding in all types of inclement weather. While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; climb or balance; stoop, kneel, crouch, or crawl and talk or hear. The employee is frequently required to reach with hands and arms. The employee is occasionally required to sit.