Commercial Lead

Wilhelmsen Ships Service (WSS) is looking for a Commercial Lead 

As part of our commitment to shaping the maritime industry, we aim to accelerate shipping decarbonization through accurate and reliable emission monitoring.  

The Commercial Lead will be responsible for identifying and engaging targeted accounts, building long-term relationships, and driving the successful transition from pilot projects to full-scale fleet adoption. This role is key to ensuring strategic customer partnerships, securing initial pilot programs, and scaling successful deployments across fleets.  

Success in this role requires strong commercial acumen, the ability to develop customer-centric value propositions, and a deep understanding of the maritime industry, including relevant regulations (EU ETS, FuelEU) and emerging decarbonization technologies.  

What you will be responsible for:    

 Targeted Account Development  

• Establishing and nurturing long-term relationships with key decision-makers at high-potential targeted accounts.  

• Acting as a trusted advisor, deeply understanding customer needs, regulatory pressures, and operational challenges to position us as the preferred partner.  

Sales Pipeline Development  

• Building and maintaining a high-quality sales pipeline, focusing on strategic accounts with the potential for fleet-wide adoption.  

• Leading the end-to-end sales process, from initial outreach to contract signing and seamless handover to the delivery team.  

• Driving commercial negotiations, structuring agreements to ensure long-term customer success.  

• Securing pilot projects with targeted customers and ensuring their success as a stepping stone for scaling across fleets.  

• Collaborating with internal teams to optimize pilots for scalability, ensuring smooth transitions from single installations to fleet-wide deployment.  

• Maintaining proactive customer engagement, continuously refining deployment strategies based on real-world feedback.  

Improve Value Proposition   

• Continuously refining and strengthening our value proposition to align with customer needs, regulatory requirements, and industry trends.  

• Developing and delivering tailored proposals and commercial offers, emphasizing technical feasibility, cost-effectiveness, and compliance benefits.  

• Positioning us as the go-to partner for emission monitoring, differentiating it from competitors through a compelling value-driven approach.  

Improve Sales Systems and Tools  

• Enhancing sales tools, processes, and systems, including CRM, pricing models, proposal templates, and contract frameworks, to improve efficiency and scalability.  

Improve Market Insights  

• Conducting in-depth market analysis to track competitor strategies, pricing trends, and regulatory changes, ensuring a competitive advantage.  

• Gathering customer insights from direct engagements to shape product development and refine commercial strategies.  

What you need to succeed in the role:   

• Bachelor’s degree or Master’s degree or equivalent –  in Business, Finance, Maritime Studies, or related fields.  

• 7+ years of experience in commercial roles, ideally within the maritime logistics, or maritime technology sectors.  

• Proven track record in complex sales, consistently overperforming and delivering strong sales and revenue growth 

• Experience with maritime hardware, software, and service solutions.  

• Experience in maritime industry, including emissions, decarbonization, engineering, and ship technology.  

• Experience with maritime emission regulations (EU ETS, FuelEU, IMO GHG strategy, CII, etc.).  

• Fluent in English (spoken and written).  

What we are looking for:   

• Excellent communicator, negotiator, and presentational skills, with the ability to influence key stakeholders.  

• Strong relationship builder and team player, able to collaborate across functions and communicate effectively with both technical and non-technical stakeholders. 

 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.  

Sounds interesting? If you can see yourself in this role, please let us know why you are our new Commercial lead. 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:  Oslo, Piraeus or other locations within Europe 

Application deadline:  28th February 2025

Contact details: Nasra Mohamed - Recruitment Specialist - [email protected]