Key Skills

Job Description

About GLO Marine GLO Marine is an engineering-led vessel upgrade partner supporting international shipowners, operators and shipyards with retrofit, conversion and upgrade projects. We provide integrated engineering, procurement, fabrication, installation and commissioning services, taking responsibility from concept through to delivery on board. Our work includes vessel modifications, electrical retrofit and integration, decarbonisation and energy efficiency upgrades. These capabilities are further strengthened by the GLO Technology Centre in Galați, bringing engineering, fabrication, electrical integration and system pre-assembly under one roof. About the role We are looking for a Vice President of Sales with a proven, active network in the maritime industry and a strong track record of selling technical services to shipowners, ship managers, operators and shipyards. Your experience should include securing contracts for vessel engineering, repair, retrofit, conversion, installation or integrated upgrade services. Established relationships with decision-makers responsible for fleet technical management, drydocking and vessel upgrade procurement are essential. Reporting to the CEO and joining the senior leadership team, you will own order intake, margin targets, pipeline development and sales forecasting for the maritime market. You will develop business across cargo, cruise and specialised vessel segments. Key responsibilities Develop and execute the sales strategy for GLO Marine’s maritime services. Own annual order intake, margin targets and sales forecasts for the maritime market. Use and expand your industry network to identify vessel retrofit, conversion and upgrade opportunities. Develop relationships with fleet directors, technical managers, superintendents, drydock managers, project managers and procurement teams. Secure approved vendor status, qualified bidder-list inclusion and tender invitations. Position GLO Marine for engineering and integrated vessel upgrade contracts. Lead opportunity qualification, commercial positioning, pricing strategy and contract negotiations. Assess opportunities against scope clarity, vessel availability, shipyard interfaces, Class requirements and margin potential. Work with engineering, estimating and operations to validate scope, pricing and delivery schedules before commitment. Negotiate clear commercial terms covering responsibilities, interfaces, variations and payment. Convert individual vessel projects into repeat business, framework agreements and fleet-wide programmes. Build and develop the sales team, with consistent CRM use, pipeline reviews and forecasting. Collaborate with Marketing and Business Development and ensure clear handovers to Operations. Represent GLO Marine at client offices, shipyards, vessels and industry events. What we’re looking for A proven, active network among shipowners, ship managers, operators or shipyards, with direct access to buyers of vessel engineering, repair, retrofit and upgrade services. A demonstrated track record of winning significant maritime services contracts, supported by specific examples of contracts secured and repeat business developed. Ideally 10–15 years of relevant commercial experience, including at least five years in a senior sales or commercial role selling maritime services. Strong understanding of vessel maintenance, retrofit, modification, conversion and upgrade scopes. Experience selling integrated vessel modification services combining engineering, procurement and installation. Familiarity with Class and flag requirements, drydock cycles, shipyard interfaces and vessel systems. Experience negotiating lump-sum, reimbursable, EPC and framework contracts, including risk allocation and variations. The ability to lead credible technical and commercial discussions with clients and delivery teams. Experience leading a sales team, or demonstrable readiness to build and develop one. A disciplined approach to opportunity qualification, pipeline management and forecasting. Willingness to travel internationally for approximately 40–50% of working time. Fluent written and spoken English, including the ability to lead contract negotiations. Highly desirable A technical or engineering background in marine, naval, mechanical or electrical disciplines. Seagoing or superintendent experience, or experience within an owner’s or ship manager’s technical department. Established client relationships in the Dutch, German and wider European maritime markets. Experience selling services for decarbonisation and compliance-driven retrofits, including shore power, energy efficiency, alternative fuels, BWTS or scrubbers. Established relationships with shipyards, classification societies and major equipment manufacturers. Dutch or German language skills. The profile You bring established maritime client relationships and can demonstrate how you have converted them into profitable services contracts. You understand how owners and managers plan, procure and deliver vessel upgrades. You can discuss project requirements with technical teams, position GLO Marine’s services and negotiate commitments supported by realistic scope, pricing and delivery schedules. You combine an active market presence with structured sales management and build client relationships that extend beyond individual vessel projects. What we offer A senior leadership role reporting directly to the CEO. Responsibility for developing GLO Marine’s maritime services business internationally. The opportunity to shape and develop the sales function. Close collaboration with engineering, estimating and operations teams on complex vessel upgrade projects. The opportunity to develop long-term client relationships, framework agreements and fleet-wide programmes.

Core Responsibilities

Lead GLO Marine’s maritime sales strategy and own order intake, margin targets, pipeline development, and forecasting while securing vessel engineering, retrofit, conversion, and upgrade contracts. Build client and shipyard relationships, lead commercial negotiations, develop the sales team, and convert individual projects into repeat business and fleet-wide agreements.

Requirements

Requires an active network among shipowners, ship managers, operators, or shipyards and a proven record of winning significant maritime services contracts, ideally with 10–15 years of relevant commercial experience and at least five years in a senior sales or commercial role. Candidates should understand vessel upgrade scopes, contract models, drydock and shipyard interfaces, and Class and flag requirements, and be willing to travel internationally 40–50% of the time.