Vice President of Sales – Maritime & Offshore Energy

GLO Marine is an engineering and project delivery company serving the marine, offshore and energy industries. We hold every core engineering discipline in-house and take responsibility for making the engineering, equipment and installation work together — from concept through Class approval, integration and commissioning. One contract, one project manager, delivered in more than 25 countries.

GLO Marine is looking for a Vice President of Sales to lead revenue growth across the maritime and offshore energy markets, converting opportunities into profitable contracts that our teams can deliver.

Reporting to the Chief Executive Officer, you will join the senior leadership team and take ownership of order intake, margin, pipeline and forecasting. Your client coverage will include shipowners, ship managers and operators across cargo, cruise and specialised vessels, alongside offshore operators, support-vessel owners, offshore unit owners and their contractors.

This role requires an established industry network and the technical understanding to discuss vessel upgrade scopes, shipyard interfaces, Class requirements and delivery windows confidently with clients.

Location: Europe, with substantial international travel, typically 40–50% of working time.

Revenue and commercial leadership

• Own annual order intake, margin and sales forecasts across both markets, reporting performance to the CEO and Board.
• Maintain a qualified pipeline with sufficient coverage to support revenue targets and reliable quarterly forecasts.
• Define the commercial approach for each opportunity, including positioning, pricing strategy and negotiation.
• Lead negotiations on significant contracts through to signature, within agreed commercial authority.
• Convert individual project wins into repeat business, framework agreements and fleet-wide opportunities.

Client relationships and market coverage

• Develop and maintain relationships with shipowners, ship managers, operators and charterers across GLO Marine’s target segments.
• Engage the people responsible for retrofit and drydock decisions, including technical managers, fleet directors, superintendents, project managers and procurement teams.
• Secure inclusion on approved vendor lists, qualified bidder lists and tender invitations.
• Represent GLO Marine at industry events, client offices, shipyards and vessels.

Technical and commercial judgement

• Assess enquiries against scope clarity, technical feasibility, vessel availability, yard and Class requirements, competitive position and margin potential.
• Work with estimating and operations to ensure that proposed scope, pricing and delivery schedules are validated before commitment.
• Anticipate scope changes and structure offers to manage variations commercially.
• Discuss retrofit options, drydock sequencing, regulatory drivers and delivery trade-offs credibly with clients.
• Ensure clear handovers to Operations when contracts are awarded.

Sales team development

• Build, lead and develop the sales team, defining territory and segment coverage across both markets.
• Establish consistent qualification criteria, CRM records, pipeline reviews, forecasting and win/loss analysis.
• Work with Marketing on positioning, campaigns and sales materials.
• Coordinate with Business Development as established offerings and markets transition into ongoing sales activity.

Industry network – Essential

The successful candidate must bring an established, active network among vessel owners, managers and operators in maritime services, offshore energy or both.

Current relationships with the people who influence retrofit, drydock and upgrade decisions are central to this role. You should be able to use your network to create opportunities from the outset.

Technical and commercial expertise – Essential

• Strong understanding of vessel maintenance, retrofit, modification, conversion and upgrade work.
• Experience selling or delivering EPC-type vessel modifications, combining engineering, procurement and installation with accountability for the overall result.
• Familiarity with Class and flag requirements, drydock cycles, shipyard interfaces, vessel systems and the regulatory and lifecycle drivers behind retrofit demand.
• Sound understanding of lump-sum, reimbursable, EPC and framework contracts.
• Ability to negotiate commercial terms, assess risk and manage scope variations.
• Experience leading a sales team, or demonstrable readiness to build and develop one.

Essential

• A proven track record of winning significant contracts in maritime, offshore energy or a related heavy-industrial sector.
• Ideally 10–15 years of commercial experience, including at least five years in a senior sales or commercial role.
• An established network within GLO Marine’s target markets.
• Ability to engage confidently in technical and commercial discussions with clients.
• Experience managing sales pipelines, CRM processes and reliable forecasts.
• 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 relationships with shipyards, classification societies and major equipment manufacturers.
• Familiarity with decarbonisation and compliance-driven retrofits, including BWTS, scrubbers, shore power, energy efficiency and alternative fuels.
• Experience with offshore unit life extension, conversions or FPSO-related modifications.
• An additional language relevant to GLO Marine’s international markets.

• A senior leadership role with direct responsibility for sales growth across two international markets.
• The opportunity to shape and develop GLO Marine’s sales team.
• Collaboration with engineering, estimating and operations teams on complex vessel upgrade projects.
• The opportunity to build long-term client relationships and develop framework and fleet-wide agreements.

We are looking for a commercially strong leader who is credible in technical discussions and builds relationships that extend beyond individual projects.

You should be disciplined in qualifying opportunities, direct with clients and colleagues, and comfortable declining work that cannot be priced or delivered on a sound basis. You will combine an active market presence with structured sales management, clear forecasting and a practical understanding of project delivery.

During the first three months, you will develop a clear understanding of GLO Marine’s capabilities, references and delivery model, establish working relationships with operations and estimating, and engage your network against a mapped target list covering both markets.

Within six months, you will have a qualified pipeline, a credible forecast and active opportunities generated through your own network, alongside introductions or registrations with new owners and operators.

Within twelve months, success will be reflected in progress against order intake and margin targets, established sales discipline, new client relationships converted into delivered work, and an agreed team structure to support the next stage of growth.