Varya Tech Private Limited (Formerly known as Norinco Pvt. Ltd)
Website:
varyatech.com
Job details:
Company: Varya Tech Pvt. Ltd.
Location: CBD Belapur, Navi Mumbai
Employment Type: Full-time
Workplace: On-site / Field-based
Experience: 5–7 years
Industry: Commercial Shipping / Maritime / Marine Equipment & Services
About the Role
Varya Tech is looking for a commercially driven Sales Manager – Commercial Marine & Aftermarket to develop and grow our business within the commercial shipping market.
The role will focus on working with shipowners, ship management companies, vessel operators, technical managers, superintendents, procurement teams and other maritime customers for marine equipment, spare parts, repairs, servicing, retrofits, upgrades and lifecycle support.
The successful candidate will work closely with Varya's international OEM partners, including Neuver, TeamTec, Techcross and other leading marine equipment manufacturers, to develop and convert aftermarket and new sales opportunities.
This is a hands-on, customer-facing role. We are looking for someone who enjoys being in the market, meeting customers, understanding vessel requirements and building business — not someone who only waits for enquiries and sends quotations.
Key ResponsibilitiesBusiness Development & Sales
- Develop and grow business with commercial shipowners, ship managers, vessel operators and fleet management companies.
- Build strong relationships with:
- Technical Superintendents
- Fleet Managers
- Technical Managers
- Purchase / Procurement Managers
- Technical Directors
- Vessel Managers
- Marine and Service departments
- Regularly visit existing and prospective customers across Mumbai and other maritime locations in India.
- Identify new accounts and develop them into long-term customers.
- Generate new opportunities proactively rather than depending only on incoming RFQs.
- Maintain regular engagement with key accounts and understand their fleet requirements.
Aftermarket & Lifecycle Business
Identify and develop opportunities for:
- OEM spare parts
- Equipment repairs
- Overhauls
- Service attendance
- Preventive and corrective maintenance
- Annual maintenance requirements
- Equipment replacement
- Retrofits and upgrades
- Troubleshooting support
- Dry-docking requirements
- Recommended spare packages
- Obsolescence and replacement solutions
Develop recurring aftermarket business from equipment already installed onboard customers' vessels.
Installed-Base & Fleet Mapping
- Build and maintain an understanding of vessels managed by key customers.
- Identify relevant equipment installed onboard each vessel.
- Track OEM, equipment model and vessel-specific requirements.
- Monitor upcoming dry docks, surveys and planned maintenance periods.
- Identify service and spare requirements before they become urgent enquiries.
- Develop account-specific opportunity plans for major shipowners and ship managers.
OEM Coordination
- Work closely with Varya's international OEM partners.
- Coordinate technical and commercial enquiries with OEMs.
- Obtain quotations, technical clarifications, drawings and supporting information.
- Discuss customer requirements with OEM technical and sales teams.
- Follow up with OEMs on pricing, lead time and delivery commitments.
- Support OEM representatives during customer visits in India.
- Provide regular market feedback and opportunity updates to OEM principals.
Techno-Commercial Management
- Understand customer requirements and recommend appropriate solutions with support from Varya's technical teams and OEMs.
- Prepare and submit techno-commercial offers.
- Follow up quotations systematically.
- Negotiate commercial terms within authorised guidelines.
- Convert enquiries and opportunities into orders.
- Coordinate order execution with internal procurement, logistics, service and finance teams.
- Maintain communication with customers throughout the order and service cycle.
- Support commercial closure and payment follow-up for assigned customers where required.
Market Development
- Monitor developments within the Indian commercial shipping market.
- Track vessel acquisitions, fleet expansion, dry-docking activity and management changes.
- Identify competitor activities and competing products.
- Develop relationships with new ship management and vessel operating companies.
- Identify opportunities for introducing new Varya OEM products into the commercial shipping market.
- Participate in customer meetings, maritime exhibitions, conferences and industry events as required.
CRM & Sales Management
- Maintain accurate customer, opportunity and activity information in the company's CRM.
- Maintain an active and qualified sales pipeline.
- Record customer meetings and follow-up actions.
- Provide realistic sales forecasts.
- Track quotations, opportunities and order conversion.
- Maintain systematic follow-up until opportunities are closed.
Candidate Profile
We are looking for candidates with approximately 5–7 years of relevant experience.
Experience should preferably be within one or more of the following:
- Commercial shipping
- Ship management
- Marine equipment
- Marine spare parts
- Marine service and repair
- Shipyards
- Marine engineering companies
- Marine OEMs or their representatives
Previous direct interaction with shipowners, ship managers, Technical Superintendents and marine procurement teams will be a strong advantage.
Preferred Skills & Experience
The ideal candidate should:
- Understand how commercial vessels are operated and maintained.
- Have experience selling technical products, equipment, spare parts or services.
- Be comfortable discussing requirements with marine engineers and Technical Superintendents.
- Have strong customer relationship skills.
- Be commercially aware and comfortable negotiating with customers.
- Be proactive in generating opportunities.
- Have disciplined follow-up habits.
- Be comfortable coordinating with overseas OEMs.
- Be capable of managing multiple customers and opportunities simultaneously.
- Be comfortable using CRM and standard business software.
- Have good written and spoken English communication skills.
- Be willing to travel regularly for customer meetings, vessel visits and business development.
Educational Background
A degree or diploma in Marine Engineering, Mechanical Engineering, Naval Architecture or another relevant technical discipline would be preferred.
Candidates with strong commercial marine industry experience may also be considered based on their relevant experience.
Location & Travel
The position will be based at Varya Tech's office in CBD Belapur, Navi Mumbai.
The role requires regular customer visits across Mumbai, Navi Mumbai and other maritime locations across India.
Candidates must be comfortable with frequent customer meetings and business travel.
What We Value
We are particularly interested in someone who:
- Likes meeting customers rather than sitting behind a desk.
- Understands that marine aftermarket sales is relationship-driven.
- Can identify an opportunity before the customer sends an RFQ.
- Is technically curious and willing to understand marine equipment.
- Follows opportunities consistently.
- Can build relationships with both customers and international OEMs.
- Thinks in terms of long-term account development rather than one-time sales.
- Takes ownership from enquiry generation through order closure.
If you have experience in the commercial marine industry and enjoy building customer relationships while developing technical and aftermarket business, we would be interested in hearing from you.
- Apply with your updated CV highlighting your experience with commercial shipping customers, marine equipment, aftermarket sales and shipowners/ship managers.
Click on Apply to know more.
