Marine Solutions & Regulatory Specialist

Role Description

The Marine Solutions & Regulatory Specialist supports Tototheo Global’s commercial and operational teams in developing, coordinating and delivering technically sound maritime solutions.

The role combines marine operational expertise, technical-commercial support, regulatory knowledge and cross-functional coordination. The position will have particular responsibility for coordinating dry-dock activities within Tototheo’s portfolio, supporting the scoping and pre-sales process for bridge and navigation equipment, and translating regulatory developments into broader market opportunities for the Integrated Service Business.

The role acts as a liaison between customers, Sales, Technical Sales, Service Coordination, engineering teams, manufacturers, shipyards, service partners and Marketing.

Key Tasks and Responsibilities

Dry-Dock Coordination

• Coordinate and oversee dry-dock activities involving Tototheo equipment, services and partners.
• Define the required scope, equipment, services, timelines, responsibilities and deliverables.
• Coordinate internally with Sales, Technical Sales, Service Coordination, Logistics and Technical teams.
• Maintain clear communication with the customer, vessel representatives, shipyard, manufacturers and service partners.
• Monitor progress, identify risks or delays and support timely resolution.
• Ensure proper handover, documentation and commercial follow-up after completion.

Bridge Equipment Scoping and Pre-Sales Support

• Support Sales and Technical Sales in assessing customer requirements for bridge, navigation, communication and related marine equipment.
• Review vessel information, existing equipment, operational requirements and applicable regulations.
• Assist in preparing solution scopes, equipment lists, technical clarifications and preliminary requirements.
• Participate in customer discussions, vessel visits and technical meetings when required.
• Ensure proposed solutions are technically realistic, compliant and operationally suitable.

Regulatory Compliance and ISB Opportunity Development

• Monitor relevant maritime regulatory developments, including SOLAS, GMDSS, navigation, communication and bridge equipment requirements.
• Assess how regulatory changes may affect vessels, operators and Tototheo’s service portfolio.
• Identify broader market opportunities, service needs and potential campaigns arising from regulatory and compliance developments.
• Translate regulatory updates into practical opportunity themes, target vessel profiles and recommended areas of commercial focus for the Sales team.
• Prepare clear internal summaries and guidance for Sales, Technical Sales, Customer Success and other relevant teams.
• Act as a liaison with Marketing to develop technically accurate content, campaigns and thought-leadership material supporting ISB’s market presence and business objectives.
• Support the development and improvement of ISB offerings, service descriptions and compliance-related campaigns.
• Enable Sales to pursue customer-specific leads and opportunities, without assuming responsibility for account ownership or sales conversion.

Operational and Commercial Support

• Provide technical and operational support for complex customer enquiries and quotations.
• Assist with feasibility assessments, scope clarification and coordination between commercial and operational teams.
• Contribute to the preparation of proposals, statements of work and supporting documentation.
• Support customer meetings through credible maritime and operational expertise.
• Maintain accurate records of active activities, opportunity areas, actions and responsibilities.

Expectations

• Take ownership of assigned activities and follow them through to completion.
• Work independently while maintaining clear communication with all relevant stakeholders.
• Translate vessel and customer requirements into practical and commercially viable solutions.
• Identify potential risks, missing information and compliance requirements at an early stage.
• Maintain strong working relationships with customers, shipyards, manufacturers, class societies and service partners.
• Proactively identify market-level opportunities and areas of commercial focus for the business.
• Support Sales with technical and operational insight while maintaining a clear separation between technical-commercial support and direct sales ownership.
• Ensure that responsibilities remain clearly allocated between Commercial, Technical, Service Coordination and Logistics teams.

Main Goals

• Improve the planning, coordination and commercial control of Tototheo’s dry-dock activities.
• Increase the quality and speed of bridge equipment scoping and quotation preparation.
• Identify and develop market-level commercial opportunities arising from regulatory developments and vessel compliance requirements.
• Provide Sales with clear opportunity themes, target profiles and supporting technical insight for customer-specific follow-up.
• Strengthen ISB’s market presence through relevant and technically credible content and campaigns.
• Reduce technical and operational gaps between Sales and service delivery.
• Strengthen Tototheo’s position as a trusted maritime solutions partner with practical vessel-operational expertise.

Support profitable growth across bridge equipment, marine s