DescriptionThe Jenbacher BU new units Senior Sales Manager will be part of the INNIO Regional sales team, responsible for Jenbacher commercial efforts in the assigned region. The role will work closely with end users, developers, owners engineers, EPCs alike to provide commercial as well as technical support, prioritize opportunities, build pipeline and convert orders.
Candidate will own the responsibility for the annual order intake plan for the assigned market and work closely with Commercial Operations, Marketing and Product Line teams to develop and align products & commercial offerings to help competitively position Jenbacher products on projects with key customer accounts. This role will integrate with local and global peer network to leverage best practices.
Responsibilities:
- Direct sales for Jenbacher product in assigned region and market segment
- Develop new accounts and strategies regionally to further grow the business
- Selling to and negotiating with several involved parties: Buyer/ EPC/ Developer/ Financier in order to enable projects.
- Coordinate technical and commercial support and own assigned sales targets
- Own customer and key account relationship throughout the entire sales cycle from lead identification, negotiation and deal closure
- Monitor, maintain and deliver strategic market intelligence on a regular basis to help formulate and drive end user business development strategy to secure orders for new product opportunities
- Participate in regional pacing calls with assigned distributors and key accounts
- Interface with Regional Business Operations and Finance teams and support regional leader to provide monthly and quarter orders commitments and associated updates in salesforce.com
- Act as a factory liaison for product questions between end customer and local/HQ resources to support project development cycle
- Expand product visibility and awareness with end customers by participating in regional product and industry conferences, hosting customer events and supporting regional marketing and communications activities
- Support project specific risk reviews in conjunction with Commercial Operations including deal review process
Requirements:
- Bachelor's degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area
- Minimum of 10 years' commercial experience (sales or business development) with high speed reciprocating or rotating equipment in the power gen Industry, including commercial experience managing end customer and key accounts
- Ability to travel 40%
- IT literate (Outlook, Excel, Salesforce)
- Well developed business acumen and ability to communicate effectively at all levels.
- Previous experience executing order intake via direct or indirect Distributors' network
- Strong analytical skills
Location Requirentes
- Candidate to be located in Houston, TX
Desired Characteristics
- Strong understanding of reciprocating engine technology and its applications in the power gen industry.
- Customer focus mindset with proven ability to respond quickly to customer needs
- Persuasive skills to influence decision-making process; Ability to clearly present and articulate a value proposition
- Well-developed business acumen and ability to communicate effectively at all levels
- Ability to effectively identify and qualify prospects in new market areas
- Strong technical aptitude and proven ability to sell a technical solution
- Working knowledge of business finance and experience selling products that require capital budgeting. Ability to quickly assess the financial willingness of a customer to undertake a project
- Ability to multi task and manage various activities simultaneously
- Strong commercial and organizational skills
- Previous reciprocating gas engine sales experience (preferably Jenbacher Products)
