Senior Sales Manager - Jenbacher North America

Innio•Houston, TX

11d•Onsite

About The Position

The 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.

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

Nice To Haves

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)

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