Senior Sales Manager

Description

The Senior Sales manager is responsible for the commercial efforts in the assigned region to create order intake and sales for the company.  The role interacts with end users and distributors alike, negotiating with customer and/or his representatives directly or through distributors.  

• Developing relationship with new major customers and selling to executive level/sourcing leaders of bigger accounts in direct and indirect or hybrid market
• Prospects for new customers and sells New unit to direct customers through/or with support of distributors
• Negotiates independently the deal with executives, top level managers of the customers
• Represents company in front of customers and/or governmental officials.
• Selling to and negotiating with several involved parties: Buyer/EPC/Planner/Financier in order to enable projects.
• Links in to wider INNIO to draw on deeper product & commercial expertise to support customer.
• Owns business responsibility for pricing and competitiveness, maximize price advantage by leveraging the right product selection and works closely with Commercial Operations and Application Engineering teams in this regard
• Handling highly complex negotiations beyond price, payment and delivery terms only, which means: able to negotiate also terms of payment security (L/C, Bank guarantees), financing, LDs/guarantees, warranty, delivery/Incoterms, other liabilities and legal terms, etc
• Develops vision of an important market on the level of a product line with a long-term perspective.
• Selling tailored complex solutions/scope (BOP, etc.) or developing new applications/new business segments (hydrogen, data centres)
• Knowing well and leveraging current and upcoming market environment (country's incentive structures, regulatory requirements, other environmental/legal boundaries, permits)
• Has strong understanding our INNIO products/engines and technical specifications

Qualification Requirements : 

• Minimum of 8 years of commercial experience in direct sales and  through/ or with support of distributors, with high speed reciprocating or rotating equipment in the power gen Industry, including commercial experience managing end customer and key accounts.
• Well-developed business acumen and ability to communicate effectively at all levels.
• Previous experience executing order intake via direct or indirect distributors’ network
• Deep understanding of the market, competitors and potential customers, in a small Country or a region of a larger country
• Ability to multi task and manage various activities simultaneously.
• 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
• 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
• Strong analytical skills  
• Excellent English language skills plus fluency in Spanish
• IT literate (Outlook, Excel, Salesforce)
• Knowledge of finance principles and contractual legal frameworks. 
• Ability to travel ~50%.

Desired Qualifications :

•    Master degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area