Regional Senior Sales Manager - Jenbacher Engines

Senior Sales Manager

By combining a rich legacy in the power and gas compression space with pioneering technology, INNIO brings our customers affordable, reliable and sustainable energy solutions for today and tomorrow. We are helping to meet today's energy needs with 64 GW of installed capacity and more than 50,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. And, by harnessing our history of energy industry firsts along with the power of digital innovation, we will continue to deliver for the future.

This Senior Sales Manager is responsible for commercial efforts in the region (PERU, CHILE, and BRAZIL) to create order intake and sales for the company. He/she works closely and negotiates deals with INNIO customers and end users directly. Owns full responsibility for the annual order intake plan for this specific region of Latin America (Peru, Chile, and Brazil). Please note that this position holder can also be based in Brazil or Colombia.

Essential responsibilities include:

• Developing relationships with new major customers and selling to executive level/sourcing leaders of bigger accounts in direct market
• Prospects for new customers and sells New unit and/or Service to direct customers
• 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 (e.g. hydrogen, data centers)
• Knowing well and leveraging current and upcoming market environment (country's incentive structures, regulatory requirements, other environmental/legal boundaries, permits)
• Has strong understanding of our INNIO products/engines and technical specifications

Qualification requirements include:

• Degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area
• Minimum of 8 years of commercial experience in direct 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
• 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 and established relations in the relevant Peruvian, Chilean and -ideally Brazilian- markets (competitors and potential customers)
• 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
• Strong commercial and organizational skills
• Strong analytical skills
• IT literate (Outlook, Excel, Powerpoint)
• Experience and willingness to work with CMS tools (preferably experience with salesforce)
• Knowledge of finance principles and contractual legal frameworks
• Ability to travel ~50%

Languages: Fluency in Spanish and English, Portuguese is a great plus