The Jenbacher BU new units Sales Manager will be part of the INNIO Regional sales team, responsible for Jenbacher commercial efforts in the assigned region. Engaging with key end user accounts is key to grow Jenbacher orders. The role will work closely with end users, developers, owners engineers alike to provide technical as well as commercial support, prioritize opportunities, build pipeline and convert orders.
Candidate will own the responsibility for the annual order intake plan for the assigned region 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.
Primary Responsibilities
- Direct and end user sales in assigned region
- 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
- Develop new accounts and strategies regionally to further grow the business regionally
- 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
Qualifications/Requirements
- Bachelor’s degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area
- Minimum of 5 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 ~50%
- Fluent in English language
- 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
- Ability to multi task and manage various activities simultaneously
- Legally authorized to work in the United States without Visa sponsorship
Location Requiremnets
- Candidate can be located in one of the following locations:
- Atlanta, Georgia
- Fort Collins, Colorado
- Houston, Texas
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)
- Strong Analytical Skills (Experience in MS Office, Outlook and Excel)
