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Responsibilities
Position SummaryThe Senior Service 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 customers and/or his representatives directly or through distributors.Essential FunctionsDeveloping relationships with new major customers and selling to executive level/sourcing leaders of bigger accounts in direct, indirect or hybrid markets.Prospects for new customers and sells Service (TX Spares, O/R, CM&U, MYA, myPlant and Field Service) 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, distributors and/or governmental officials.Selling to and negotiating with several involved parties: Buyer/EPC/Planner/Financier/O&M to enable projects.Links into wider INNIO to draw on deeper product & commercial expertise to support customers.Owns business responsibility for pricing and competitiveness, maximize price advantage by leveraging the right product selection and works closely with Commercial Operations and Service Operations teams.Handles 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.Develops vision of an important market on the level of a product line with a long-term perspective.Ability to sell tailored complex solutions/scope (OH/R, CM&U, MYA, myPlant, etc.) or developing new products/new business segments.Ability to leverage current and upcoming market environment (country's incentive structures, regulatory requirements, other environmental/legal boundaries, permits).Strong understanding our INNIO products/engines and Service offerings and technical specifications.Eligibility RequirementsMinimum 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.Master’s degree in mechanical or electrical engineering or equivalent work experience in similar area.Fluent in English and Spanish.Preferred Skills and AttributesWell-developed business acumen and ability to communicate effectively at all levels.Previous experience executing order intake via direct or indirect distributors’ networks.Deep understanding of the market, competitors, and potential customers, in a small country or a region of a larger country.Customer focus mindset with proven ability to respond quickly to customer needs.Persuasive skills to influence decision-making processes.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 technical solutions.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.Ready to join a team that’s powering a better future? Apply now!
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