Regional Senior Service Sales Manager- Indirect
hace 7 meses
This
**Senior Service Sales Manager** is responsible for the commercial efforts in the 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.
The assigned countries for this role are:
**Colombia, Central América, Perú, Ecuador, Bolivia, Argentina, Chile**
**Essential Responsibilities**
- Developing relationship with new major customers and selling to executive level/sourcing leaders of bigger accounts in indirect or hybrid market
- Prospects for new customers and sells Service (TX Spares, OH/R, CM&U, MYA, myPlant and Filed 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 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 Service Operations 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 (OH/R, CM&U, MYA, myPlant, etc.) or developing new products/new business segments
- 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, Service offerings and technical specifications
**Qualification Requirements**
- BA degree in Mechanical or Electrical Engineering or equivalent work experience
- 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 countries
- 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
- Very good English knowledge (at least at B1 level) and native or fluent in Spanish
- IT literate (Outlook, Excel, Salesforce)
- Knowledge of finance principles and contractual legal frameworks
- Ability to travel ~50%.
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