Regional Sales Manager Jenbacher Engines - Caribbean & Guyana

Please note that the work location for this position can be either MEXICO, PANAMA, Dominican Republic or other Caribbean Islands depending on candidate location.

This Regional Sales Manager – Direct and Hybrid Mkts (New Units) is responsible for the commercial activities in the Caribbean & Guyana 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. Owns full responsibility for the annual order intake plan for the Caribbean & Guyana.

Essential Responsibilities :

· Develops relationships with new major customers and selling to executive level/sourcing leaders of bigger accounts in direct and hybrid market
· Develops project pipeline, leads, and create opportunities in the Caribbean & Guyana 
· Prospects for new customers and sells New unit 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
· Sells to and negotiates with several involved parties, Buyer/EPC/Planner/Financier/ ESCOs/ Gas Suppliers / Utilities 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
· 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, etc
· Develops vision of an important market on the level of a product line with a long-term perspective.
· Sells tailored complex solutions/scope (BOP, etc.) or developing new applications/new business segments (hydrogen, data centres)
· Knows well and leverages 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 :

· Minimum of 8 years of commercial experience in direct sales and through/ or with support of distributors, managing end customers, key accounts and key stakeholders
· Experience with high speed reciprocating or rotating equipment in the power gen Industry
· Business development knowledge and experience
· Previous experience executing order intake
· Deep understanding of the market, competitors and potential customers in the Caribbean and Guyana 
· Well-developed business acumen and ability to communicate effectively at all levels
· Ability to multitask 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
· Ability to travel ~50%

Academic Requirements :
· Degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area, Master a plus

Languages :
· fluency in Spanish
· fluency in English

Job Specific Knowledge :
·Strong understanding of reciprocating engine technology and its applications in the power gen industry (preferably Jenbacher or similar products)
· IT literate (Outlook, Excel, Salesforce)
· Knowledge of finance principles and contractual legal frameworks.