Senior Sales Manager Jenbacher Engines - South Cone LATAM

This Senior Sales manager is responsible for commercial efforts in the South Cone region of Latam. He/she will create order intake and sales for the company. He/she works closely and negotiates deals with INNIO customers and end users directly and owns full responsibility for the annual order intake plan for the assigned region.

Essential Responsibilities :

• Developing relationship with new major customers and selling to executive level/sourcing leaders of bigger accounts in direct market
• Prospects for new customers and sells New units 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 (eg. hydrogen)
• 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 :

• 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 of the market, competitors and potential customers, in South Cone Latin America (Brazil, Chile, Argentina, Bolivia, Paraguay and Uruguay)
• 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
• Ability to multi task and manage various activities simultaneously
• Strong commercial and organizational skills
• Strong analytical skills
• Ability to travel ~50%

Academic Requirements

• Master degree in Mechanical or Electrical Engineering or Business or equivalent work experience in similar area

Languages

• Very good English Knowledge (at least at B1 level)
• Fluent in Portuguese
• Proficiency in Spanish

Job Specific Knowledge

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