Role Summary/Purpose
The Senior Sales Manager will lead all INNIO Jenbacher commercial efforts for the assigned territories. The role is central to INNIOs commercial activities in Indonesia and the Philippines and is responsible for new units order growth, maintaining strong local relationships with channels, packagers & key customers as well as aligning regional & global INNIO functions to deliver in these markets. The role will be part of INNIO Jenbachers APAC team and reports to the General Manager - APAC.
Primary responsibilities:
The Jenbacher Senior Sales Manager will be part of the INNIO Regional sales team responsible for leading Jenbacher commercial efforts in the assigned region (Indonesia & Philippines). The role will work closely with key stakeholders including EPCs, PLN, Govt. Agencies, Consultants, End Users, and Distributors alike to provide technical as well as commercial support, prioritize opportunities, build the opportunity pipeline and convert orders.
The Sales Manager will own the responsibility for achieving 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 a local and global peer network to leverage best practices.
Working with assigned Distributors, Direct Customers, and formulate go-to-market strategies
Own customer and key account relationships throughout the entire sales cycle from lead identification, negotiation, and deal closure.
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 customers and local/HQ resources to support the 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 the deal review process.Qualifications:
5+ years in Sales roles representing high speed rotating equipment, preferably reciprocating gas engines, in the power industry, the IPP, EPC or oil & gas markets
Proven and strong reliable industry network within both countries and sales track record.
Understanding of project finance and bankability of energy projects.
Willing to make the difference and go the extra mile in a high-performance oriented team.
Previous exhibited performance managing multi-country sales plans.
Ability to travel.
Fluent in English and desirable would-be local languages
IT literate (Outlook, Excel, Salesforce)
Well-developed business acumen and ability to communicate effectively at all levels.
Previous experience executing order intake via indirect Distributors network
Strong Analytical Skills
Ability to multitask and manage various activities simultaneously
Desired Characteristics:
Ability to build and maintain relationships with internal and external stakeholders.
Strong presentation development and broader communication skills that turn concepts into effective structured messages for non-technical internal and external decision-makers.
Ability to represent the company formally and informally to influence internal and external stakeholders.
Ability to work collaboratively across functional groups and large organizations.
Demonstrated ability to work collaboratively with cross-functional teams and manage multiple priorities.
Proven capability to come up the learning curve quickly for new areas of business and changes in the market.
Jenbacher Gas Engine product experience preferred.
Knowledge of INNIO network, process, nomenclature, businesses, initiatives, and programs.
Previous experience with financial reporting or P&L responsibilities
Persuasive skills to the influence decision-making process; Ability to clearly present and articulate a value proposition.
Ability to work collaboratively & navigate across a matrix organization
