Regional Sales Manager
hace 4 días
- 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 New unit and/or Service to direct customers through/or with support of distributors / channel partners.
- 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.
- 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 (hydrogen, data centers).
- Knowing well and leveraging current and upcoming market environment (country's incentive structures, regulatory requirements, other environmental/legal boundaries, permits).
- Develops a strong understanding our INNIO products/engines and technical specifications.
- 8+ years' of commercial experience in direct sales to include selling through distributors, with high speed reciprocating or rotating equipment in the power generation industry; this includes commercial experience managing end customers and key accounts.
- Strong understanding of reciprocating engine technology and its applications in the power generation industry (preferably Waukesha products) strongly desired.
- Bachelor's degree in engineering, business or equivalent work experience; master's degree in mechanical or electrical engineering a plus.
- Willingness to travel up to 50% of the time domestically & globally.
- Very good English knowledge (at least at B1 level); fluency in Spanish.
- 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 country
- 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.
- Demonstrated analytical capabilities.
- Systems expertise in Microsoft Office Suite, CRM tools (EX: Salesforce) and other technology.
- Knowledge of finance principles and contractual legal frameworks.
#Waukesha
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