Senior Sales Manager

hace 7 días

Veracruz, Veracruz-Llave, México Innio A tiempo completo
About the Role

We are seeking a highly skilled and experienced Commercial Leader to join our team at INNIO. As a Senior Sales Manager, you will be responsible for driving commercial efforts in assigned regions to create order intake and sales for the company.

Key Responsibilities
  • Develop and maintain relationships with new major customers and executive-level/sourcing leaders of bigger accounts in direct and indirect or hybrid markets.
  • Prospect for new customers and sell new units to direct customers through or with the support of distributors.
  • Negotiate independently with executives and top-level managers of customers to secure deals.
  • Represent the company in front of customers and/or governmental officials.
  • Sell to and negotiate with multiple involved parties, including buyers, EPCs, planners, and financiers, to enable projects.
  • Link with wider INNIO teams to draw on deeper product and commercial expertise to support customers.
  • Owning business responsibility for pricing and competitiveness, maximizing price advantage by leveraging the right product selection and working closely with Commercial Operations and Application Engineering teams.
  • Handle complex negotiations beyond price, payment, and delivery terms, including negotiating terms of payment security, financing, LDs/guarantees, warranty, delivery/Incoterms, and other liabilities and legal terms.
  • Develop a vision of an important market on the level of a product line with a long-term perspective.
  • Sell tailored complex solutions or develop new applications/new business segments, such as hydrogen or data centers.
  • Stay well-informed and leverage the current and upcoming market environment, including country-specific incentive structures, regulatory requirements, and other environmental/legal boundaries.
  • Have a strong understanding of 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, with high-speed reciprocating or rotating equipment in the power generation industry, including commercial experience managing end customers 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 country.
  • Ability to multi-task and manage various activities simultaneously.
  • Customer-focused mindset with proven ability to respond quickly to customer needs.
  • Persuasive skills to influence the 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.
  • Excellent English language skills plus fluency in Spanish.
  • Knowledge of finance principles and contractual legal frameworks.
  • Ability to travel ~50%.
Desired Qualifications

A Master's degree in Mechanical or Electrical Engineering or Business or equivalent work experience in a similar area.

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