Senior Sales Service Manager - Jenbacher Engines

The INNIO Advantage

By combining a rich legacy in the power and gas compression space with pioneering technology, INNIO brings our customers affordable, reliable and sustainable energy solutions for today and tomorrow.

We are helping to meet today’s energy needs with 64 GW of installed capacity and more than 50,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. And, by harnessing our history of energy industry firsts along with the power of digital innovation, we will continue to deliver for the future.

Role :

As Jenbacher Service Sales Manager, you will play a critical role in developing orders pipeline, prioritizing opportunities and converting them to sales to meet business objectives. The Service Sales Manager has responsibility for selling the Jenbacher Service offerings in Conversion, Modifications and Upgrades, (CM&U), Overhaul and Repairs (O&R), transactional services and spare parts, through Multi Year Agreements (MYA) or Transactional Agreements (TX) in assigned areas of responsibility through business go to market strategy, either direct or indirect.

Essential Responsibilities :

- Providing leadership for the overall Gas Engines Services ITO process for the assigned region including end user demand generation, opportunity development, proposal strategy and deal conversion necessary to meet stated business goals

- Acting as primary service sales interface for designated end users in region

- Synergizing individual sales opportunities with new unit sales and internal INNIO fulfillment to drive order conversion

- Developing strategy in coordination with New Unit Sales team to drive incorporation of Multi Year Agreements into new and existing end user projects. Improve overall regional MYA penetration and increase contractual revenue % for region

- Supporting product line teams with incorporation of New Product Introduction, Re-Man and CM&U products into overall gas engine opportunities including Multi Year Agreements

- Contributing to regional Service ITO process and provide inputs as needed for internal INNIO Deal Reviews (DRM), Concession Boards (CRB) and other tollgate processes as required on deal by deal basis

- Representing Region Sales in Service forecast process. Work with Business Ops and Customer Service Managers (CSM) to manage order requests and discounts through proper risk review channels

- Support regional finance to analyze cost / CM profiles for P&L and drive proactive actions to ensure results are in line with Op Plan

- Supporting Customer Service Managers as needed in cash collection activities with Distributors to ensure invoices paid per payment terms

- Working with End Users to identify developing needs for new product offerings

Qualification Requirements :

- Technical bachelor’s degree from an accredited College or University

- 5+ years in aftermarket sales roles representing high speed rotating equipment, preferably reciprocating gas engines, in the power industry sector or oil & gas markets

- Legally authorized to work in the United States without Visa sponsorship

- Ability to travel ~50%

- Previous exhibited performance managing multi country sales plans

- IT literate (MS Office, Outlook, Excel, Salesforce)

- Previous experience executing order intake via indirect Distributors’ network

- Ability to represent the company formally and informally to influence 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

- 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