Location(s): United States, Mexico; Texas; Houston, Atlanta, Waukesha
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Role Summary: The Americas J920 Sales Leader is the commercial Sales team leader responsible for J920 sales for North America, Latin- and South America. The Sales Leader will need to define a regional J920 and large engine sales and commercial strategy and manage a portfolio of key deals together with his assigned team of J920 Sales Managers, the regional DP Sales and project specific SWAT teams.
Essential Responsibilities: The Americas J920 Sales Leader is responsible for managing all commercial interactions with key customers, strategic partners, and will be responsible for assisting the region in achieving its assigned operating plan. The Americas J920 Sales Leader will represent DP’s large reciprocating engine product line and will lead direct sales and direct service sales for the Jenbacher business in the assigned region.
As the Americas J920 Sales Leader, you will:
Define and deliver the regional J920 commercial strategy and execution plan
Lead cross-functional J920 team including regional product sales leaders, marketing, engineering, commercial operations managers, product line representatives, and service sales in a complex sales cycle
Demonstrate the ability to influence others
Manage the J920 direct sales proposal process from opportunity identification through contractual agreements in order to achieve regional OP commitments and growth targets
Support specialized sales, engineering, and CommOps teams based in the region to identify & define opportunities, and drive regional strategies to meet OP targets
Organize and train regional J920 sales teams in order to transfer knowledge, instill domain expertise, drive J920 value propositions, and identify key EPC partnerships
Lead overall deal structuring, pricing, negotiations, and all other proposal development and commercial activities for key J920 direct sale opportunities including consortium and turn-key contracting opportunities as required
Provide commercial and technical expertise and assistance in the assigned region
Meet assigned targets for Orders, Sales, Cash, and margin for new units, service sales, and balance of plant equipment
Serve as subject matter expert in the assigned region in order to develop business opportunities and promote short, mid, and long term market growth
Support sales teams and third party partners with direct customer negotiations as required
Collaborate with Marketing, Engineering, Finance, and Product Line teams to develop new solutions for new unit sales and service offerings based on voice of customer feedback and regional market drivers
Conduct key deal reviews, commercial risk process, and regional pacing calls in order to manage commercial risk, achieve targets, and drive pipeline conversion
Bachelor's Degree in Business or technical discipline
Minimum of 6 years of experience in reciprocating engines
Minimum of 5 years of experience in industry related sales or marketing
Ability and willingness to travel as required
Experience with large reciprocating engine power plant systems
Demonstrated experience and success in the leading cross functional team
Direct and/ or indirect leadership experience
Matter of expertise in Energy or Industrial segments
Ability to energize, develop and build rapport in matrix organization
Proven coordination and influencing skills in a global environment
High ethics and integrity
Spanish language skills
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Locations: United States, Mexico; Texas; Houston, Atlanta, Waukesha
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