The Regional Sales Manager is responsible for driving commercial efforts in Argentina to generate order intake and sales for INNIO's Waukesha engines. This remote role involves building strategic relationships with major customers, distributors, and channel partners while representing the company in executive-level discussions and complex project negotiations.
What You'll Do
- 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.
What We're Looking For
- 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.
- Bachelor's degree in engineering, business or equivalent work experience.
- 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.
- 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.
Nice to Have
- Strong understanding of reciprocating engine technology and its applications in the power generation industry (preferably Waukesha products) strongly desired.
- Master's degree in mechanical or electrical engineering a plus.
Technical Stack
- Microsoft Office Suite
- CRM tools (e.g. Salesforce)
Work Mode
- Remote position based in Argentina
