Job Description Summary

Customer facing staff responsible for winning business Impacts approaches, projects and programs in the functional area or affected business organization and ways of working. Impacts quality, efficiency and effectiveness of own team. Guided by commercial practices and policies that may be shaped by the role. Has significant control/influence over commercial priorities. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgement are required to achieve outcomes required.

Job Description

As a Senior Sales Manager - Steam Power, you will:

• Achieve parts orders and sales operating plan
• Manage and own all Parts quote activity throughout the deal process, including opportunity identification, strategy creation, proposal development, deal negotiation, order closure and OTR hand-off
• Maintain and communicate up-to-date knowledge of Parts related market trends (technology, pricing, risk, etc.), customer requirements, competitor actions and customer base
• Develop, expand, and manage customer relationships in your assigned coverage area to enhance parts sales
• Proactively develop recommended Parts list during outage pre-planning / pre-bid phase and support LCT (Local Customer Team) and GESPI efforts to grow emergent parts sales during outage events
• Review all forecasted outages, and insure there is a parts plan and strategy for each outage
• Work with Region Pricing Leader to understand market dynamics and apply understanding to market level pricing for parts quote
• Act as region expert on parts pricing guidelines and price deviation process and facilitate / lead all Parts related approvals
• Provide timely, accurate and complete forecasts of Orders and Sales for the Parts segment by supporting maintenance of opportunity pipelines in NEX  
• Act as single point contact for all internal / external Parts matters, such as Customer Issue Resolution (CIR) cases that involve Parts/ NCR’s
• Assist Sales, Commercial and Regional Services teams in identifying opportunities for process and organizational improvement, including support of LEAN activities to improve parts fulfillment for both Inquiry To Order (ITO) and Order To Remittance (OTR) processes
• Partner with GESPI sales managers, GESPI Repair sales managers, CSLs, and Field Engineers to support customer’s parts needs, parts that enable repairs and/or field services
• Assist application engineering, when appropriate, to maintain complete and accurate unit records
• Partner with parts STM’s, vendors and suppliers to insure parts are delivered per order agreement with customer

Roles and Responsibilities

• Originates and closes financial transactions with new, existing and former customers within an assigned target market to develop new business, and retain and penetrate existing business.
• Developing specialized knowledge of latest commercial developments in own area and communication skills to influence others. Contributes towards strategy and policy development, and ensure delivery within area of responsibility.
• Has in-depth knowledge of best practices and how own area integrates with others; has working knowledge of competition and the factors that differentiate them in the market
• Uses judgment to make decisions or solve moderately complex tasks or problems within projects, product lines, markets, sales processes, campaigns or customers. Takes new perspective on existing solutions. Uses technical experience and expertise for data analysis to support recommendations. Uses multiple internal and limited external sources outside of own function to arrive at decisions.
• Acts as a resource for colleagues with less experience. May lead small projects with moderate risks and resource requirements. Explains difficult or sensitive information; works to build consensus. Developing persuasion skills required to influence others on topics within field.

Qualifications/Requirements :

• Bachelor’s Degree in Engineering or technical discipline from an accredited college or university (OR High School Diploma / GED with a minimum of 8 years of experience in the Power Generation industry and in marketing, sales, project management or customer service within the Power Generation Industry)
• Minimum of 5 years of experience working with / knowledge of Steam Turbine Technology products and services

Desired Characteristics :

• Ability and willingness to work flexible / long hours as necessary
• Ability and willingness to travel to determined customer base
• Strong Commercial background
• Strong Field Engin