What are the responsibilities and job description for the Sr. Manager - Service Sales position at INNIO?
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. As a very successful company, we are experiencing significant growth in the United States. Today, we help meet the world's energy needs with 64 GW of installed capacity and 48,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. By harnessing our history of energy industry firsts, along with the power of digital innovation, we will continue to deliver for the future. Welcome to a World of Innovation and Inspiration. Welcome to INNIO!
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. As a very successful company, we are experiencing significant growth in the United States. Today, we help meet the world's energy needs with 64 GW of installed capacity and 48,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. By harnessing our history of energy industry firsts, along with the power of digital innovation, we will continue to deliver for the future. Welcome to a World of Innovation and Inspiration. Welcome to INNIO!
As an Equal Opportunity Employer, INNIO offers a comprehensive array of international career opportunities and understands that diversity creates excellence. Known for leadership development, we aim to empower individuals to reach their full potential.
Position Overview:
The Senior Manager – Service Sales is responsible for driving service sales operations across direct and indirect markets in North America and for leading a team of Service Sales Managers, fostering a high-performance culture and ensuring alignment with global and regional strategies. This role is accountable for achieving service sales and revenue targets for all Jenbacher service offerings. The position requires strategic leadership, complex contract negotiations, and collaboration across commercial, technical, and financial functions to deliver customer satisfaction and meet regional business objectives.
The Senior Manager – Service Sales is responsible for driving service sales operations across direct and indirect markets in North America and for leading a team of Service Sales Managers, fostering a high-performance culture and ensuring alignment with global and regional strategies. This role is accountable for achieving service sales and revenue targets for all Jenbacher service offerings. The position requires strategic leadership, complex contract negotiations, and collaboration across commercial, technical, and financial functions to deliver customer satisfaction and meet regional business objectives.
Responsibilities:
• Define and implement the Service Sales Strategy for the North America region
• Achieve service sales and revenue targets for Jenbacher service offerings, including multi-year agreements, transactional services, spare parts agreements, conversions, modifications and upgrades, overhauls and repairs, and operations and maintenance
• Maintain sales margin targets for all service offerings
• Lead negotiations for highly complex, multi-layered service contracts and develop customized solutions for large power plants, data centers, and utilities
• Collaborate cross-functionally with commercial, technical, financial, and legal teams to structure agreements that address operational, logistical, and compliance requirements, ensuring risk mitigation and profitability
• Lead, coach, and develop a team of Service Sales Managers, providing functional and disciplinary leadership across all market segments in direct and indirect markets
• Ensure clear objectives, effective performance management, and opportunities for professional growth
• Collaborate with the New Unit Sales team to develop strategies that integrate multi-year agreements into new equipment sales projects, while driving cross-regional cooperation and ensuring alignment with global and regional service strategies
• Oversee budgeting, forecasting, and financial reporting for service sales operations, ensuring accuracy and alignment with regional targets
• Manage commission structures and incentive plans to drive performance and maintain profitability
• Develop initiatives to improve customer satisfaction and strengthen long-term relationships
• Stay informed on industry developments, market trends, competitor activities, and emerging technologies to identify new business opportunities and adapt service strategies accordingly
• Represent INNIO at industry conferences, trade shows, and professional forums
• Conduct regular customer meetings, project reviews, and site visits to strengthen relationships, understand operational needs, and ensure successful execution of service agreements
• Perform other related duties as assigned to assist with successful operations and business continuity
• Define and implement the Service Sales Strategy for the North America region
• Achieve service sales and revenue targets for Jenbacher service offerings, including multi-year agreements, transactional services, spare parts agreements, conversions, modifications and upgrades, overhauls and repairs, and operations and maintenance
• Maintain sales margin targets for all service offerings
• Lead negotiations for highly complex, multi-layered service contracts and develop customized solutions for large power plants, data centers, and utilities
• Collaborate cross-functionally with commercial, technical, financial, and legal teams to structure agreements that address operational, logistical, and compliance requirements, ensuring risk mitigation and profitability
• Lead, coach, and develop a team of Service Sales Managers, providing functional and disciplinary leadership across all market segments in direct and indirect markets
• Ensure clear objectives, effective performance management, and opportunities for professional growth
• Collaborate with the New Unit Sales team to develop strategies that integrate multi-year agreements into new equipment sales projects, while driving cross-regional cooperation and ensuring alignment with global and regional service strategies
• Oversee budgeting, forecasting, and financial reporting for service sales operations, ensuring accuracy and alignment with regional targets
• Manage commission structures and incentive plans to drive performance and maintain profitability
• Develop initiatives to improve customer satisfaction and strengthen long-term relationships
• Stay informed on industry developments, market trends, competitor activities, and emerging technologies to identify new business opportunities and adapt service strategies accordingly
• Represent INNIO at industry conferences, trade shows, and professional forums
• Conduct regular customer meetings, project reviews, and site visits to strengthen relationships, understand operational needs, and ensure successful execution of service agreements
• Perform other related duties as assigned to assist with successful operations and business continuity
Requirements:
• Bachelor’s degree in engineering, business, or related discipline; Equivalent Advanced Degree is a plus
• Extensive sales experience within the power generation, engine, gas turbine or similar industry, with an internationally operating company
• Proven ability to manage and negotiate highly complex service agreements, including multi-year contracts and operations & maintenance deals
• Demonstrated experience in managing and developing a sales team, including setting objectives, driving performance, and fostering a high-performance culture
• Proficiency in Salesforce and Microsoft Office; ability to manage complex reports, budgets, forecasts, and commissions
• Ability to travel up to 50% domestically and internationally
• Legally authorized to work in the United States
• Bachelor’s degree in engineering, business, or related discipline; Equivalent Advanced Degree is a plus
• Extensive sales experience within the power generation, engine, gas turbine or similar industry, with an internationally operating company
• Proven ability to manage and negotiate highly complex service agreements, including multi-year contracts and operations & maintenance deals
• Demonstrated experience in managing and developing a sales team, including setting objectives, driving performance, and fostering a high-performance culture
• Proficiency in Salesforce and Microsoft Office; ability to manage complex reports, budgets, forecasts, and commissions
• Ability to travel up to 50% domestically and internationally
• Legally authorized to work in the United States
Knowledge, Skills, & Abilities:
• Ability to lead and develop high-performing sales teams
• In-depth knowledge of service sales strategies and operations within the power equipment, engines, and gas turbine industry, including expertise in managing complex business agreements such as O&M contracts and transactional service models
• Strong technical aptitude combined with business acumen skills to drive decisions, manage contracts, and achieve P&L targets while ensuring compliance with contractual terms
• Strong analytical and negotiation skills
• Excellent organizational and time management skills with the ability to prioritize multiple tasks in a fast-paced environment
• Ability to communicate clearly and effectively with internal teams and external customers; drive cross-functional collaboration
• Analytical and problem-solving skills to identify contract execution challenges, resolve customer escalations, and implement process improvements that ensure compliance and operational efficiency
• Ability to work independently and collaboratively as part of a team, including effective coordination with cross-functional teams
• Ability to work in office or field settings, including prolonged periods of sitting and computer use
• Must have clear vision for reading and screen work, effective verbal communication, and hearing ability for in-person and phone interactions
• Ability to lead and develop high-performing sales teams
• In-depth knowledge of service sales strategies and operations within the power equipment, engines, and gas turbine industry, including expertise in managing complex business agreements such as O&M contracts and transactional service models
• Strong technical aptitude combined with business acumen skills to drive decisions, manage contracts, and achieve P&L targets while ensuring compliance with contractual terms
• Strong analytical and negotiation skills
• Excellent organizational and time management skills with the ability to prioritize multiple tasks in a fast-paced environment
• Ability to communicate clearly and effectively with internal teams and external customers; drive cross-functional collaboration
• Analytical and problem-solving skills to identify contract execution challenges, resolve customer escalations, and implement process improvements that ensure compliance and operational efficiency
• Ability to work independently and collaboratively as part of a team, including effective coordination with cross-functional teams
• Ability to work in office or field settings, including prolonged periods of sitting and computer use
• Must have clear vision for reading and screen work, effective verbal communication, and hearing ability for in-person and phone interactions