Sales Account Manager-Power Generation

About the role

Oversees and coordinates all sales and various solution programs of new turbomachinery systems, balance of plant and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts. Directs resources in various areas to respond to customer needs, finalize the contract or purchase order, and meet customer expectations.

Responsibilities

• Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
• Apply knowledge of turbomachinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and convince customers that the company’s products are differentiated in the market and that Solar Turbines is the best partner to meet their long-term needs.
• Develop a sales plan and forecast for assigned territory to support companywide goals and strategies.
• Manage client relations, develop new contacts, markets, and applications.
• Maintain customer interface and ongoing relations with clients to ensure all technical services are delivered as expected, assuring the next sale and meeting customer expectations.
• Ensure all activities to fulfill contracts comply with company policies.

Requirements

Degree or equivalent experience desired.

Skills

• Customer Focus (Expert): Provides customer-focused vision, strategy, and leadership that exceeds customer expectations. Persuasively articulates the link between customer focus and enhanced business success to stakeholders. Consults with senior executives regarding critical success factors for a customer-focused organization.
• Industry Knowledge (Extensive Experience): Compares and contrasts the latest developments and emerging issues in the industry. Assesses how regulatory and reporting requirements apply to the organization. Explains the development of industry segments, trends, consequences, and key issues.
• Decision Making and Critical Thinking (Extensive Experience): Differentiates assumptions, perspectives, and historical frameworks. Assesses and validates decision options and predicts their potential impact. Uses effective decision-making approaches such as consultative, command, or consensus.
• Effective Communications (Extensive Experience): Adapts documents and presentations for the intended audience. Demonstrates empathy and assertiveness when communicating needs or defending a position. Communicates effectively downward, upward, and outward. Employs appropriate methods of persuasion when soliciting agreement. Maintains focus on the topic at hand.
• Negotiating (Expert): Advocates a win-win approach to negotiating. Explains the appropriateness of using adversarial negotiating versus joint problem-solving techniques. Overcomes resistance to the negotiation process. Negotiates complex matters involving multiple parties.
• Relationship Management (Extensive Experience): Communicates client expectations clearly. Participates in negotiating the terms of the business relationship. Maintains productive, long-term relationships with clients or vendors. Creates opportunities to educate support teams on client priorities.
• Account Management (Extensive Experience): Anticipates the needs and preferences of key players at relevant customer accounts. Advises on appropriate solutions to complex customer account problems. Collaborates with the customer on large account activities and monitors customer satisfaction.
• Value Selling (Expert): Delivers bottom-line proof with credible third-party validation that proposed solutions deliver greater value than the competition. Researches the customer’s industry, strategies, environment, and plans to support their business needs. Builds loyalty and "partner versus vendor" relationships by helping customers understand, diagnose, and resolve complex business issues. Presents compelling business cases for complex issues, shifting focus from cost to overall value (benefits/payback).

Travel

~30-50% of the time.

Pay

Base pay between $133,000–$190,000 plus sales incentive and bonus.

Benefits

• Medical, dental, and vision benefits (subject to plan eligibility, terms, and guidelines)
• Paid time off (vacation, holidays, volunteer, etc.)
• 401(k) savings plans
• Health Savings Account (HSA)
• Flexible Spending Accounts (FSAs)
• Health lifestyle programs
• Employee Assistance Program
• Voluntary benefits and employee discounts
• Career development
• Incentive bonus
• Disability benefits
• Life insurance
• Parental leave
• Adoption benefits
• Tuition reimbursement

These benefits also apply to part-time employees.