Core Responsibilities:
Commercial Strategy & Growth
- Own the IGT growth strategy, including market segmentation, share-of-wallet expansion, and pursuit prioritization across OEM and aftermarket channels.
- Develop and execute the annual sales plan (AOP), including bookings, revenue, and margin targets; continuously monitor funnel health
- and drive corrective actions.
Customer & Market Leadership
- Serve as executive point of contact for priority IGT accounts; lead negotiations for long-term agreements (LTAs), pricing frameworks, and multi-year aftermarket packages.
- Build senior relationships with OEMs, large utilities/IPP operators, and independent service providers (ISPs); map buying centers and influence specifications and volume commitments.
Pipeline, Forecasting & Analytics
- Implement disciplined pipeline management (e.g., stage gates, win probability, cycle-time metrics) and deliver accurate 30/60/90-day forecasts.
- Analyze market trends (fleet dynamics, installed base, outage cycles, decarbonization initiatives, hydrogen-readiness) to identify new product/repair introductions and adjacencies.
Cross-Functional Execution
- Partner with Engineering and Programs on NPI/NPR (new part/repair) business cases, qualifications, and certifications.
- Collaborate with Operations and Supply Chain to align capacity, lead times, and cost roadmaps with customer commitments.
- Drive commercial excellence (quoting discipline, pricing optimization, terms & conditions, risk reviews).
Team Leadership & Talent
- Lead, coach, and develop a high-performing sales team; establish clear goals, cadence, and accountability.
- Foster a culture of customer advocacy, data-driven decision-making, and continuous improvement.
Governance & Compliance
- Ensure adherence to export controls, trade compliance, ethics, and company policies.
- Maintain robust opportunity reviews, contract risk assessments, and management operating rhythm (MOR).
Qualifications:
Required
- 10+ years of progressive commercial experience in Aerospace/Industrial Gas Turbines or closely related turbomachinery sectors (OEM or aftermarket/MRO).
- Proven record of leading complex, multi-year deals (LTAs, PBAs, rate agreements) and delivering growth with healthy margins.
- Demonstrated success managing key accounts and sales teams across regions.
- Strong financial acumen (P&L levers, pricing, contract terms, risk).
- Excellent executive presence, negotiation, and stakeholder management skills.
- Ability to travel 40–60% (domestic and international).
Preferred
- MBA or advanced technical degree.
- Experience with repair development/DER, component manufacturing, coatings, or hot section components.
- Familiarity with decarbonization trends, hydrogen blends, and service intervals impacting IGT fleets.
- Fluency with CRM (Salesforce or equivalent) and pipeline governance.