John Cockerill, enablers of opportunities
Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of its time: facilitating access to low carbon energies, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security and installing essential infrastructures.
Its offer to businesses, governments and communities consists of services and associated equipment for the sectors of energy, defence, industry, the environment, transports, and infrastructures. With more than 8,000 employees, John Cockerill achieved a turnover of € 1.417 billion in 2024 in 28 countries, on 5 continents.
Position Overview
The Sales Manager – After-Sales Products & Services is responsible for driving regional growth of the company’s Heat Recovery Steam Generator (HRSG) aftermarket portfolio worldwide, excluding Far East Asia.
This role covers the full sales cycle, from early-stage opportunity identification and shaping through proposal development and final contract acquisition. The position requires proactive engagement with direct customers, plant owners, EPCs, developers, and end-users to position the company as a trusted HRSG aftermarket solutions partner.
The ideal candidate is a seasoned technical-commercial professional with strong experience in Industrial Boiler (IB) and HRSG aftermarket solutions, lifecycle services, and gas-to-power markets, combined with solid business development skills and a customer-centric mindset. Experience with other HRSG OEMs will be considered a strong advantage.
Key Responsibilities
Business Development & Early Engagement
1. Lead opportunity identification and market penetration initiatives for IB & HRSG after-sales products, upgrades, services, and lifecycle solutions worldwide (excluding Far East Asia).
2. Build strong early-stage relationships with plant owners, utilities, IPPs, developers, engineering firms, and end-users to anticipate future needs and influence technical specifications.
3. Develop regional go-to-market strategies and contribute to sales forecasting, opportunity pipelines, and growth plans.
4. Analyze market trends, competitive landscape, and customer pain points to define compelling value propositions.
Pre-Acquisition & Technical-Commercial Shaping
5. Collaborate internally with engineering, product management, and commercial teams to scope customer-specific solutions, including HRSG upgrades, component replacements, performance improvements, inspections, field services, and digital/monitoring offerings.
6. Conduct site visits, technical discussions, and feasibility assessments to define solution scope and win strategy.
7. Support the development of budgetary proposals, techno-economic assessments, and strategic bids during the pre-RFQ phase.
Sales Acquisition & Deal Closing
8. Lead the full sales process from RFQ response through negotiation and contract closure, ensuring effective commercial risk management and compliance with company policies.
9. Convert opportunities into orders by leveraging technical expertise, strong communication skills, and effective competitive positioning.
10. Maintain accurate and up-to-date opportunity records in the CRM system, owning revenue and margin targets for the assigned regions.
Customer Relationship & Account Management
11. Act as the primary point of contact for key accounts and strategic customers.
12. Conduct regular customer visits, performance reviews, and strategic account planning.
13. Ensure high levels of customer satisfaction through proactive communication and close alignment with execution teams.
Internal Collaboration
14. Work closely with engineering, product development, tendering, supply chain, finance, and legal teams to deliver tailored customer proposals.
15. Collaborate with regional business units and service centers to align capabilities and capacity with market demand.
16. Provide continuous feedback to internal stakeholders on market requirements, product improvements, and competitive intelligence.
Qualifications & Experience
Required
17. Bachelor’s degree in Mechanical or Electrical Engineering, Business, or a related field (or equivalent industry experience).
18. 8–12+ years of experience in sales, business development, or aftermarket roles within IB, HRSG, CCGT power plants, boilers, steam cycle equipment, or related OEM/aftermarket industries.
19. Proven track record of meeting or exceeding sales targets in multi-regional or international roles.
20. Strong technical understanding of HRSG systems, auxiliary equipment, and aftermarket upgrades.
21. Demonstrated experience engaging with owners, developers, EPCs, and end-users at both senior and technical levels.
22. Ability to manage complex technical-commercial negotiations and long sales cycles.
23. Willingness to travel internationally (approximately 40–60%), excluding Far East Asia.
Preferred
24. Master’s degree or MBA.
25. Experience within a global OEM or Tier-1 HRSG technology provider.
26. Knowledge of aftermarket contract structures (LTSA, framework agreements, inspection services, upgrade packages).
27. Multilingual capabilities: English required; Spanish, French, or Arabic are considered a plus.
Key Competencies
28. Strong technical-commercial acumen
29. Strategic thinking and opportunity shaping
30. Customer-focused communication and relationship-building skills
31. Negotiation and influencing capabilities
32. High level of autonomy, motivation, and entrepreneurial mindset
33. Cross-cultural communication skills and regional adaptability
34. CRM proficiency (Salesforce or equivalent)
What We Offer
35. Competitive compensation package with performance-based incentives
36. Global career development opportunities
37. Exposure to cutting-edge HRSG technologies and aftermarket solutions
38. Dynamic and multicultural work environment