Job Description

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.