Description

INNIO | Waukesha Gas Engines (“Waukesha”) is a business unit of INNIO, the leading manufacturer of large, stationary reciprocating engines for the oil and gas power generation industry, . Waukesha engines are designed to run under high-stress conditions in isolated, mission-critical, and demanding environments.

 

Sr Sales Manager Power Gen - Waukesha Gas Engines 

OBJECTIVES, ROLES & RESPONSIBILITIES 

· Plan, prioritize and execute sales strategy/initiatives; drive share and revenue growth; market expansion; hit your #, develop new business, support AR 

· Partner w/Sales Ops, Regional Sales Managers (RSMs), Product Line Management (PLM) & other key stakeholders to identify prospects, develop account plans & deliver compelling value-based offerings; embrace sales process 

· Partner with PLM & Sales Ops to establish profitable pricing arrangements 

· Develop/maintain positive customer and prospect relationships; promote customer intimacy 

· Leverage products, programs and service solutions to best support the needs of partners 

· Provide product knowledge/support; expand product visibility and awareness with customers and channel partners; host/support customer events and communication activities 

· Demonstrate ownership/command of your role/markets; partner with Sales Ops to deliver timely and accurate sales forecasts and market reports; present information in a clear, crisp, concise and compelling fashion 

· Monitor and report market intelligence; leverage information and data to drive strategy and business development 

· Actively participate in Sales Pacing process – own your markets (channel partners, packagers, key accounts, potential targets, etc.) 

· Partner with Sales Leadership, Sales Ops & Finance to report/plan commitments and develop an accurate forecast 

· Leverage CRM-salesforce.com and systems to track and report data 

· Participate in development of new products and services; VOC 

· Collaborate with other INNIO personnel to effectively manage activities in common markets 

· Act as the frontline representative for IWGE; liaison between the business and end customers/channel partners 

· Support projects and key initiatives (ex. R/EDRM)

 

QUALIFICATIONS | EXPERIENCE, EDUCATION & SKILLS 

· BS in Engineering, Business or other related 

· Industry-specific experience/technical background; existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression & power generation industry; experience managing end-user customer accounts 

· Demonstrated experience pitching/selling complex and highly technical solutions 

· International sales/service experience (Depending on key accounts owned) 

COMPETENCIES | CHARACTERISTICS & ATTRIBUTES 

· Highly motivated; entrepreneurial; driven; mission-driven with a bias for action and results orientation 

· Self-motivated; works well with minimal supervision 

· Strong commercial and relationship management skills; customer focus 

· Strong communication skills; persuasive; ability to influence; relationship building and management skills 

· Strong business acumen; analytical; understanding sales & how the business makes money 

· Persuasive; ability to influence decisions; ability to articulate value proposition in a clear, crisp, concise & compelling fashion 

· Demonstrated sales expertise; strong process orientation and problem solving skills; ability to identify and qualify prospects in new and emerging markets; ability to evaluate wins and losses; drive continuous improvement 

· Specific experience with Waukesha products and channel partners is preferred 

· Strong technical aptitude and proven ability to sell a technical solution 

· Ability to manage multiple opportunities and/or tasks simultaneously; organized