Senior Sales Manager - Services
Description
INNIO Waukesha Gas Engines is a business unit of INNIO, the leading manufacturer of large, stationary natural gas reciprocating engines for the power generation industry. Waukesha engines are designed to run under high-stress conditions in isolated, mission-critical, and demanding environments. We are looking for a Senior Sales Manager - Services to act as the INNIO Waukesha Gas Engines ‘quarterback’ for key accounts, by developing and growing the business through strategic relationships.
OVERARCHING 5-PART COMMERCIAL STRATEGY to increase revenue and grow EBITDA over the next three to five years:
- Gain market share through better end user relationships and more effective use of distributor and value-added service network channels
- Drive international expansion into targeted geographies
- Grow service revenue by increasing entitlement capture with expanded product offerings sold via our service networks
- Grow in adjacent market like oil field power generation, drilling etc.
- Act as a Channel Partner Liaison to better facilitate communication and alignment between Waukesha and assigned channel partners.
CURRENT FOCUS
- Service: Global execution of service/aftermarket growth campaigns AND superior support of existing customers & Channel Partners; mining installed base
- Customer Excellence: Provide superior customer experience from quote to remittance, with improved, simple and wholistic support
- Sales Operations: Improve salesforce effectiveness; simplify Sales Ops; develop/leverage KPIs to drive growth
Objectives, Role & Responsibilities
- Act as Waukesha Key Account ‘Quarterback’ by developing and growing the business through strategic relationships with key accounts.
- Plan, prioritize and execute sales strategy/initiatives through short- and longer-term account strategies (AMAP); drive and maximize share of wallet and revenue growth; market expansion; hit your targets, develop new business, support A/R.
- Partner w/Sales Ops, Regional Service Managers (RSMs), Product Line Management (PLM), Business Development, & 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 with assigned key accounts; 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.
- Connect at the executive level with strong technical knowledge and credibility.
- Act as the frontline representative for IWGE; liaison between the business and end customers/channel partners.
- Support projects and key initiatives (ex. R/EDRM).
- Mentor Regional Sales Managers and Sales employees.
Qualifications, Experience, Education & Skills
- Bachelor’s Degree in Engineering, Business or other related field.
- Industry-specific experience/technical background; existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression industry; experience managing end-user customer accounts).
- Demonstrated experience pitching/value selling complex and highly technical solutions.
- International sales/service experience (desired 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.
INNIO offers a great work environment, professional development, challenging careers, and competitive compensation. INNIO is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.