Regional Sales Manager
Description
ROLES & RESPONSIBILITIES
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
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.