The INNIO Advantage:
By combining a rich legacy in the power gen and gas compression space with pioneering technology, INNIO brings our customers affordable, reliable and sustainable energy solutions for today and tomorrow.
We are helping to meet today’s energy needs with 64 GW of installed capacity and more than 50,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. And, by harnessing our history of energy industry firsts along with the power of digital innovation, we will continue to deliver for the future.
INNIO Waukesha Engine is the Original Equipment Manufacturer (OEM) of Waukesha Natural Gas Engines, founded in 1906 in Waukesha, Wisconsin. As an OEM of natural gas engines, Waukesha relies on its network of channel partners for the sales of new equipment, OEM remanufactured equipment and parts (reUp), model conversions and upgrade kits and maintenance parts. Waukesha’s channel partners package, overhaul, repair, commission, and service Waukesha equipment globally.
We are looking for a Key Account Manager for our Waukesha Engine Business in Texas, preferable Houston area.
Responsibilities:
- Act as owner of assigned accounts for INNIO.
- Plan, prioritize and execute sales strategy/initiatives through short- and longer-term account strategies (AMAP); drive and maximize share total Innio share of wallet and revenue growth; market expansion.
- 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 and mobilize needed Innio resources to successfully achieve share of wallet gain objectives with designated accounts.
- 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.
- Create superior Innio value to the account so that they see Innio as critical to their success, and value the Key Account Manager as an integral part of achieving it.
- Monitor and report market intelligence; leverage information and data to drive strategy and business development for target accounts.
- 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 pipeline 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 INNIO; liaison between the business and end customers/channel partners; complete and distribute customer intelligence reports.
- Mentor Regional Sales Managers and Sales employees.
Qualifications/Requirements:
- BS in Business, Engineering, or other related
- Minimum 10 years’ experience
- Industry-specific experience/technical background; existing industry relationships required (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)
- Willing & able to travel up to 50% globally.
Desired Qualifications :
- Knowledgeable, respected industry (compression & power generation) insiders/experts
- 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
