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.
