Senior Regional Sales Manager

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.

OVERARCHING 5-PART COMMERCIAL STRATEGY to increase revenue and grow EBITDA over the next three to five years:

• Gain Middle East share through better end user relationships and more effective use of distributor and value-added service network channels
• Drive expansion into the Middle East region as a whole
• Grow Power Generation specific sales in the region, through existing channel partners as well as by identifying and signing new channel partners specifically for power generation growth in the region
• Expand in the Middle East in power generation rental market, with channels that specialize in rental power business
• Grow in adjacent markets & applications such as rental power generation, drilling power, “Flare Gas To Power”, etc.

CURRENT FOCUS

• New Units:  Grow share through better Middle East multi-country sales coverage model and targeted sales efforts
• Service:  Global execution of service/aftermarket growth campaigns AND superior support of existing customers; 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

INNIO WAUKESHA GAS ENGINES SALES MANAGER POWER GENERATION

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
• 10-year experience in Power Generation Industry
• Industry-specific experience/technical background; existing industry relationships preferred (power generation equipment, reciprocating/rotating equipment, power generation applications and experience, experience managing end-user customer accounts
• Demonstrated experience pitching/selling complex and highly technical solutions, especially power generation
• International sales experience, especially Middle East region (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