Waukesha Gas Engines Key Account Leader - Drilling

OBJECTIVES, ROLES & RESPONSIBILITIES

· Act as Waukesha Key Account Quarterback by developing and growing the business through strategic relationships with key drilling contractor 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 #, develop new business, support A/R

· Partner w/Sales Ops, Regional Service 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 with assigned key drilling contractor 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

· Develop and execute strategies to earn & win the drilling contractors’ power systems business, and change their power systems preference to Waukesha’s products and solutions

· Demonstrate ownership/command of your role/markets/customers/competition/etc.; 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

· In addition to covering assigned drilling contractor accounts, also work with regional sales teams to help them develop their regional drilling power systems business

· 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

· Act as Waukesha’s “industry lead” for the drilling industry. Example: act as Waukesha’s lead for the IADC (International Association of Drilling Contractors)

· Support projects and key initiatives (ex. R/EDRM)

· Mentor Regional Sales Managers and Sales employees

QUALIFICATIONS | EXPERIENCE, EDUCATION & SKILLS

· BS in Engineering, Business or other related

· Drilling industry-specific experience/technical background; existing drill rig contractor and drilling end user industry relationships preferred (drill rig power systems, drill rig contractor work experience, end user customer drilling experience, other drill rig equipment experience, etc.)

· 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 desired

· Strong technical aptitude and proven ability to sell a technical solution, especially drilling power solutions

· 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.