Description
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.
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This Senior Sales Manager Rental Compression will be part of the Waukesha North America new engines sales team. This role is critical to the Waukesha business, as NAM is where most global Waukesha rental compression orders are placed. Engaging key end rental fleet accounts is key to grow our orders. The role will work closely with rental fleets to prioritize opportunities, build pipeline and convert orders. This role will report directly to the global Sales Director New Units.
Key Responsibilities
• Primary responsibilities will encompass identifying, building relations and managing key O&G rental fleet accounts
• Candidate will develop and implement a rental fleet account strategy and engage them to understand –
a) Their organization, i.e. identifying decision-makers and influencers and cultivating appropriate relationships,
b) Current and upcoming projects, timelines and opportunities for positioning Waukesha engines for these projects,
c) Specific customer needs/issues to be resolved on past/on-going projects to help position Waukesha better for future growth opportunities
• Candidate will then work closely with Commercial Operations, Marketing and Product Line teams to develop and align products & commercial offerings to help competitively position Waukesha products on projects with key end-users. This role will integrate with local and global peer network to leverage best practices.
• Monitor, maintain and deliver strategic market intelligence on a regular basis to help formulate and drive rental fleet business development strategy to secure orders for new product opportunities
• Participate in regional pacing calls with assigned Channel Partners, packagers and key accounts. Interface with Regional Business Operations and Finance teams and support sales leader to provide monthly and quarter orders commitments and associated updates in salesforce.com.
• Act as a factory liaison for product questions between end customer and local / HQ resources to support project development cycle.
• Expand product visibility and awareness with end customers by participating in regional product and industry conferences, hosting customer events, and supporting regional marketing and communications activities.
• Support project-specific risk reviews in conjunction with Commercial Operations
Qualification Requirements
• Bachelor’s degree in Mechanical or Electrical Engineering or Business
• Minimum of 10 years of commercial experience (sales or business development) with high speed reciprocating or rotating equipment in the midstream O&G Compression Industry, including commercial experience managing end customer accounts
• Strong industry relationships with key end-users in the midstream O&G industry
• Executive-level relationships with key decision-makers at rental fleet accounts
• Ability to travel up to 50% (within North America; mainly weekdays)
• Self-starter, entrepreneurial, driven, outcome/mission oriented personality with the ability to work with limited supervision
• Customer focus mindset with proven ability to respond quickly to customer needs
• Persuasive skills to influence the decision-making process; Ability to clearly present and articulate a value proposition
• Well-developed business acumen and ability to communicate effectively at all levels
• Ability to effectively identify and qualify prospects in new market areas
• Strong technical aptitude and proven ability to sell a technical solution
• Working knowledge of business finance and experience selling products that require capital budgeting. Ability to quickly assess the financial willingness of a customer to undertake a project
• Ability to multitask and manage various activities simultaneously
• Strong commercial and organizational skills
• Previous reciprocating gas engine or rotary equipment new product and services sales experience (preferably Waukesha Products)
• Previous experience with aftermarket reciprocating service sales
• Strong Analytical Skills (Experience in MS Office, Outlook, and Excel)
• Legally authorized to work in the United States without visa sponsorship
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.
