Senior Sales Manager

 THE INNIO ADVANTAGE

By combining a rich legacy in the power generation 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 48,000 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 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.  

OBJECTIVES, ROLES & RESPONSIBILITIES

• The Senior Sales Manager should be based in the Dallas Fort Worth Metroplex geographic area. 
• 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
• Industry-specific experience/technical background; existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression & power generation industry; experience managing end-user customer accounts
• Demonstrated experience pitching/selling complex and highly technical solutions
• International sales/service experience (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

 #Waukesha