Sr Sales Manager Power Generation - Houston, United States - Innio LLC

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.


Sr Sales Manager Power Gen - Waukesha Gas Engines

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- 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