Regional Sales Manager

ROLES & RESPONSIBILITIES

• 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