Experience in the midstream oil and gas compression & power generation industry, specifically managing end-user customer accounts.
Proven track record in selling complex, technical solutions.
Experience in international sales/service, relevant to the key accounts owned.
Familiarity with Waukesha products and channel partners is preferred.
Responsibilities
Partner with sales teams and stakeholders to identify prospects and develop tailored account plans.
Establish pricing arrangements that maximize profitability alongside Product Line Management.
Build and maintain strong relationships with customers and prospects, enhancing customer intimacy.
Utilize product knowledge to support customer needs and expand visibility of offerings.
Provide market intelligence reports to inform strategy and business development efforts.
Actively engage in the Sales Pacing process by owning your assigned markets and key accounts.
Collaborate cross-functionally with Sales Leadership and Finance to develop accurate sales forecasts.
Benefits
Work in a high-energy, mission-driven environment.
Engage with a variety of stakeholders and customers on challenging projects.
Opportunity to lead and drive change in a critical industry.
Access to continuous professional development and training.
Be part of an organization with a strong emphasis on team collaboration.
Full Job Description
Description
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
