Regional Sales Manager

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; c ustomer 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 ; s trong process orientation and problem solving skills ; ability to identify and qualify prospects in new and emerging market s ; 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