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;
• 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