Regional Sales Manager
ROLES & RESPONSIBILITIES
Partner w/Sales Ops,Regional Sales Managers (RSMs),Product Line Management (PLM)& other key stakeholderstoidentifyprospects, develop account plans & deliver compelling value-based offerings; embrace sales process
Partner withPLM &Sales Ops toestablishprofitable pricing arrangements
Develop/maintainpositive customer and prospect relationships; promote customer intimacy
Leverage products,programsand 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 delivertimelyandaccuratesales forecasts and market reports; present information in a clear, crisp,conciseand compelling fashion
Monitor and report market intelligence; leverage information and data to drive strategy and business development
ActivelyparticipateinSalesPacing process – own your markets (channel partners, packagers, key accounts, potential targets, etc.)
Partner with Sales Leadership, Sales Ops & Finance to report/plan commitments and developan accurateforecast
LeverageCRM-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 inEngineering,Business or other related
Industry-specific experience/technical background; existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression& power generationindustry; 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 commercialand relationship management skills;customer focus
Strong communicationskills; 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 salesexpertise; strong process orientationandproblem solvingskills; ability toidentifyand qualify prospects in new and emerging markets; ability to evaluate wins and losses; drive continuous improvement
Specific experience withWaukeshaproducts 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