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Company

INNIO Group · 6 hours ago

Senior Sales Manager - Services

United States

Full-time

Remote

Senior Level

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Responsibilities

Act as Waukesha Key Account ‘Quarterback’ by developing and growing the business through strategic relationships with key accounts.

Plan, prioritize and execute sales strategy/initiatives through short- and longer-term account strategies (AMAP); drive and maximize share of wallet and revenue growth; market expansion; hit your targets, develop new business, support A/R.

Partner w/Sales Ops, Regional Service Managers (RSMs), Product Line Management (PLM), Business Development, & 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 with assigned key accounts; 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.

Connect at the executive level with strong technical knowledge and credibility.

Act as the frontline representative for IWGE; liaison between the business and end customers/channel partners.

Support projects and key initiatives (ex. R/EDRM).

Mentor Regional Sales Managers and Sales employees.

Qualification

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Industry-specific experienceTechnical backgroundValue sellingInternational sales experienceSales expertiseRelationship management

Required

Bachelor’s Degree in Engineering, Business or other related field.

Industry-specific experience/technical background; existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression industry; experience managing end-user customer accounts).

Demonstrated experience pitching/value selling complex and highly technical solutions.

International sales/service experience (desired depending on key accounts owned).

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.

Strong technical aptitude and proven ability to sell a technical solution.

Ability to manage multiple opportunities and/or tasks simultaneously; organized.

Preferred

Existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression industry; experience managing end-user customer accounts).

International sales/service experience (desired depending on key accounts owned).

Specific experience with Waukesha products and channel partners is preferred.