Regional Sales Manager

INNIO Group; Houston (TX); On-site; USD 90,000 - 140,000; Full time

Job summary

INNIO Waukesha Gas Engines is seeking a results-driven sales professional to identify prospects, develop account plans and deliver compelling value-based offerings. You will collaborate with Sales Ops, PLM and other stakeholders to establish pricing and expand product visibility with partners and end customers.

The role emphasizes ownership of markets, channel partner relationships and accurate sales forecasting, with strong emphasis on customer intimacy and cross-functional collaboration.

Qualifications

• Pitching and selling complex technical solutions

Responsibilities

• Identify prospects, develop account plans and deliver value-based offerings

Skills

Sales experience

Account management

Relationship building

Negotiation

Communication

Strategic selling

Entrepreneurial mindset

Market analysis

Education

Bachelor's degree in Engineering, Business or related

Tools

Salesforce CRM

Job description

By combining a rich legacy in power and gas compression space with pioneering technology, INNIO brings our customers affordable, reliable and sustainable energy solutions for today and tomorrow. We are helping to meet today’s energy needs with 64 GW of installation capacity and more than 50,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. And, by harnessing our history of energy industry first along with the power of digital innovation, we will continue to deliver for the future.

INNIO| Waukesha Gas Engines (“Waukesha”) is a business unit of INNIO, the leading manufacturer of large, stationary reciprocating engines for the oil and gas power generation industry, . Waukesha engines are designed to run under high-stress conditions in isolated, mission-critical, and demanding environments.

OBJECTIVES, 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: 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 ta