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The Regional Sales Manager will partner with internal stakeholders to identify prospects, develop account plans, and deliver value-based offerings while managing customer relationships. They are responsible for monitoring market intelligence, maintaining accurate sales forecasts, and acting as the primary liaison between the business and channel partners.
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; 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 tasks simultaneously; organized
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