Regional Sales Manager

INNIO•Remote, TX

About The Position

This role involves partnering with various internal teams and external stakeholders to identify prospects, develop account plans, and deliver value-based offerings. The position requires fostering strong customer and prospect relationships, promoting customer intimacy, and leveraging products, programs, and service solutions to meet partner needs. The Regional Sales Manager will provide product knowledge and support, expand product visibility, and host customer events. A key aspect of the role is demonstrating ownership of assigned markets, delivering accurate sales forecasts, and reporting market intelligence to drive strategy and business development. The individual will actively participate in the Sales Pacing process, manage relationships with channel partners, packagers, key accounts, and potential targets, and collaborate with Sales Leadership, Sales Ops, and Finance for forecasting and planning. Utilizing CRM systems like salesforce.com for data tracking and reporting is essential. The role also includes participating in the development of new products and services, acting as a frontline representative for IWGE, and serving as a liaison between the business and end customers/channel partners. Support for projects and key initiatives is also expected.

Requirements

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)
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

Nice To Haves

existing industry relationships preferred (reciprocating/rotating equipment in the midstream oil and gas compression & power generation industry
Specific experience with Waukesha products and channel partners is preferred

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)