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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 processÂ
Partner with PLM & Sales Ops to establish profitable pricing arrangementsÂ
Develop/maintain positive customer and prospect relationships; promote customer intimacyÂ
Leverage products, programs and service solutions to best support the needs of partnersÂ
Provide product knowledge/support; expand product visibility and awareness with customers and channel partners; host/support customer events and communication activitiesÂ
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 fashionÂ
Monitor and report market intelligence; leverage information and data to drive strategy and business developmentÂ
Actively participate in Sales Pacing process – own your markets (channel partners, packagers, key accounts, potential targets, etc.)Â
Partner with Sales Leadership, Sales Ops & Finance to report/plan commitments and develop an accurate forecastÂ
Leverage CRM-salesforce.com and systems to track and report dataÂ
Participate in development of new products and services; VOCÂ
Collaborate with other INNIO personnel to effectively manage activities in common marketsÂ
Act as the frontline representative for IWGE; liaison between the business and end customers/channel partnersÂ
Support projects and key initiatives (ex. R/EDRM)
QUALIFICATIONSÂ |Â EXPERIENCE, EDUCATION & SKILLSÂ
BS in Engineering, Business or other relatedÂ
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 accountsÂ
Demonstrated experience pitching/selling complex and highly technical solutionsÂ
International sales/service experience (Depending on key accounts owned)Â
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COMPETENCIESÂ |Â CHARACTERISTICS & ATTRIBUTESÂ
Highly motivated; entrepreneurial; driven; mission-driven with a bias for action and results orientationÂ
Self-motivated; works well with minimal supervisionÂ
Strong commercial and relationship management skills; customer focusÂ
Strong communication skills; persuasive; ability to influence; relationship building and management skillsÂ
Strong business acumen; analytical; understanding sales & how the business makes moneyÂ
Persuasive; ability to influence decisions; ability to articulate value proposition in a clear, crisp, concise & compelling fashionÂ
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 improvementÂ
Specific experience with Waukesha products and channel partners is preferredÂ
Strong technical aptitude and proven ability to sell a technical solutionÂ
Ability to manage multiple opportunities and/or tasks simultaneously; organizedÂ
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