Senior Sales Manager - Services

• Gain market share through better end user relationships and more effective use of distributor and value-added service network channels
• Drive international expansion into targeted geographies
• Grow service revenue by increasing entitlement capture with expanded product offerings sold via our service networks
• Grow in adjacent market like oil field power generation, drilling etc.
• Act as a Channel Partner Liaison to better facilitate communication and alignment between Waukesha and assigned channel partners.

• Service: Global execution of service/aftermarket growth campaigns AND superior support of existing customers & Channel Partners; mining installed base
• Customer Excellence: Provide superior customer experience from quote to remittance, with improved, simple and wholistic support
• Sales Operations: Improve salesforce effectiveness; simplify Sales Ops; develop/leverage KPIs to drive growth

• 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.

• 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.
• 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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