By combining a rich legacy in the 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 installed capacity and 48,000 of our powerful Jenbacher and Waukesha engines, which can be found in more than 100 countries. And, by harnessing our history of energy industry firsts along with the power of digital innovation, we will continue to deliver for the future
We are seeking a Regional Senior Sales Manager in APAC responsible for Waukesha engines
Typical Duties/Essential Job Functions:
The Regional Senior Sales Manager will be responsible for and have complete familiarity with the following:
Plan, prioritize and execute sales strategy/initiatives; drive share and revenue growth; market expansion
Expand Waukesha’s market share in gas compression in APAC and with key accounts and packagers in the defined region (Indonesia, Thailand, Malaysia, Vietnam, Singapore, Japan, Korea, Philippines) targeting gas compression packages globally
Identify, onboard and develop new channels and create a pipeline of opportunities for Power Gen growth in the defined region
Identify and execute incremental growth strategies with key account targeting the use of CM&U, reUp and MSA.
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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
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Collaborate with RSMs and support the development of international projects bidding though packagers outside of the defined region
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Collaborate with other INNIO personnel to effectively manage activities in common markets
Partner with PLM & Sales Ops to establish profitable pricing arrangements
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Develop/maintain positive customer and prospect relationships; promote customer intimacy
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Develop a mutually beneficial relationship with key distributors, packagers and end users in the defined region
- Leverage products, programs and service solutions (CM&U / reUp) 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
- Actively participate in Sales Pacing process – own your markets (channel partners, packagers, key accounts, potential targets, etc.)
- Discuss and pace channels for the development of a healthy pipeline of opportunities
- Collaborate to provide an accurate sales, production and shipment forecast
- Leverage CRM-salesforce.com and systems to track and report data
- Monitor and report market intelligence; leverage information and data to drive strategy and business development, Competitor pricing and channels, competitor lead times
- Gather insight and influence end user specifications
Requirements:
Education and Experience Qualifications:
- BS degree in business administration\marketing\Engineering is preferred
- Minimum of 5 -10 years’ proven experience in Natural Gas engine application in Oil and Gas Market is highly preferred
- Thorough knowledge of the Gas Compression and Oil Field power generation market is required
- Proven experience in successfully selling gas engine and components to Oil &Gas companies /Packagers and Distributors is also required
- Prior and/or current engine sales experience is highly desirable
- Proven success in developing markets is required
Personal Characteristics:
- This individual will possess above average intelligence, be team oriented, and enjoy working in a hands-on, fast-paced challenging environment.
- The Sales Manager will preferably be fluent in Indonesian (Bahasan) and have excellent written and verbal English skills, other language capabilities is highly desirable (Thai)
- The successful candidate will possess excellent administrative, strategic planning, leadership, and participative management skills.
- Ability to travel extensively within the assigned territory to visit/meet with all levels of End-User personnel including remote field locations.
- Self-starter and motivated person capable of working from remote location office if needed
