The role will include two key functions –
- Business Development where the goal will be sales enablement by ID’ing, recruiting and developing growth channels globally, developing commercial business models relevant to the power generation sector, coordinating with global sales team on early stage demand creation initiatives to originate and develop projects, ID’ing product, commercial gaps and develop gap closure plans by working with sales, marketing, product line management.
- Channel management where the goal will be to develop and implement a robust process to continually measure and track channel partner performance towards growing the power generation business.
Description
Business development
- Identify potential new channels, recruit, qualify and facilitate through the appointment process including gaining the necessary approvals and regional support.
- Develop new business models (internal and via our channels), go to market approaches to meet power generation user needs, including but not limited to rental offerings, services MSA’s etc.
- Spot trends in the power generation markets to identify new growth segments and applications where the Waukesha product offering will be a good fit
- Identify the competitive landscape, product and commercial gaps and work with relevant Waukesha functions to develop and execute a strategic response/gap closure plans
- Develop and execute various demand creation campaigns along with marketing/comms teams
- Engage with wider global sales team and the channel partners to help originate and develop projects as part of overall power generation pipeline development initiative
- Cultivate long-term relationship with strategic partners to support business growth
- Support the sales team on day to day project execution & deal closure activities
Channel management
- Support sales in the development of channels and key account planning
- Apply methodology to drive and monitor channels’ effectiveness and improvement initiatives. Focus on prospecting capability, coverage window, win/hit rate, end user satisfaction etc.
- Create development or recovery plans for channels, to improve performance and efficiency
- Share standards, best practices and capabilities across regions in the Innio network.
- Implement and execute Innio´s channels’ programs. Act as ambassador to all channels’ intermediaries to help extend coverage globally
- Connect with other INNIO functions to solve (potential) conflicts between distributors, packagers and solutions providers globally
- Monitor the Channels´ financial performance, scorecards and accounts receivables.
- Measure, optimize orders growth, penetration, turnover of channels globally
- Provide input to and present to company leadership at strategic business reviews
INNIO offers a great work environment, professional development, challenging careers, and competitive compensation. INNIO is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, gender (including pregnancy), sexual orientation, gender identity or expression, age, disability, veteran status or any other characteristics protected by law.