Business Development Manager - Power Generation - INNIO

The INNIO Advantage:
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.

As an Equal Opportunity Employer, INNIO offers a comprehensive array of international career opportunities and understands that diversity creates excellence. Known for leadership development, we aim to empower individuals to reach their full potential.  

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Power Generation (specifically in the O&G sector) is a growing focus for the Waukesha business and our customers as the O&G sector decarbonizes. The O&G Power Generation Channel Business Development Manager will be responsible for helping grow the Waukesha power generation business globally  

  

The role will include three key functions –  

 

a) 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.  

b) 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, including channel order intake performance.  

c) Sales, with a focus on pursuing, developing, and closing specific new opportunities in the oil field power generation space.  

  

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 Waukesha’s channels’ programs. Act as ambassador to all channels’ intermediaries to help extend coverage globally  

· Connect with other Waukesha 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  

  

Sales (secondary focus)  

· Prospect for new sales opportunities in the O&G space, with a focus on upstream and midstream, with a specific interest on new accounts and market spaces.  

· Track opportunities in SFDC and establish team sales efforts (sales managers, application engineers, technical services, etc) to ensure success.  

· Participate in sales reviews and pacing calls