Director of Sales

Waukesha EngineFort Collins, CO | June 6, 2022

The Company

INNIO Waukesha Gas Engines (“Waukesha”) is a $300+ million business unit of INNIO, the leading manufacturer of large, stationary reciprocating engines for oil & gas and power generation industries, with over 20,000 installed units worldwide. Waukesha engines are designed to run under high-stress conditions in isolated, mission-critical, and demanding environments. In addition to their diverse portfolio of reciprocating gas engines, Waukesha provides life cycle support to installed base engines through a parts and service network in more than 100 countries. The business is headquartered in Waukesha, WI (Greater Milwaukee), with operations and offices in Waukesha, Houston, TX, and Welland, Ontario.

INNIO is a portfolio company of Advent International. INNIO was created in 2018 when Advent acquired GE’s Distributed Power Business and created a stand-alone energy company. INNIO is a leading solution provider of gas engines, power equipment, a digital platform and related service for power generation and gas compression at or near the point of use. INNIO’s product portfolio features Jenbacher and Waukesha Gas Engines, offering businesses and communities around the world the ability to generate reliable and efficient power on and off the grid.

The Role

Waukesha has developed a five-part value creation plan to increase revenue and grow EBITDA over the next three to five years:

1. Drive top line revenue by expanding into the power generation market.
2. Gain North American share through better end user relationships and more effective use of distributor and value-added service network channels.
3. Drive international expansion into targeted geographies.
4. Grow service revenue by increasing entitlement capture with expanded product offerings sold via our service networks.
5. Expand in North America into the gas compression rental market.

In support of this growth agenda, Waukesha seeks to hire a Director of Sales for their New Equipment business. The position will report to the Vice President of Sales and Service, lead a globally distributed sales team of ~15, and can be located anywhere in the US with domestic and international travel as needed.

Experience & Requirements

• 15 years of experience in sales and commercial leadership roles in the energy, chemicals, and/or heavy process manufacturing industries; ideal candidates will have experience selling rotating equipment and related services.
• Commercial leadership in organizations of relevant scale and complexity that have a global customer base in energy, chemical, and/or other heavy manufacturing sectors.
• Direct sales experience in multi-customer environments with long sales cycles that requires navigation of complex customer processes to become an approved and preferred vendor.
• Track record of sales leadership and profitable growth leading expansions into new markets, products, and/or service offering. Experience building an international sales team required.
• Experience building, implementing and leading strategic and operational sales & support processes.
• Experience developing sales strategies, segmenting customers, and positioning products & services
• Demonstrated ability to lead and manage a geographically dispersed sales team within a matrixed organization; strong leadership skills and demonstrated ability to manage talent
• Superior advisory, relationship, and stakeholder management capabilities, effective at engaging at all levels and leads by doing.
• Business acumen and financial skills, with the ability to analyze and effectively interpret financial, sales, marketing, customer and pro forma information for effective decision making.
• Demonstrated ability to manage and lead by influence; collaborative and team-oriented.
• Excellent communication skills, including written, verbal and presentation skills; comfortable and credible with both internal stakeholders and external audiences.

Application Information

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