East Coast Solutions Sales Manager - Water & Wastewater systems sales - Mining, Power, and Heavy Industry

About the role

We are seeking an accomplished Solutions Sales Manager on the East Coast with a unique blend of strategic account management and business operations expertise. This critical role involves selling complex solutions/systems to industrial customers, driving new business opportunities in asset acquisitions and DBOOM projects, managing the end-to-end sales process, coordinating proposals, and ensuring effective communication with various stakeholders. Candidates must have a comprehensive network of end-users in the areas of Mining, Power, and Heavy Industry.

Candidates for this position may be required to pass pre-employment and periodic screenings, including background checks, drug and alcohol tests, or other necessary assessments.

Responsibilities

• Receive inquiries and leads from various sales channels, including Direct Sales Managers (DSMs), Business Development Managers (BDMs), and Third-Party Agencies.
• Maintain a healthy funnel of leads through networking, cold-calling, and following up on previous customers.
• Triage specific opportunities and lead them through the Go-No-Go Stages and Gates process.
• Collaborate with DSMs to define opportunity strategies and determine how to convert capital project/product inquiries or turn-key systems inquiries into capex deployment and recurrent revenue opportunities.
• Coordinate the proposal process, ensuring timely and accurate submission of proposals and other sales documents.
• Provide CRM input and data for customer interactions and manage proposal deliverables.
• Work with BDMs and DSMs to engage in direct customer contact, coordinating direct customer visits with 3rd party reps when necessary.
• Perform direct selling activities, including lead generation, funnel progression with proposal follow-up, and deal closings.
• Define opportunities through cold calls and warm leads follow-up.
• Update customer lists, vet and recommend new reps, and make recommendations for cancellations.
• Review proposals to ensure alignment with customer needs and company standards.
• Ensure scopes are accurate and adequately provisioned.
• Coordinate sales coordination and planning meetings (SCOOP) with P&L divisions to align estimating and proposal activities with strategy and schedule.
• Prepare bid review documents for large and/or high-risk projects, direct the management review process to inform stakeholders of risk-mitigation plans.
• Collaborate with the legal and contract teams and other stakeholders to negotiate mutually acceptable terms.
• Secure financial transactions directly with customers driving growth via capital equipment systems sales (Systems), design-build own operate maintenance projects (DBOOM’s), and plant acquisitions revenue models.
• Oversee the contract execution process, pending terms review by the Contract Administrator.
• Recommend commission amounts/structures for other 3rd party reps assisting in sales, based on deal specifics.
• Seek necessary approvals for commission structures.

Requirements

• Bachelor's degree in Engineering, Business, or a related field.
• 15+ years of progressive sales and/or business development experience in water and wastewater systems sales within Heavy Industry, Mining, or Power sectors.
• Strong project management and coordination skills.
• Excellent communication, commercial, negotiation, and interpersonal skills.
• Ability to penetrate key accounts, perform needs assessments, and provide qualified solutions to customers.
• Must be a persuasive seller, both internally and externally, who can motivate others to pursue a collective goal.
• Prior experience in dealing with objections and closing sales.
• Able to travel approximately 35-50%.

Preferred Qualifications

• Background in heavy construction and/or construction management.
• Proven expertise in asset acquisitions and successful management of DBOOM projects.
• Understanding of customer financial statements, project financial analysis, and ability to make educated decisions based on financials.
• Ability to assist customers with budget and capital deployment analysis.
• Able to travel up to 50%.

Physical Requirements

• Ability to perform tasks while in a sedentary position using a computer and phone.
• Frequently required to engage in talking, hearing, and visual focus.
• Regularly required to move throughout the facility; reasonable accommodations available for individuals with disabilities.
• Occasionally required to lift and/or move up to 50 pounds.

Benefits

• Competitive salary and performance-based annual bonuses.
• Dollar for dollar 401K match of 6%.
• Flexible work hours, hybrid schedules with remote work options.
• Comprehensive health and wellness benefits package with an onsite and virtual medical facility.
• Company HSA contribution, Paid Parental Leave, Employee Assistance Program.
• Company-paid Life Insurance, Accidental Death and Dismemberment, and Long-term Disability.
• PTO plan and Paid Holidays.
• Tuition Reimbursement.
• Company celebrations, summer parties, volunteer opportunities, games, prize drawings, and more.