Technical Sales Manager- Equipment Water Services (Central US)

About the role

You will develop, lead, and manage regional sales opportunities for short-term and long-term service agreements that supply water treatment equipment and services including technologies such as softening, ion exchange (IX), electrodeionization (EDI), reverse osmosis (RO), filtration, ultrafiltration (UF), membrane bioreactor (MBR), clarification, etc.

You will develop and manage strategic customer relationships at the local and regional level over multi-year sales cycles for all types of industry including power, chemicals, polymers, steel, paper, refining, food, beverage, and manufacturing. You will manage the commercial relationship of existing customer applications while driving and maintaining year-over-year sales growth through new customer applications.

The ideal candidate will be a self-driven individual with a strong affinity to work with multi-disciplinary teams to develop creative and customer-focused water treatment solutions. In addition, the ideal candidate will have strong experience with water and wastewater treatment or the capability to develop technical expertise in this field.

In this role, you will be a member of the best commercial organization in the water business: using curiosity and creativity to grow a quality pipeline, clearly defining needs/wants through a customer lens, developing/managing commercial plans with a focus on growth, and negotiating contracts that benefit our customers and our business. You will benefit from strong emotional intelligence with abilities to support and provide guidance to a multi-disciplinary team. Demonstrated success in all aspects of the role will result in future opportunities in commercial and business roles with possibilities of increased complexity and management responsibilities.

Since the majority of your responsibilities and travel will be with customers in Ohio, Kentucky, Indiana, and Michigan, preference will be given to candidates residing inside this sales territory.

Responsibilities

• Develop new customer accounts, relationships, and opportunities
• Manage existing customer accounts, relationships, and opportunities
• Manage the entire sales process including prospecting, qualifying, discovery, solution generation, validation, proposal, negotiation, and close of opportunities
• Accurately define opportunities including customer needs, challenges, key performance indicators (KPIs), scope of supply, deliverables, timing, and funding
• Coordinate/generate the development of proposals and quotations
• Lead negotiations with support from regional services team and support functions
• Foster a strong partnership with other Veolia commercial teams to maximize synergy with their accounts and growth initiatives
• Develop and maintain an advanced knowledge of all water treatment equipment and service offerings
• Coordinate, manage, and support new business transitions to regional services team to ensure proper contract execution
• Create and manage a strategic growth plan that details sales strategies for market growth
• Forecast and actively track sales and report historic success of these sales versus plan

Requirements

• 5 years client services, relationship management, and/or sales experience working with heavy industrial customers within the water and wastewater treatment industry
• Valid driver’s license and acceptable driving record
• Domestic travel: ~35%

Qualifications

• Successful background in technical sales / business development
• Ability to effectively present ideas and information verbally and formally
• Sales, operations, maintenance, piloting, service, and/or design experience in the water and wastewater treatment industry
• Creative, collaborative, and self-driven
• Strong listening and interpersonal skills
• Proficient computer skills including the use of Salesforce, Google Workspace, etc.
• Experience in the application of the principles of “Strategic Selling” (Miller Heiman) or similar sales strategies
• Technical understanding of heavy industry such as power, chemicals, polymers, steel, paper, refining, food, beverage, and manufacturing
• Technical understanding of water treatment technologies such as softening, ion exchange (IX), electrodeionization (EDI), reverse osmosis (RO), filtration, ultrafiltration (UF), membrane bioreactor (MBR), clarification, etc.

Preferred: Bachelor’s Degree in Engineering, Technical Degree, or related program.

Benefits

• Medical, Dental, & Vision Insurance (starting Day 1)
• Life Insurance
• Paid Time Off
• Paid Holidays
• Parental Leave
• 401(k) Plan - 3% default contribution plus matching
• Flexible Spending & Health Saving Accounts
• AD&D Insurance
• Disability Insurance
• Tuition Reimbursement

Pay

The salary range is $90,000 - $115,000 USD. The range is not an absolute, but a guide, and offers will be based on the individual candidate’s knowledge, skills, experience, and market conditions, as well as internal peer equity.