Eastern Regional Sales Manager -Municipal Wastewater

Location: Charlotte, NC

Department: Sales and Business Development

Type: Full Time

Min. Experience: Experienced

Company Overview

Our Client is a leading manufacturer of municipal headworks and industrial wastewater screening solutions.

Job Summary

Responsible for achieving revenue (new unit & service) and pricing quality objectives for a given territory on a quarterly basis through strategic and tactical management of the representative/distribution firms within the given geography, through active management of existing partners and upgrading to new partners, when appropriate. The strategy must address the motivation factors, investment (staffing & activity level versus other lines) and competency (training and willingness) of the representative firms. The tactical aspect of the position includes directing and attending field appointments at wastewater plants and some engineering firms, hosting regional training/sales meetings and understanding discounting requirements to win close opportunities. This person must be respected as a peer-level by representative firms’ principles and seen as adding value when in the field.

Responsibilities and Duties

 

  • Holds meetings with representative firms’ salespeople (and occasionally alone), primarily at wastewater plants and some engineering firms. Identification of customer and prospect meetings must be identified by the Director of Sales as driving the greatest value for the company.
  • Holds monthly meetings with the principles of the representative firms to discuss MTD and YTD performance, as well as expected performance for the coming months. Document meetings and develop action plans, where appropriate. Follow-up on action items and counsel firms, where appropriate.
  • Develops budgets and strategic plans with the representative firms to achieve the company's strategic objectives
  • Identify gaps in competency on the company's products and develop training plans to improve it.  Director of Sales can use regional sales meetings, distance learning tools and in-field training as methods for the training.
  • Develops a pipeline of prospects large enough to support revenue expectations. Directs representative firms’ activity. Suggest ways that the company's marketing efforts and Sales Operations Manager can assist.
  • Assesses market trends that affect the company's current products or should drive innovation and/or acquisition by the company
  • Thoroughly understands all of the company's products and becomes recognized as an expert in all grinding technologies within 12 months
  • Provides timely feedback to senior management regarding market performance, representative firm performance and potential opportunities or threats during the weekly sales meetings
  • Coordinate complete resolution of customer service failures that rise to the level of this position because of size, pervasiveness or egregiousness
  • Represents the company on selected regional and national trade shows and conferences.
  • Maintains a professional image as a representative of the company
  • Performs other duties and special projects as assigned.
  • Adhere to Company Values:  Empowered – Bold – Integrity – Teamwork - Dedicated – Accountable.

 

Qualifications and Skills

  • Bachelor’s Degree
  • History of consistently achieving revenue targets through representative and distribution firms
  • 5+ years of experience in municipal wastewater equipment sales
  • Ability to speak intelligently on engineered equipment
  • Must be able to travel up to 50% of the time
  • Ability to hold monthly performance meeting and hold under-performers accountable
  • Strong interpersonal personal skills
  • High degree of likeability to engender rep firm openness and partnering
  • Expert organizational and time management skills
  • Ability to use technology and analysis tools (Excel, Word, PowerPoint, Outlook, etc.),
  • Ability to interact with the company's Directors, VPs, COO to communicate market trends and concerns
  • Self-driven and entrepreneurial
  • Ability to be able to work out of a home satellite office effectively

Benefits and Perks

  • Work from home position.
  • Compensation is ~125k base plus bonus.
     

Hunter Crown provides recruiting and executive search services to the water and wastewater treatment industry.  
https://www.huntercrown.com/
 

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In 150 characters or fewer, tell us what makes you unique. Try to be creative and say something that will catch our eye!
Do you have municipal wastewater treatment equipment sales experience?*
Are you able to work remotely and manage East Coast municipal sales for the business?*
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Have you sold rotating/mechanical equipment through a rep network?*