Job Details

 Industrial Market Manager

Job Description

Status:           Full-Time – Salary Exempt Position

Schedule:      45-55 hours per week

                       (Monday through Friday; occasional weekends dependent on travel schedule)

Supervisor:   National Sales Manager

Summary:

The ideal candidate for this position is inspired by making a difference to customers in the water and wastewater communities around the world. Your focus for sales will include Industrial Markets such as Pulp & Paper, Food & Beverage, Power, Oil & Gas, Mining, Chemical, and Pharmaceutical.

To thrive within this position, you must love working in partnership with our distribution network of sales representatives to create a “win-win” situation for all stakeholders. You will be required to represent our distinct culture to our customers, representatives, and team. We are not interested in conducting “business as usual”; everyone you contact should experience extraordinary service and partnership.

You will need to display an attitude that has proven to be customer-focused, which will have you deliver on the promises you make with integrity. You must convey our company standard of “you’ll like working with us!” to all you contact. You are one team generating sales.

Essential Functions:

Below is an overview of the essential functions of this position; however, the specific duties listed with each are a summation of accountabilities for this role. 

1. Managing an Independent Sales Representative Network
2. You will be our liaison and motivator to the representative network, with the ability to promote sales effectively through other people. It is vital that you work with our representatives in partnership to build strong, lasting relationships.
3. You will assure you have well-trained (A-line) representatives within your territory. You may need to work with multiple agencies within the same area to cover various markets. You will be accountable for setting sales goals for the territory in partnership with the representatives. To support those goals, you will be available for accompanying them to regional shows, visiting engineering firms, and industrial sites, along with scheduling mobile showroom visits.
4. You will be responsible for managing a book of business and providing feedback to the supporting internal departments.
5. You are accountable to generate sales by supplying customers, sales representatives, and other strategic sales alliances with the necessary materials, training, services, and data to promote our products.
6. You will need to become an expert in our products and services, as well as to understand the markets we serve. This may include serving on committees and advisory boards as a technology / market expert where appropriate.
7. You will need to manage your travel schedule and reservations in advance and within budget.

2. Traveling and Presentations:
3. Up to 75% of your time will be spent in travel.
4. Knowing your audience and presenting information in a way that meets their needs is crucial to this role.
5. You must bring the voice of the customer back to our internal team. While traveling, it is vital that you identify and report issues in the field; you will function as the feedback loop to our company on opportunities to make a difference.
6. Travel must be coordinated in cooperation with our corporate meeting schedule. You will be required to be in the office 4-8 times each year. Participation in the National Sales Meeting, Rep Council, Quarterly Sales & Marketing meetings, and Corporate Training are required.

3. Administrative:
4. You will be required to work within our CRM system (currently ACT!) to report progress on pending jobs, as well as report to update the team on the industrial book of business.
5. Expense reports must be completed and submitted monthly via our online reporting system.
6. You will schedule conference calls as necessary and work with the internal team to assure they have the information required to execute budget proposals and bids in a timely, complete manner.
7. You will be required to use Microsoft Teams or phone while traveling, to participate in meetings (such as regularly scheduled huddles).
8. You will be called upon to review and give feedback on the development of new marketing materials, tradeshow development, and other promotional materials (such as advertising).

Requirements:

Education:

1. College Education: bachelor’s degree in engineering, business administration, or proven experience in related fields.

Experience:

1. REQUIRED: Experience selling to industrial water & wastewater markets segments.
2. REQUIRED: Experience giving presentations to consultants, contractors, and site owner stakeholders.
3. REQUIRED: Experience managing territory forecasts and budgets.
4. REQUIRED: Proficiency in Microsoft Office, including Excel, Word, and PowerPoint.
5. REQUIRED: Proficiency in reading mechanical blueprints.
6. PREFERRED: Previous experience in International Sales.
7. PREFERRED: Construction experience and knowledge of hydraulics, chemistry, metallurgy and industrial controls.
8. PREFERRED: Small business experience is helpful, due to the multitasking requirements of this position.

Skills:

1. REQUIRED: Professionalism and integrity; able to represent the company well.
2. REQUIRED: Excellent presentation skills; able to adjust to audience, as necessary.
3. REQUIRED: Conflict management skills.
4. REQUIRED: Mechanical aptitude; strong conceptual skills; ability to comprehend and communicate mechanical concepts.
5. REQUIRED: Ability to multi-task well, with the ability to prioritize to complete projects on time.
6. REQUIRED: Able to manage budgets; proven experience in making sound business decisions.
7. REQUIRED: Proven “customer-focused” attitude; demonstrated ability to follow up and keep promises; reliable.
8. REQUIRED: Ability to consistently maintain processes and protocols, as well as manage sales documentation.
9. REQUIRED: Must be able to use proper grammar and correct spelling; must be able to communicate professionally.
10. REQUIRED: Must be self-initiating, independent, possess good problem-solving skills, and work well with a team. Must have the ability to organize time and diverse responsibilities.
11. REQUIRED: Must be fiscally responsible when planning trips or other events on behalf of the company.
12. STRONGLY PREFERRED: Bilingual or fluent in Spanish.