Overview of Role
This Company is seeking an energetic, versatile Sales Engineering Manager to drive sales of its cutting-edge reverse osmosis membrane products into high-impact applications in industrial water and wastewater treatment and surface water purification. This role will lead a focused team that is responsible for end-user customer relationships, gathering market intelligence, and achieving growth targets with a fast-paced, plug & play sales mentality.
Candidates with sales or business development experience in Power, Refineries, Food & Bev, Leachate, and other industrial sectors are encouraged to apply. Experience selling equipment for challenging applications in water treatment or purification is preferred.
Responsibilities include:
* End-user customer and key account management:
o Grow top-line revenue in line with agreed upon targets and goals
o Act as a player-coach for a team that cares deeply about their customer's outcomes and strives for win-win opportunities
o Drive sales and key account management processes, accelerating both the number of successful installations in the near-term and the path to product roll-out with large, multi-site entities in the long-term
o Seek opportunities to capitalize on and bring market knowledge back to the organization
* Business administration:
o Establish and own forecasts for the team
o Execute a sales plan aligned to the company's strategy and priorities
o Act as a voice of the customer throughout internal meetings
o Partner with Product Management and Marketing to identify sales collateral, tradeshows, outreach campaigns, lunch & learns, and other investments that the company could make to enable sales success
o Ensure there is a thorough understanding of the technology individually and throughout the team
o Support the refinement and administration of commercially owned processes like inquiry-to-conversion and adjacent processes like order-to-cash
* People leadership:
o Lead and develop a sales team with boundless energy, that approaches problem-solving creatively and vocalizes what they need to be successful, and maintains a culture of high performance and high accountability
o Identify developmental activities for each team member and create plans to achieve them
o Create yearly goals for each team member and provide feedback against these goals as part of a comprehensive performance review process
o Conduct day-to-day management activities, such as reviewing expense reports, handling time-off requests, and conducting one-on-one meetings with each team member
o Work closely with Product Management, Marketing, and Application Engineering management to ensure collective alignment in meeting sales plans Critical Success Factors
* Understand Company strategy and take initiative in achieving commercial team goals
o Ability to drive decisions and implement plans across all stakeholders
o Ability to coach and provide guidance to frontline sales engineering team
o Ability to identify needs, resourcing, or skills gaps and to propose solutions
* Clear and concise communication skills with all levels of the organization, as well as strong interpersonal and relationship-building skills to drive authentic and value-added engagements in the marketplace
* A thorough knowledge of applicable products, services, and capabilities
* A passion for excellence and a proven ability to succeed
* Ability to work remotely with limited oversight
* Excellent business and financial acumen Qualifications
* A university degree in an engineering or relevant scientific discipline or a university degree in a business discipline if the candidate has extensive previous industry work experience.
* At least 10-15 years of experience in sales or business development working in industrial sectors is required. Experience with equipment for water treatment or purification is preferred.
Schedule, Travel, Compensation, and Location
This position is considered remote, but candidates should expect to travel to company headquarters on the East Coast for training and team-building purposes. This position will require 30-50% travel to customer sites and tradeshows, primarily in North America. This position will report directly to the Chief Commercial Officer. Compensation based on experience and will include equity and benefits.
