Key Responsibilities:

Prospecting and Business Development

Research and understand the market within the regional territory, including all potential customers and their relative size and potential to utilize HMT engineering & inspection Services

Understand key business drivers of each potential customer in the engineering, new tank construction, rehabilitation, and inspection areas.

Understand competitive situations within each potential customer, including current inspection firms, tank contractors and engineering firms.

Gain valuable tank inspection, rehabilitation, construction and/or engineering schedule information and collaborate with HMT Operations Management in order to position HMT in a lead position through proactive sales activities

Sales Planning and Strategy

Be able to assess, qualify and rank existing/target customers in order to prioritize resource allocation

Develop and maintain Key Account Planners for strategic accounts and growth opportunities

Define sales objectives that are in alignment with Regional strategy and revenue goals

Define and regularly maintain tactical plan (Sales Action Items) to sustain progress toward sales objectives

Sales Activities

Conduct sales-related activities in person and by email & phone to promote HMT products and services to potential clients; including but not limited to:

Cold calls and introductory presentations

Presenting HMT products and service capabilities for both generic (e.g. lunch & learn, intro presentations) or tank-specific opportunity situations

Consulting on specific tank opportunities in order to position HMT as a primary technical advisor for the project

Effectively handling technical inquiries to get the customer rapid, accurate and effective response to technical questions

Maintain regular schedule of contact with customers via phone and on-site visits to uncover upcoming projects and secure the opportunity to provide proposals for engineering & inspection Services

Develop and strengthen relationships with key decision makers and influencers in the water/wastewater and engineering community in order to further advance our presence and sales objectives within each customer; including but not limited to: Sales calls at the customer’s place of work; Social interactions at conferences, trade shows, and customer outings; Social outings, meals, golf, etc. (that are reasonable and customary, in line with HMT’s policies for meals & entertainment) for the purposes of fostering customer relationships or expanding network to develop additional sales opportunities; Conduct customer interactions with the purpose of gaining accurate assessment of their satisfaction with HMT’s engineering & inspection Services (using HMT’s QP-020 tool kit); Understand customer needs and assist customers to select the proper engineering and inspection recommendations.

Generate proposals for HMT solutions; including engineering and inspection services, cost estimating and proposal customization in order to optimize our value proposition

Secure opportunities for HMT to bid on inspection and engineering opportunities.

Collaborate with other regions and support cross-regional sales efforts by providing intelligence and making calls on cross-region stakeholders that reside in their territory

Remain knowledgeable of company's products and solutions to be effective in sales efforts

Budgeting, Forecasting and Management Communication

Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with making business decisions

Play a critical role in the budgeting and forecasting processes, including conducting customer spending surveys and providing information about upcoming tank outages and major projects

Provide regular updates in the form of opportunity trackers and re-forecast intelligence

Provide regular updates to sales & operations management to facilitate support and collaboration

Provide market condition information as requested

Actively participate on sales team calls to share sales best practices, collaborate on strategies to close sales, and share market & competitive intelligence

Knowledge Requirements:

• Maintains confidentially of sensitive information
• Ability to multi-task, work under pressure and adapt to change
• Ability to acquire new knowledge and learn new skills
• Basic knowledge of storage tanks, coatings and corrosion control.
• TCEQ, AWWA, NFPA, AMPP, and Texas Administrative Code rules and regulations regarding storage tanks, coatings and procurement

Experience:

• 5 years experience in Storage Tank or Coatings industry sales or account managment
• Or
• 5 years experience in Civil Municipal Engineering business development sales or account management
• Or
• 5 years experience in the water/wastewater industry sales or account management
• Or
• 5 years experience of a combination of the above.