Sales and Business Development Manager

Job Overview

Drive company’s North American municipal wastewater technology solutions capital sale pipeline by managing pursuits from lead identification and qualification, project and scope definition, conversion to firm opportunity, and contract execution with hand off to execution team.

Goals

• Identify new municipal wastewater system solution capital sale leads; manage relationships with owners, reps, consultants, managers, strategic partners, business leads; shepherd leads through bidding processes to contract execution.
• Manage company’s rep network as the prime point of contact with training, follow-up, adding new reps, expanding the network, qualifying leads, and motivating reps.
• Manage interface for lead generation with consultants to influence getting technology specified in anaerobic digestion projects.
• Interface directly with wastewater treatment plant leadership to advance sales opportunities.
• Manage technical/regulatory/contractual development activities with support from back office technical and financing resources.
• Review and refresh marketing efforts, expand in existing markets, and develop new market penetration strategies.
• Job Responsibilities:
• Obtain approval from the boards and municipal decision-makers for projects at wastewater treatment facilities.
• Perform market analysis, screening, and direct dialogue to identify quality prospective opportunities.
• Serve as the primary relationship and communication channel with mostly municipal clients.
• Navigate municipal approval processes and develop strategies for approvals.
• Collaborate extensively with engineering, reps, consultants, strategic, and construction partners.
• Actively assist with the retention of existing customers.
• Automate processes where possible and ensure that historical data can be recaptured and utilized for future proposals where appropriate
• Lead negotiation, including preparation of proposals, agreements, and project definition, with support from the back office.
• Monitor and communicate new products, industry trends, competitor strengths and weaknesses, and lessons learned.
• Conduct market research and develop a targeted approach to lead generation.
• Job Requirements:
  
  

Education And Experience

• Bachelor’s Degree Required. Engineering or STEM field preferred
• MBA preferred
• More than 5 years in industry-related business development, project development, applications engineering,
• or sales engineering, proven track record of selling system solutions to the municipal wastewater sector.
• Technical Competencies
• Technical understanding of wastewater, sludge processing, biogas, and anaerobic digestion.
• Excellent negotiating, networking and interpersonal skills
• Expert understanding of all MS Office tools and ability to adapt to new digital tools
• Excellent writing and proposal generation skills
• Ability to manage national rep network
• Ability to interface with consultants, reps, general managers and municipal wastewater plant leadership, boards and city councils.
• Travel
• 25-50% in the U.S. and Canada
  
  

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