What are the responsibilities and job description for the Area Sales Manager position at GARLOCK PIPELINE TECHNOLOGIES INC?
GPT is the world’s leading manufacturer of critical pipeline sealing and electrical isolation products. With a focus on safety, performance and reliability, we employ advanced engineering and manufacturing processes to meet the challenging demands of the oil and gas, water/wastewater, and construction and infrastructure industries.
We are currently recruiting for an Area Sales Manager
Salary:
Base Salary to be determined by the applicant's education, experience, knowledge, sills, and abilities, as well as internal equity and alignment with market data.
Benefits:
401(k), 401(k) matching, Medical, Dental, Vision, Health Savings Account, Life and AD&D, Employee assistance program, PTO, Tuition Reimbursement, Employee Discounts
Summary of Position:
In this role the Area Sales Manager (ASM) for Oil & Gas (O&G) and Water industries will drive revenue and market share by selling complex technical solutions to upstream, midstream, Downstream and municipal operators. They will manage client relationships, negotiate contracts, and collaborate with engineering teams.
Role Overview
This is a highly technical, B2B, field-based sales role. You will be responsible for maintaining P&L for your designated territory, driving pipeline growth, and closing deals with engineering firms, contractors, and corporate end-users. You will manage a group of Distribution Channel Partners to support this growth.
Key Responsibilities
- Business Development: Identify and pursue new sales opportunities across upstream, midstream, downstream and industrial/municipal water markets.
- Technical Solution Selling: Act as a subject matter expert, guiding clients through technical product applications for Isolation and Corrosion mitigation products
- Account Management: Build and nurture long-term relationships with key stakeholders, including EPCs (Engineering, Procurement, and Construction), OEMs (Original Equipment Manufacturers) Oil and Gas Operators and Water Municipalities and Distribution Partners
- Sales Strategy: Execute territory business plans, establish sales forecasts, and manage the sales cycle from lead generation to contract negotiation and closure, all documented and tracked in the CRM
- Collaboration: Partner closely with internal engineering, customer service and projects teams to ensure technically sound, cost-effective product delivery.
- Market Intelligence: Track industry trends, competitor activities, and regulatory shifts to adjust sales strategies accordingly.
- Brand Representation: Attend and exhibit at industry trade shows, conferences, and technical seminars, and as a committee member in local AMPP chapters.
Qualifications & Skills
- Education: Bachelor’s degree in engineering (Mechanical, Chemical, or Petroleum), Business Administration, or a related technical field.
- Experience: 5-8 years of progressive B2B field sales experience, with a proven track record in the Oil & Gas or Water treatment/wastewater sectors.
- Technical Acumen: Ability to read/translate technical specifications and understand complex industrial equipment.
- Soft Skills: Exceptional negotiation, communication, and presentation skills.
- Travel: Flexibility for extensive regional travel (often 30% ) to visit client sites, operational facilities, and field offices.
- Background: Experience in the corrosion prevention and mitigation field is a plus. NACE CP 1 certification will be company sponsored and required within the first year of employment.
Key Performance Indicators (KPIs)
- Sales vs. Quota
- Gross Profit Margin (GPM) on closed business
- Size and progression of the sales pipeline (CRM documentation)
- Number of new client acquisitions and technical presentations delivered
- Specifications gained
- New projects secured