DSM - Indirect (Great Lakes)
About The Position
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications. Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones! Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included. This role will focus on: We are seeking a highly motivated and commercially driven District Sales Manager (DSM) to grow sales across a defined geographic territory within our Process Industries division. This role is responsible for driving profitable revenue growth through a network of manufacturer representatives, distributors, and channel partners while developing strong relationships with end users, OEMs, EPCs, integrators, and other key stakeholders.
Requirements
- Highly motivated and commercially driven
- Strong consultative selling skills
- Excellent relationship-building capabilities
- Sound business judgment
- Ability to work effectively across internal and external stakeholder groups
- Experience in sales within the Process Industries
- Familiarity with peristaltic pumps, positive displacement pumps, tubing, hoses, parts, and Aflex Hose product line
- Knowledge of industrial sectors including water and wastewater, food and beverage, brewing, mining, pulp and paper, power generation, data centers, chemical processing, and other process manufacturing markets.
- Proficiency in using CRM tools and sales processes
- Ability to travel within the assigned territory
Nice To Haves
- Experience working with manufacturer representatives, distributors, and channel partners
- Experience developing and executing territory business plans
- Familiarity with market trends, customer needs, competitive threats, and emerging applications
Responsibilities
- Serve as the primary commercial leader for their territory, responsible for creating demand, developing opportunities, supporting channel partners, and executing Watson-Marlow's sales process.
- Identify growth opportunities, strengthen customer relationships, increase market share, and deliver sustainable revenue growth across the Process Industries product portfolio, including peristaltic pumps, positive displacement pumps, tubing, hoses, parts, and the Aflex Hose product line.
- Develop and execute a territory business plan that aligns with company growth objectives.
- Identify market trends, customer needs, competitive threats, and emerging applications within assigned markets.
- Create and maintain a healthy pipeline of opportunities through proactive prospecting and business development activities.
- Drive specification and project activity with OEMs, EPCs, integrators, consultants, and end users.
- Build strong relationships with customers and key stakeholders throughout the territory.
- Understand customer applications, challenges, and business objectives to position Watson-Marlow solutions effectively.
- Conduct customer visits, plant tours, discovery meetings, and opportunity reviews to identify growth opportunities.
- Maintain executive, engineering, operations, maintenance, and procurement relationships within strategic accounts.
- Develop productive relationships with manufacturer representatives and distribution partners.
- Conduct joint sales calls, opportunity reviews, territory planning sessions, and business development activities.
- Train and support channel partners on products, applications, value propositions, and sales methodologies.
- Ensure channel partners effectively represent Watson-Marlow products and execute growth initiatives.
- Utilize CRM tools and sales processes to manage opportunities effectively from identification through close.
- Maintain accurate forecasts, opportunity updates, and account plans.
- Lead opportunity strategy discussions with channel partners and internal stakeholders.
- Identify barriers to success and coordinate resources necessary to advance opportunities.
- Collaborate with Application Engineers and Product Specialists to develop customer solutions.
- Support product demonstrations, technical evaluations, trials, and customer presentations.
- Provide market intelligence regarding customer needs, competitive activity, and emerging applications.
- Participate in trade shows, industry conferences, customer events, and channel partner meetings.
- Promote Watson-Marlow's products, services, and capabilities within assigned markets.
- Identify new applications and market segments that align with company growth objectives.
- Utilize CRM systems, forecasting tools, and sales processes consistently and effectively.
- Maintain accurate account information, opportunity data, and customer records.
- Champion best practices in opportunity management, account planning, and pipeline development.
- Work closely with National Sales Managers, Corporate Account Managers, Marketing, Product Management, Customer Experience, and Application Engineering teams.
- Support strategic initiatives, product launches, and market development programs.
- Share market intelligence and best practices across the broader sales organization.
- Promote a safe working environment while visiting customers, channel partners, and industry events.
- Comply with all Spirax Group and Watson-Marlow policies, procedures, and ethical standards.
- Conduct business with integrity and professionalism at all times.
Benefits
- 5% employer 401K contribution
- 50% match on up to 3% of your contributions for 401K
- 16 weeks of gender-neutral parental leave at 100% pay
- Gradual transition with an 80% work schedule at 100% pay for the first 6 months after parental leave
- Fertility Benefits (may include IVF, genetic testing, and other fertility-related services)
- Generous vacation and well-being days
- 9 observed holidays
- 1 floating holiday day
- Up to 15 caregiver days
- 80 hours of annual sick leave
- 3 paid volunteer days each year
- 3 healthcare plans with HSA contributions
- Other benefits designed to support well-being and professional growth
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
