East Coast Solutions Sales Manager - Water & Wastewater systems sales - Mining, Power, and Heavy Industry

WesTech Engineering • Salt Lake City, UT

20d • Hybrid

About The Position

Our mission at WesTech is to help communities thrive by delivering high-quality water solutions with superior service – safely and sustainably. To achieve this mission, we recruit great people to be part of our collegial and collaborative teams in engineering, design, project management, field service, plant operations, professional services and more. As one of the leading operating brands of Swire Water, our values of integrity, humility, endeavor, excellence and continuity make this an outstanding working environment. Our continuing success creates attractive opportunities for purpose-driven professionals to develop new skills, support vital industries, and grow their careers. We are seeking an accomplished Solutions Sales Manager on the East Coast with a unique blend of strategic account management and business operations expertise. This critical role involves not only selling complex solutions/systems to industrial customers and driving new business opportunities in asset acquisitions and DBOOM projects, but also managing the end-to-end sales process, coordinating proposals, and ensuring effective communication with various stakeholders. We are looking for high-level candidates with a comprehensive network of end-users in the areas of Mining, Power, and Heavy Industry. Candidates for this position may be required to pass pre-employment and periodic screenings, including background checks, drug and alcohol tests, or other necessary assessments.

Requirements

• Bachelor's degree in Engineering, Business, or a related field.
• 15+ years of progressive sales and/or business development experience in water and wastewater systems sales within Heavy Industry, Mining, or Power sectors.
• Strong project management and coordination skills.
• Excellent communication, commercial, negotiation, and interpersonal skills.
• Ability to penetrate key accounts, perform needs assessments, and provide qualified solutions to customers.
• Must be a persuasive seller, both internally and externally, who is able to motivate others to pursue a collective goal.
• Must have prior experience in dealing with objections and closing sales.
• Able to travel approximately 35-50%.

Nice To Haves

• Background in heavy construction and/or construction management preferred
• Proven expertise in asset acquisitions and successful management of DBOOM projects.
• Understand customer financial statements, project financial analysis, and make educated decisions and suggestions based on financials.
• Ability to assist customers with budget and capital deployment analysis.
• Able to travel up to 50%.

Responsibilities

• Receive inquiries and leads from various sales channels, including Direct Sales Managers (DSMs), Business Development Managers (BDMs), and Third-Party Agencies.
• Maintain a healthy funnel of leads with a mix of networking, cold-calling, and following up on previous customers.
• Triage specific opportunities and lead those opportunities through the Go-No-Go Stages and Gates process.
• Collaborate with DSMs to define opportunity strategies and determine how to convert capital project/product inquiries or turn-key systems inquiries into capex deployment and recurrent revenue opportunities.
• Coordinate the proposal process, ensuring timely and accurate submission of proposals and other sales documents.
• Provide CRM input and data for customer interactions and manage proposal deliverables.
• Work in conjunction with BDMs and DSMs to engage in direct customer contact, coordinating direct customer visits with 3rd party reps when necessary.
• Direct selling activities will include a healthy mix of lead generation, funnel progression with proposal follow-up and deal closings.
• Define opportunity through cold calls and warm leads follow-up.
• Update customer lists, vet and recommend new reps, and make recommendations for cancellations.
• Review proposals to ensure alignment with customer needs and company standards.
• Ensure scopes are accurate and adequately provisioned.
• Coordinate sales coordination and planning meetings (SCOOP) meetings with P&L divisions to make sure estimating and proposal activities are aligned with strategy and on schedule.
• Prepare bid review documents for large and/or high-risk projects, direct the management review process to inform stakeholders of risk-mitigation plans.
• Collaborate with the legal and contract teams and other stakeholders as necessary to assist in negotiating mutually acceptable terms.
• Secure financial transactions directly with customers driving growth via capital equipment sales (Systems), design-build own operate maintenance projects (DBOOM’s), and plant acquisitions revenue models.
• Oversee the contract execution process, pending terms review by the Contract Administrator.
• Recommend commission amounts/structures for other 3rd party reps assisting in sale, based on deal specifics.
• Seek necessary approvals for commission structures.

Benefits

• Competitive salary and performance-based annual bonuses.
• Dollar for dollar 401K match of 6%.
• Flexible work hours, hybrid schedules with remote work options.
• Comprehensive health and wellness benefits package with an onsite and virtual medical facility
• Company HSA contribution, Paid Parental Leave, Employee Assistance Program
• Company-paid Life Insurance, Accidental Death and Dismemberment, and Long-term Disability.
• PTO plan and Paid Holidays.
• Tuition Reimbursement.
• Company celebrations, summer parties, volunteer opportunities, games, prize drawings, and more!

What This Job Offers

• Job Type: Full-time
• Career Level: Senior