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

WesTech Engineering • Salt Lake City, UT

1d • Hybrid

About The Position

WesTech is seeking an accomplished Solutions Sales Manager 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 systems 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