Regional Sales Manager

Regional Technical Sales Manager

My client is an industry leading biological wastewater treatment system designer, manufacturer and service provider. We specialize in high performance nutrient removal and tertiary filtration of biologically treated effluent for residential, commercial and industrial applications. Our product line incorporates fixed-film attached growth processes and supplemental equipment to assemble treatment solutions that are compact, easy to operate, energy efficient and cost effective.

POSITION OVERVIEW:

The Regional Technical Sales Manager shall be responsible for promoting the company and its products, finding project opportunities, and responding to inquiries from prospective clients. The sales manager shall manage accounts until the point of sale and shall serve as a liaison between Company’s engineering department and the consulting engineer during the design process. The sales manager shall have a strong technical background and exhibit good organization and communication skills. Regular travel to meet with design engineers, developers and regulators is required.

JOB REQUIREMENTS:

• Strong organizational, time management and written/verbal communication skills.
• Self-motivated and able to work independently.
• Background in environmental studies or science is preferred.
• Background in technical equipment sales is preferred.
• Periodic travel required.
• Familiarity with windows operating systems (Word, Excel, Power Point, Outlook, Adobe).

TERRITORY:

• Massachusetts
• Maine
• New Hampshire
• Vermont
• Connecticut
• Rhode Island

RESPONSIBILITIES

Initial Training/Orientation:

• Product training with Company engineering.
• In house technical training.
• Visit various installations to observe equipment operating in the field.
• Visit various repeat clients and engineers.
• Come up to speed on existing projects/opportunities.
• Review state permits and regulations to develop an understanding of the requirements of each state.
• Communicate with past New England sales managers and other territory sales managers as required for market insight.

Strategic Territory Building:

• Target engineers currently in the business of designing wastewater treatment systems.
• Maintain a database of engineers, developers and regulatory contacts.
• Regularly stay in touch with key prospects via face to face meetings and/or calls.
• Perform Webinars and Lunch & Learn sessions when appropriate (larger audience opportunities).
• Attend trade shows the company elects to take part in within the territory.
• Promote the company and its products within the territory.

Project Management:

• Qualify projects and generate design sheets for new inquiries.
• Submit design sheets to engineering for system sizing.
• Price projects using “Company Master Price Sheet”, review margin with corporate office.
• Generate technical proposals using “Company Proposal Template”.
• Provide design and permitting support to the project engineer throughout the design process (in conjunction with Company Engineering).
• Review final contract documents (plans and specifications) in conjunction with Company Engineering for final bid/proposal development.
• Distribute final bid contracts to bidding contractors and answer technical questions.
• Maintain organized project files and email records for each project opportunity.

Marketing:

• Attend periodic company sales and marketing meetings.
• Help develop content for blast emails, newsletters and social media posts in the territory.

Reporting:

• Maintain project information and opportunities in contact database.
• Take part in sales meetings. Provide updates on active projects, wins and future goals.
• Generate annual sales forecasts for the territory.

TIME & EFFORT DISTRIBUTION:

Distribution of time and effort will vary based on inquiry volume and demand for certain project management duties. The following is intended to be a general guideline.

• 50% of time should be spent outside of the office visiting with engineers, regulators and developers as well as other sales and marketing initiatives.
• Half of this 50% should be spent within a 120 mile radius of Taunton, MA (corporate headquarters).
• Half of this 50% should be spent targeting other regions in the defined territory.
• 20% of time should be spent in office making sales, calls, scheduling meetings, maintaining database, etc…
• 30% of time should be spent in office pricing system inquiries, developing proposals and performing other project management tasks.