SummaryWe 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.
Some of the work you will do: - 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.
Here are the skills that you need: - 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%.
Here are the skills and qualifications that will set you apart: - 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%.
Physical Requirements:- Ability to perform tasks while in a sedentary position using a computer and phone.
- Frequently required to engage in talking, hearing, and visual focus.
- Regularly required to move throughout the facility, with reasonable accommodations available for individuals with disabilities.
- Occasionally required to lift and/or move up to 50 pounds.
Benefits and perks we offer:- 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!
