Overview of RoleZwitterCo is seeking an energetic, versatile senior sales engineer to drive sales of its cutting-edge membrane solutions into fast-growing, high-impact applications for water and wastewater that are encumbered by organic foulants. This role will develop customer relationships with end-users, consultants, integrators and service providers; gather market intelligence, and ensure growth in target market segments through a consultative sales approach.
Responsibilities- Act as a missionary for ZwitterCo's unique technology:
- Meet and exceed top-line revenue goals while working to develop reference customers
- Develop a robust sales pipeline by establishing new customer relationships through cold calls, lead handoff, inbound follow-up, and networking. Master ZwitterCo's inquiry-to-order processes and tools
- Develop and deliver oral and written presentations to customers, industry players, and ZwitterCo business leaders as needed
- Establish and grow relationships with clients' key influencers and decision-makers
- Respond urgently to customer requests and act as a valuable resource to resolve customer challenges
- Establish and grow relationships with consultants, sales representatives, and other industry conduits that can drive sales opportunities
- Work closely with Process, Commercial, and Field Engineering to transfer organizational market segments and demonstrate the performance of ZwitterCo's products to industry stakeholders:
- Implement the market strategy within assigned segments; understand clients' "pain points" and the value that ZwitterCo products deliver and provide market/competitive intelligence to the Commercial Enablement team
- Articulate customer success requirements to the Applications Engineering team for product testing and applications studies to enable successful implementation of ZwitterCo's technology
- Manage and support sales administration, including:
- Negotiate sales contracts
- Provide regular sales updates and forecasts
- Actively support and serve as a resource for other sales team members
- Maintain customer data in a CRM system
- Perform all responsibilities in an ethical manner that represents ZwitterCo's values and vision
Critical Success Factors:- Excellent interpersonal and relationship-building skills
- Independent, self-starter with high energy and driven to:
- Understand and exceed customer needs, both stated and unarticulated
- Clearly understand and apply ZwitterCo's strategy in order to exceed commercial goals and targets
- Ability to anticipate and build consensus quickly; demonstrates creativity and customer-focus in problem solving
- Demonstrated understanding of strategic selling concepts, mindset and approaches
- Thorough knowledge of applicable products, services, and capabilities
- A passion for excellence and a proven ability to succeed
- Strong communication and presentation skills, both written and verbal
- Ability to organize and execute work plans while working remotely with limited oversight
- Inclusive team player
Qualifications: - A university degree in an engineering or relevant scientific discipline is required, or a university degree in a business discipline if the candidate has extensive previous work experience in a comparable role. A degree in environmental or chemical engineering is preferred
- At least 10 years of experience selling wastewater equipment, membranes or chemicals associated with water treatment, fluid separations, solid-liquid separations into industrial, food and beverage, or municipal applications is required
- Experience selling reverse osmosis, ultrafiltration, nanofiltration, or process separation membranes and wastewater equipment is preferred
- Competent in Microsoft Office suite and leading CRM tools, like Salesforce or HubSpot
- A valid driver's license and clean driving record
- Candidates with sales or business development experience in the food and beverage, industrial, or leachate sectors are encouraged to apply
Location, Travel and CompensationThis position is based in the US, with ideal locations being: Pacific Northwest, Upper Rockies or Upper Midwest and is considered remote. This position will require 30-50% travel, primarily in North America, and should expect to travel to company headquarters in Woburn, MA for training and team-building purposes.
Candidates near or with easy access to major airports will be preferred.
Compensation is commensurate with experience and will include equity and benefits.
