Technical Sales Representative - ES Water Services

Job description

Position Purpose

You will develop, lead, and manage regional sales opportunities for short-term and long-term service agreements that supply water treatment equipment and services including technologies such as softening, ion exchange (IX), electrodeionization (EDI), reverse osmosis (RO), filtration, ultrafiltration (UF), membrane bioreactor (MBR), clarification, etc. You will develop and manage strategic customer relationships at the local and regional level over multi-year sales cycles for all types of industry including power, chemicals, polymers, steel, paper, refining, food, beverage, and manufacturing.

You will manage the commercial relationship of existing customer applications while driving and maintaining year over year sales growth through new customer applications. The ideal candidate will be self-driven individual with strong affinity to work with multi-disciplinary teams to develop creative and customer-focused water treatment solutions. In addition, the ideal candidate will have strong experience with water and wastewater treatment or the capability to develop a technical expertise in this field.

In this role, you will be a member of the best commercial organization in the water business: using curiosity and creativity to grow a quality pipeline, clearly defining needs/wants through a customer lens, developing/managing commercial plans with a focus on growth, and negotiating contracts that benefit our customers and our business. You will benefit from strong emotional intelligence with abilities to support and provide guidance to a multi-disciplinary team.

Demonstrated success in all aspects of the role will result in future opportunities in commercial and business roles with possibilities of increased complexity and management responsibilities. Since a majority of your responsibilities and travel will be in the Western US with customers primarily residing in Northern California and Nevada, preference will be given to candidates residing in Central to Northern CA.

Duties & Responsibilities

• Develop new customer accounts, relationships, and opportunities
• Manage existing customer accounts, relationships, and opportunities
• Manage the entire sales process including prospecting, qualifying, discovery, solution generation, validation, proposal, negotiation, and close of opportunities Accurately define opportunities including customer needs, challenges, key performance indicators (KPIs), scope of supply, deliverables, timing, and funding Coordinate / generate the development of proposals and quotations
• Lead negotiations with support from regional services team and support functions
• Foster a strong partnership with other Veolia commercial teams to maximize synergy with their accounts and growth initiatives
• Develop and maintain an advanced knowledge of all water treatment equipment and service offerings
• Coordinate, manage, and support new business transitions to regional services team to ensure proper contract execution
• Create and manage a strategic growth plan that details sales strategies for market growth Forecast and actively track sales and report historic success of these sales versus plan

Qualifications

Qualifications

• Knowledge, Skills, & Abilities Successful background in technical sales / business development
• Ability to effectively present ideas and information verbally and formally Sales, operations, maintenance, piloting, service, and/or design experience in the water and wastewater treatment industry Creative, collaborative, and self-driven
• Strong listening and interpersonal skills
• Proficient computer skills including the use of Salesforce, Google Workspace,etc.

Experience in the application of the principles of “Strategic Selling” (Miller Heiman) or similar sales strategies Technical understanding of heavy industry such as power, chemicals, polymers, steel, paper, refining, food, beverage, and manufacturing. Technical understanding of water treatment technologies such as softening, ion exchange (IX), electrodeionization (EDI), reverse osmosis (RO), filtration, ultrafiltration (UF), membrane bioreactor (MBR), clarification, etc.

Core Qualifications

Required: 5 years client services, relationship management, and/or sales experience working with heavy industrial customers within the water and wastewater treatment industry Valid driver’s license and acceptable driving record Preferred: Bachelor’s Degree Engineering, Technical Degree, or related program Additional Information Working Environment and Physical Demands The working environment and physical demands described here, as well as the essential functions and responsibilities noted above, are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Domestic Travel

~35%