RSM - Water/Wastewater Treatment - Canada Region

Our client is a leading provider of technologies and solutions for water and wastewater treatment. They deliver proven, effective, and sustainable solutions for the disinfection and filtration of water.

The Regional Sales Manager – Canada Region is responsible for planning, organizing, and directing the effort for all municipal sales and related functions for multiple disinfection and filtration product lines within Canada through a multi-tiered channel partner network. This position reports to the Director of Sales. Preferred candidates are located in Ontario or Quebec.

Essential duties and responsibilities for this position include:

1. Developing plans to increase sales and market share of all assigned product lines by developing relationships and using effective communications with municipal government officials, consulting engineers, contractors, industrial end users, utility companies and channel partners.
2. Being responsible for promoting company solutions to specifiers, influencers, and end users via the application of company products and services; qualifies projects, comparing competitive alternates, and generating scopes of supply with clients for estimating; provides application and design guidance for company products and services.
3. Coordinating sales distribution by establishing quotas and other goals with representatives and distributors.
4. Seeking out and researching prospective projects through established sales channels and recommending the development of alternate sales channels. Driving the process for major project pursuit developing sales strategies with inside sales support and the channel partner network. Assist with the negotiations of contracts for purchase w/ the legal staff (paralegals, etc.).
5. Conducting commercial and technical presentations.
6. Establishing and maintaining strong relationships with channel partners, contractors, end-users, key purchasing influencers and decision makers.
7. Keeping company management informed of business conditions that may affect assigned products or markets and maintaining accurate and updated CRM database.
8. Providing external leadership for the assigned product or market by actively participating in trade shows, technical seminars, and product training activities.
9. Recommending product pricing targets and ensuring that profit margins are maximized for the assigned product. Drive double-digit sales growth in support of market penetration and expansion strategies.
10. Hunter mentality within a Territory Management structure, accountable for execution and performance of aggressive Sales Growth plan within the assigned territory.
11. Generating and updating monthly forecasts of opportunities to meet sales quota from CRM while maintaining a healthy funnel of opportunities through daily sales activities.
12. Developing and qualifying sales leads and new operator accounts while growing existing accounts in the territory.
13. Establishing relationships with all levels of prospective customers and stakeholders who influence or make buying decisions. Developing an understanding of competitive products and services.
14. Proactive account development and ability to penetrate accounts at all levels.
15. Creating specific and actionable sales plans that deliver quota results in support of territory strategy and growth plan.
16. Demonstrating a high level of technical sales competence in the product line to generate solutions for our customers while collaborating with support teams including Application Engineering, Aftermarket Sales, Product Management, Project Management, and Field Service.
17. Serving as the eyes and ears of the Organization by providing specific market intelligence including regulatory changes, market trends, product enhancements, and emerging opportunities that will drive growth and profitability.
18. Transferring competitor and market intelligence to the Director of Operations and the Director of Sales.
19. Maintaining a sense of urgency in closing existing opportunities while qualifying and developing new leads.
20. Working with marketing to promote the company’s technologies.
21. Preparing monthly, quarterly, and yearly forecasts for the region.
22. Understanding and adhering to all company health and safety procedures as they relate to essential job functions.
23. Maintaining forecasts and projects in the CRM database with the necessary information to provide the required monthly, quarterly, and yearly reports.
24. Bidding the projects with the sales channels and providing the bidding strategy before the bid and working with the Business Unit to prepare the bid proposals.
25. Representing the company and always conducting business in an ethical and professional manner.

Qualifications for this position include:

1. Bachelor’s degree and 5-10 years related experience or an equivalent combination of education and experience in municipal water and wastewater treatment markets, with an emphasis on disinfection and filtration technologies preferred.
2. Water treatment and filtration sales experience required.
3. Must be competitive, persistent, and fearless with a passion and drive to meet and exceed sales quotas.
4. Established relationships with companies that can generate new opportunities.
5. Outstanding customer service and understanding of relationship selling and solution selling.
6. Ability to quickly learn products, processes, and purchasing drivers to effectively find and close opportunities.
7. Demonstrate high level of accountability and ownership of the goals and performance for the Territory.
8. Must have the skills, attitude, and desire to work in a team to most effectively serve our customers.
9. Well-honed and articulate interpersonal, communication, and presentational skills.
10. Computer skills including proficiency with Microsoft applications and CRM programs, as well as other electronic selling media. SalesForce experience is a plus.
11. Successful individuals will be analytical, self-motivated, have a written plan, organized, and disciplined.
12. Able to travel overnight up to 50% of the time including ground and air transportation.
13. Strong negotiating skills with proven ability to close contracts.
14. Require strong time management skills and planning.

The salary for this position is $100 – 140K base, or commensurate with experience, plus bonus and full benefits.

Interested candidates should forward a resume (MS Word attachment preferred) plus a brief email describing your relevant experience and reasons for your interest to: Christl@jsmithassoc.com. Or call (519) 270-3780 for more information. All inquiries will be held in strict confidence.

Jeff Smith & Associates is a technical recruiting firm that specializes in the placement of exceptional candidates in the Water and Wastewater Treatment industries. To view other opportunities on which we are currently working, go to our website at: www.jsmithassoc.com.