Industrial Regional Sales Manager - West

Position: Regional Sales Manager

Focus Area(s):

• Municipal Drinking Water & Wastewater Applications and/or
• Industrial Applications and/or
• Full-Service Odor Control (Chemical, Equipment & Service)

Reports: Chief Sales Officer

Location: Remote

Job Overview:

The Regional Sales Manager is responsible for developing and implementing effective sales strategies to maintain existing customers and to gain new customers all while ensuring alignment with Pencco’s capabilities. This role will also analyze market intelligence, forecast sales, and address performance declines, while also preparing contract proposals and responding to RFPs, RFQs, and RFIs. Participation in trade shows and monitoring sales metrics will be essential for driving customer satisfaction and achieving sales targets.

Duties/Responsibilities:

• Gather and analyze market intelligence to refine sales tactics and identify new opportunities.
• Develop and implement effective sales strategies based on specialization area.
• Continuously forecast sales based on load counts and monitor sales performance metrics to inform strategic decision makers and adjust strategies as necessary.
• Gather and qualify leads to expand the customer base. Record information and activities in CRM tool and as required by other standard operating procedures.
• Meet with targeted customers prior to bids being releases/published to ensure specifications can be met by Pencco and influence bid specifications, when possible, in collaboration with the Sales and Applications Development Manager.
• Manage customer relationships on a scheduled basis for pricing discussions and bid updates.
• If applicable for specialization, ensure customers receive their automatic weekly/monthly reports detailing performance, service, and safety criteria.
• Assist in the writing of contract proposals and preparing responses for RFP, RFQ, and RFI packages.
• Collaborate with the Sales and Applications Development Manager to collect necessary data, develop and close program proposals, and execution of programs to ensure customer needs are met.
• Meet new customers upon contract award to complete required documentation for the offloading of chemicals.
• Assist in establishing accounts upon award and manage the transition to service delivery.
• If applicable for specialization, evaluate AWT effectiveness on a monthly basis and partner with the Sales and Applications Development Manager to implement effective solutions as needed.
• Help develop case studies with customers to showcase product effectiveness.
• Utilizing CRM tool and other standard operating procedures, prepare regular reports on sales activities and customer feedback for management review.
• Attend and participate in trade shows to promote Pencco’s products and services, ensuring alignment with marketing efforts.
• Assist with additional tasks and projects assigned.

Required Skills/Abilities:

• Strong negotiation skills
• Ability to adapt strategies based on market changes and current sales performance trend.
• Strong verbal and written communication skills.
• Excellent interpersonal skills for managing and building relationships with customers.
• Proficient in gathering and analyzing market intelligence.
• Excellent organizational skills and attention to detail.
• Proficient in Microsoft Office Suite or related software.

Education and Experience:

• Bachelor’s degree in engineering or other technical degree preferred or at least 8 years of equivalent experience.
• Must have water, wastewater or industrial treatment experience per specialization.
• Proficient in use of Salesforce or other CRM software desired.
• Established contacts in specialization field preferred.