Regional Sales Manager - Environmental

The Environmental Regional Manager (ERM) is responsible for driving sales growth within the municipal and environmental markets by promoting and selling GEA's equipment and solutions. This role involves developing and maintaining client relationships, identifying new business opportunities, and achieving revenue and margin targets. The ERM will coordinate with internal teams to ensure customer satisfaction and successful project execution.

Essential Duties/Responsibilities:

• Coordinate and drive territory equipment sales activities in the Municipal Water & Wastewater Market.
• Support the implementation of local equipment and service sales strategies.
• Identify and resolve complex issues associated with equipment start-ups.
• Achieve sales growth and meet order and margin intake targets.
• Conduct field trials and product demonstrations at customer sites.
• Position product offerings to maximize success against local competitive landscape.
• Facilitate key account management and ensure customers are informed of all company products and services available.
• Develop accurate quotations and understand customer requirements.
• Assist in defining pricing and analyzing margin contributions.
• Collaborate with internal teams to support product development projects within the territory.
• Ensure a 'One face to the Client' culture is maintained across interactions.
• Monitor market trends and adjust strategies as needed.

Required Skills/Abilities:

• Minimum 10-15 years of relevant experience in the Municipal Water and Wastewater Market, including separation applications and/or capital equipment sales.
• Strong knowledge of the customer base and product competitive landscape.
• Experience steering a sales organization within a product/sales matrix.
• Proficiency in sales process management, organizational methods, and CRM tools.
• Deep understanding of business on a local scale with developed focus on customer needs and fulfilment of customer expectations
• Excellent communication and negotiation skills, with proven ability to close deals and build relationships.
• Ability to travel frequently (50-70%) throughout the territory to build customer relationships.
• University Degree in Engineering/Business Administration or equivalent industry experience.
• Strong customer orientation with the ability to engage at multiple levels.
• Open-minded, solution-oriented, and able to work effectively as part of a team.
• Must be able to communicate effectively in English, both written and verbal
• Must have a demonstrated ability to provide timely feedback to both internal and external customers
• Must be self-motivated
• Must possess good interpersonal skills and work well in a team setting as well as independently

Key Accountabilities:

Impact on Business                                    

Predominantly works operationally - achieves set targets.         

• Revenue Growth & Sales Targets: Achieve or exceed annual sales revenue goals by driving the sales of centrifuges within the municipal wastewater sector.
• Product Knowledge & Technical Expertise: Provide expert-level product knowledge and technical support to channel partners and end-users, ensuring they understand and effectively sell the company’s solutions.

2)   Innovation and Change                       

Predominantly proposes minor changes in existing processes or products.

• Adapt to Market Trends: Stay abreast of industry developments, emerging technologies, and regulatory changes within the municipal wastewater market to proactively adjust sales strategies and business development approaches.
• Drive Continuous Improvement: Identify opportunities for process improvements with the sales cycle, partner management, and customer engagement, contributing to operational efficiency and better customer outcomes.

Main Communication Partners                

Predominantly communicates with external partners.

• Channel Partners (manufacturers representatives): Establish and maintain strong, collaborative relationships to ensure mutual success in selling separation equipment solutions to the municipal wastewater market.
• Customers (Municipal Utilities, Engineering Firms, Contractors): Regularly communicate with key customers to understand their needs, provide product solutions, and ensure satisfaction throughout the sales process and beyond.

Decision-Making Powers                           

Predominantly influences decision-making.

• Sales Strategy and Planning: Develop and execute regional sales strategies, determining key market segments, growth opportunities, and targeted sales approaches to meet or exceed sales booking goals.
• Channel Partner Selection and Management: Make decisions regarding the identification, onboarding, and management of channel partners within the region to ensure alignment with company goals and sales objectives.

Education and Experience:

• Four-year college degree in Engineering, Business Administration, or equivalent industry experience.
• Must have a minimum of 8-10 years of relevant experience and knowledge of the Municipal Water and Wastewater Market, including separation applications and/or capital equipment sales.