Sales & Business Development Expert

Company Description

ATEC Water Systems specializes in providing scalable, reliable and cost-effective water treatment solutions for water utilities. With over 450 installations across the USA and Canada, ATEC primarily serves communities, municipalities and investor-owned water utilities, effectively addressing challenging water treatment needs. Our systems are designed to remove contaminants such as iron, manganese, arsenic, chromium, PFAS and many others while being low-maintenance and highly practical. ATEC is committed to delivering reliable and affordable water treatment technologies for a wide range of applications.

Role Description

This is a full-time, remote role that can be located in the USA or Canada, for a Sales & Business Development Expert. We are seeking a skilled and high-performing water industry sales professional with a proven and demonstrable track record of delivering results and driving sales growth for water treatment solutions focused primarily on the North American water utility (municipal and investor-owned water utilities) market.

The preferred candidate will have experience selling water treatment technical solutions directly and through third-party manufacturer’s representatives into municipal markets. The Sales and Business Development Expert will be responsible for executing sales growth plans and increasing the deal funnel in support of profitable growth goals. This position is remote and reports to the Chief Commercial Officer. ATEC is a flat organization in growth mode, offering significant opportunities for personal and professional growth for the right candidate.

Essential duties and responsibilities of this position include:

• Drive strong sales growth via market penetration and expansion strategies
• Build and maintain a healthy funnel of opportunities through daily sales and business development tactics
• Develop an understanding of competitive products and effectively apply the ATEC value proposition to win against the competition
• Develop and qualify new sales leads and new channel partners
• Maintain a sense of urgency in closing deals while qualifying and developing new leads for consistent orders results
• Manage the region by researching, interviewing, selecting, onboarding, training, coaching, and leading channel partners
• Close existing projects and support existing channel partners in the territory
• Establish relationships with all levels of prospective customers and stakeholders who influence or make buying decisions
• Proactively develop and build relationships at all levels of target accounts
• Create specific and actionable sales plans that meet or exceed sales goals in support of the growth plan
• Demonstrate a high level of technical sales competence by translating ATEC treatment system components and capabilities into complete solutions for customers by collaborating with support teams including Applications Engineering, Manufacturing, Aftermarket Sales, and Field Service
• Manage and monitor Sales Intelligence systems for potential project leads, qualify leads and pursue qualified opportunities
• Review and negotiate the terms of sale with support from company leadership
• Serve as the eyes and ears of the company by providing specific market intelligence including regulatory changes, market trends, product enhancements, and emerging opportunities that will drive growth, profitability and outmatch the competition
• Gather and transfer competitor and market intelligence to company leadership
• Maintain deals, contacts and companies in the CRM system
• Generate quarterly forecasts for both orders and revenues using the CRM system

Required Qualifications for this position include:

• Must be competitive, persistent, and confident with the passion and drive necessary to meet and exceed sales goals
• 3+ years professional sales experience selling products and/or services into the water utility industry
• Sound business acumen with capabilities to get up to speed and contribute
• Outstanding customer service capabilities
• Relationship, solution and consultative selling skills
• Ability to quickly learn products, processes, and purchasing drivers to effectively find and close opportunities
• Demonstrate a high level of accountability and ownership of the goals and performance for the region
• Ability to lead, coach, manage and motivate third-party channels to meet sales goals
• Must have the skills, attitude, and desire to work in a team through our primary channel to market of independent manufacturers’ representatives
• Well-honed and articulate interpersonal, communication and presentation skills
• Computer skills including proficiency with Microsoft applications and CRM programs
• Understand and effectively utilize artificial intelligence platforms to optimize sales activities
• Travel 30% or more as needed for business development and closing sales
• Capability to effectively present at regional and local AWWA, WEF and other water industry conferences

Preferred Qualifications for this position include:

• Water treatment and specifically pressure filtration and/or adsorption sales experience
• Wastewater treatment and specifically activated sludge process optimization and/or intensification sales experience
• Knowledge and connections in the water utility (municipal) market, with industrial markets an added advantage
• Strong existing network with investor-owned water utilities, drinking water consulting engineers and/or water/wastewater manufacturers reps, especially in the Midwest and Eastern USA and Canada
• Location in midwestern or eastern USA or Canada near a major airport
• Bachelor’s degree in civil or chemical engineering with coursework in water treatment
• Graduate degree in business administration, engineering management or water treatment
• Water operations certification
• Functional skillsets and experience in product management, key account, marketing, and/or strategy

Pay and Benefits:

• The salary for this position is $110,000 or more plus bonus for early career candidates, with increasing amounts available for mid- or late-career candidates with a proven and transferable track record
• Candidates of all experience levels should apply
• The ATEC employee benefit program includes the following:
• Health insurance (medical, dental and vision)
• 401(k) plan
• Paid holidays
• Paid vacation
• Bereavement and/or parental and/or sick leave as required by State law 

Steve Green | Chief Commercial Officer

ATEC Water Systems, a Cadiz Company

Proven Systems for Compliant, Reliable Groundwater Treatment

atecwater.com

LinkedIn Profile: https://www.linkedin.com/in/stevegreenmba/

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