Executive Sales Representative

What You'll do:

Business Development & Prospecting

• Develop and execute territory growth plans targeting municipal wastewater utilities.
• This is a pure hunting role, focused on driving growth through proactive prospecting and new business development.
• Build a robust sales pipeline through cold outreach, industry networking, conferences, referrals, and strategic account targeting.
• Identify utilities facing challenges related to nutrient removal, collection systems, regulatory compliance, PFAS, biosolids management, asset condition, workforce shortages, and aging infrastructure.

Opportunity Qualification

• Engage utility executives, plant managers, operations leaders, engineers, and public works directors to understand business needs.
• Qualify opportunities based on project scope, funding availability, capital improvement plans, regulatory drivers, and stakeholder alignment.
• Prioritize opportunities that align with strategic growth objectives and service capabilities.

Consultative Selling

• Deliver compelling presentations and solution demonstrations tailored to utility operational goals.
• Develop value-based business cases that quantify financial, operational, environmental, and customer service benefits.
• Collaborate with engineering, operations, and technical experts to design customer-specific solutions.

Negotiation & Closing

• Lead contract discussions with municipal decision-makers, consulting engineers, and procurement teams.
• Navigate public procurement processes, RFPs, cooperative purchasing vehicles, and service agreements.
• Secure new contracts while protecting margin and supporting long-term customer success.

Transition & Growth Enablement

• Ensure smooth handoff of awarded projects to operations, account management, and customer success teams.
• Support implementation teams during project startup to strengthen relationships and identify future opportunities.
• Establish a foundation for long-term account growth and customer retention.

CRM & Pipeline Management

• Maintain accurate opportunity tracking, forecasts, customer contact plans, and account activity within CRM systems.
• Provide clear visibility into pipeline health, revenue projections, win probabilities, and strategic account plans.

Critical Success Metrics

• New utility customers acquired
• Annual bookings and revenue attainment
• Qualified pipeline growth
• Opportunity-to-award conversion rate
• Strategic utility relationships established
• Multi-year contract wins
• CRM compliance and forecast accuracy

Required Competencies

Hunter Mentality

• Naturally driven to identify and pursue new opportunities.
• Persistent and resilient when navigating long municipal sales cycles.
• Demonstrated ability to create opportunities where no prior relationship exists.

Utility Industry Knowledge

• Understanding of municipal wastewater treatment, collection systems, regulatory requirements, and utility operations.
• Knowledge of funding mechanisms including rate-based investments, grants, SRF funding, and capital improvement programs.

Executive Communication

• Ability to engage utility leaders, public works directors, city managers, consulting engineers, and elected officials.
• Strong presentation and storytelling skills that connect operational challenges to measurable business outcomes.

Strategic Relationship Management

• Skilled at building trust across multiple levels of utility organizations.
• Ability to influence both operational and executive stakeholders.

Sales & Commercial Acumen

• Proven success in complex B2G (Business-to-Government) or infrastructure-related sales environments.
• Experience managing long sales cycles, competitive pursuits, and public procurement processes.

What You'll Have:

• Bachelor’s degree in Business, Economics, Finance, Engineering, or a related field, with a minimum of 6 years of relevant experience, or an equivalent combination of education and experience.
• Strong knowledge of municipal wastewater treatment processes, applications, and industry dynamics.
• Proven experience in business development, sales, or account acquisition within a related industry.
• Demonstrated success in a hunter-focused sales role, with a strong track record of proactively prospecting, developing new opportunities, and winning new business.
• Experience driving revenue growth through strategic customer acquisition and market expansion initiatives.
• Proficiency with CRM and business management platforms, including Salesforce and Microsoft Dynamics 365.
• Advanced knowledge of business development strategies, market analysis, and growth planning.
• Exceptional interpersonal, communication, presentation, and relationship-building skills.
• Ability to develop and execute territory growth plans while managing multiple opportunities and stakeholders.
• Ability and willingness to travel up to 50%

Preferred Qualifications:

• Innovative mindset with the ability to identify and implement creative business solutions.
• Proficiency in data analysis tools and software to support business development and market insights.
• Experience with planning, forecasting, budgeting, and resource allocation.
• Proven ability to manage strategic initiatives and improvement projects throughout the project lifecycle.
• Strong project management skills with a focus on execution, results, and strategic alignment.