Job Abstract

Inframark is a market leader in developing and delivering comprehensive infrastructure management solutions with a strong focus on water and wastewater facilities throughout the United States. The Automation and Intelligence Division is the dynamic and innovative systems integration/industrial automation arm of the company that specializes in developing cutting-edge solutions with instrumentation and controls, industrial cybersecurity and data analysis through artificial intelligence. With a strong focus on technology, quality, and customer satisfaction, we are dedicated to revolutionizing the industry and providing exceptional products and services. As we continue to expand our operations and grow our business, we are seeking a highly skilled and experienced Regional Sales Manager to join our leadership team.

Job Summary:

In this role, leading the Regional Account Executive, you will be responsible for developing and executing channel sales strategies to drive systems integration project work, managing and expanding our partner network, and driving sales growth through our channel partners. In addition, you will report to the Vice President of Sales and will work with the Regional Vice President, the project management team and project delivery team to build strong direct relationships with utility owners, engineering firms and general contractors, directly. The parallel paths of direct customer relationships and channel sales have been a successful combination for Inframark. Ultimately, these actions will lead to the achievement of the revenue quota (2024: $14M) at target gross margins.

Location: North Carolina or Virginia

Key Responsibilities:

• Develop and implement a comprehensive sales strategy to achieve revenue targets and market share growth, including channel, direct and demand services described above
• Build and manage strong relationships with key water/wastewater manufacturers representative firms, fostering a collaborative and mutually beneficial partnership.
• Identify, recruit, and onboard new channel partners, assessing their capabilities, market reach, and potential for driving sales growth.
• Negotiate and sign agreements with new channel partners
• Build direct relationships with current customers to ensure we are top of mind when new projects arise
• Leverage technology and available databases to identify new projects in the early stages, so we can influence specifications to our advantage
• Provide ongoing support and enablement to direct staff and partners, including training, sales collateral, and marketing materials.
• Develop and manage sales programs, incentives, and promotions to drive engagement and revenue generation with all sales channels.
• Collaborate with the marketing team to develop effective marketing campaigns and co-marketing initiatives.
• Monitor and analyze market trends, competitor activities, and customer needs to identify new business opportunities and stay ahead of market dynamics.
• Track and report on key sales metrics, including partner performance, revenue growth, margins and market share.
• Collaborate with internal teams to ensure seamless coordination and alignment of sales activities with overall sales and business objectives.
• Provide strategic guidance and mentorship to the Account Executive, fostering a high-performance culture and professional development.
• With the Account Executive, develop and update a weekly sales pipeline within Oracle NetSuite to track all opportunities, including revenue, geography, probability of close and expected close date.

Qualifications/Experience:

• Bachelor's degree in Engineering, business administration, marketing, or a related field. MBA is a plus.
• A minimum of 5 years of proven experience selling within the water/wastewater industry. Relationships with engineers, owners and general contractors within the territory, a plus.
• Strong track record of achieving and exceeding sales targets and driving revenue growth
• Deep understanding of channel sales strategies, partner ecosystems, and distribution channels.
• Excellent leadership and people management skills, with the ability to inspire and motivate a high-performing team.
• Exceptional communication and interpersonal skills, with the ability to build strong relationships and negotiate effectively.
• Strategic mindset with a customer-centric approach and strong business acumen.
• Analytical and data-driven, with the ability to leverage market insights to make informed decisions and drive results.
• Proven ability to work cross-functionally and collaborate with teams across the organization.
• Expertise with CRM systems and sales enablement tools.

Preferred Technical Knowledge

• System-level experience in Process Instrumentation
• Basic Programmable Logic Controller knowledge
• Basic Human Machine Interface and SCADA knowledge
• Basic knowledge of Control Panel Design and Standards
• Basic Industrial Communications and Networking knowledge

Join our dynamic team and contribute to shaping the future of our Automation & Intelligence Division. If you are a strategic thinker with a passion for sales excellence and have a proven track record of success in the industry, we would love to hear from you. Apply now as the Regional Sales Manager and help us drive our company's growth and success.

Physical Demands

Requires overnight travel approximately 50% of the time.

Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.