Manage representative and distribution firms across the Midwest to achieve new unit and service revenue, pricing, and forecast goals. Develop partner strategies, run monthly performance meetings, drive pipeline development, attend field appointments, resolve major customer issues, represent the company at trade shows, and report market feedback to senior management.
Sulzer is a leading engineering company with a proud heritage of innovation. Join our global team to grow your expertise and develop innovative solutions that enable a prosperous and more sustainable society.
About the role Job SummaryResponsible for achieving revenue (new unit & service) and pricing quality objectives for a given territory on a quarterly basis through strategic and tactical management of the representative/distribution firms within the given geography, through active management of existing partners and upgrading to new partners, when appropriate. The strategy must address the motivation factors, investment (staffing & activity level versus other lines) and competency (training and willingness) of the representative firms. The tactical aspect of the position includes directing and attending field appointments at wastewater plants and engineering firms, hosting regional training/sales meetings and understanding requirements to win opportunities. This person must be respected as a peer-level by representative firms’ principles and seen as adding value when in the field.
Principle Duties and Responsibilities:
- Positively impact representative behavior and hold themselves and the representative firm accountable to the agreed upon forecast.
- Develop internal and external relationships to create an atmosphere of comradery, influence and accountability.
- Hold strategic monthly meetings with the principles of the representative firms to discuss MTD and YTD performance, as well as expected performance for the coming months. Document meetings and develop action plans, where appropriate. Follow-up on action items and counsel firms, where appropriate.
- Develop budgets and strategic plans with the representative firms to achieve objectives
- Develop a pipeline of prospects large enough to support revenue expectations. Directs representative firms’ activity and supports accordingly through internal resources.
- Assess market trends that affect JWC’s current products or future opportunities in order to drive innovation
- Thoroughly understands all of JWC’s products and is seen as an expert
- Provides timely feedback to senior management regarding market performance, representative firm performance and potential opportunities or threats during the weekly sales meetings and updates the CRM accordingly
- Coordinate complete resolution of customer service issues that rise to the level of this position because of size, pervasiveness or egregiousness
- Represent the Company at selected regional and national trade shows and conferences by driving leads
- Maintain a professional image as a representative of the Company
- Performs other duties and special projects as assigned.
Experience, Education & Skills:
- Bachelor’s Degree
- History of consistently achieving revenue targets through representative and distribution firms
- 5+ years of experience in municipal wastewater equipment sales
- Ability to speak intelligently about JWC products, services and company
- Must be able to travel 50%-75% of the time
- Ability to hold monthly performance meetings and hold under-performers accountable
- Strong interpersonal personal skills
- High degree of likeability to drive rep firm openness and partnering
- Expert organizational and time management skills
- Ability to use technology and analysis tools (CRM, Excel, Word, PowerPoint, Outlook, etc.),
- Self-driven and entrepreneurial with a high sense of urgency and responsiveness
- Ability to be able to work out of a home satellite office effectively
What We Offer You
- 15 days of paid time off and 12 company-paid holidays
- 401k plan with a 6% match
- Comprehensive health plan including medical, dental, vision, Life, short-term & long-term disability
- Health savings account matching
- Motivating wellness program
- Employee Assistance Program
- Paid paternal leave
- Gym reimbursement
Sulzer is an equal opportunity employer. We believe in the strength of a diverse workforce and are committed to offering an inclusive work environment.
We are proud to be recognized as a Top Employer 2026 in Brazil, Canada, China, Finland, Germany, Ireland, Mexico, Switzerland, South Africa, the UK and the USA.
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