Manager, Sales - Northeast

At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.

Each day we dedicate ourselves to treating each other, our customers and our community with care and respect.

Overview

The Regional Sales Manager is responsible for driving sales of Hot Tapping & Isolation (HT&I) and pigging solutions across the Northeast U.S. This role is accountable for regional revenue performance, forecast accuracy, and execution of strategic growth initiatives.

In addition, this role leads and manages the region's manufacturing representative partner while maintaining direct engagement with key customers and pipeline operators. Success in this position requires a visible market presence, strong relationship management, and a hands-on approach to accelerating growth, strengthening customer partnerships, and increasing adoption of TDW solutions and technologies across the region.

Key Responsibilities:

Regional Leadership & Partner Management:

• Lead and manage the manufacturing representative in the region to ensure alignment with TDW strategy, expectations, and performance standards.
• Conduct regular business reviews, pipeline reviews, and 1:1 meetings to drive accountability and results.
• Set clear expectations for behavior, performance, and brand representation in the market.
• Model TDW sales standards, including value based selling and customer engagement best practices.
• Address regional challenges, customer issues, and market dynamics with actionable solutions.
• Maintain strong alignment with TDW's local service center to support successful execution and a positive customer experience.
• Communicate regional performance, priorities, and strategies to key internal stakeholders.

Pipeline Management & Forecast Ownership:

• Own and manage the regional pipeline to ensure sufficient coverage and growth.
• Ensure all opportunities are accurate, current, and properly documented in CRM.
• Drive opportunity strategy, closing plans, and execution on key deals.
• Identify risks early and implement mitigation strategies to protect revenue.
• Continuously improve forecast accuracy and reliability.
• Ensure all market intelligence, customer activity, and competitor insights are captured in a timely manner to drive business decisions and strategies.

Sales Execution, Pricing & Contract Strategy:

• Lead all strategic customer engagements, negotiations, and closing activities for the region.
• Own pricing strategy and approval process for the region, balancing competitiveness and margin protection.
• Manage and negotiate customer contracts (MSAs, SOWs, pricing agreements) in compliance with TDW policies.
• Provide coaching to manufacturing representative on value based selling specific to TDW products and services.
• Support preparation of proposals, bids, and key customer presentations, as needed.
• Ensure compliance and adherence to TDW sales processes and enforce accountability.

Customer Engagement & Market Development:

• Develop and maintain strong relationships with key customers and pipeline operators in the region.
• Represent TDW in customer meetings, site visits, and industry events.
• Increase TDW visibility and presence across the region.
• Develop, execute, and manage targeted sales plays and strategies to ensure business goals are met.
• Promote adoption of TDW solutions through direct engagement and solution selling.

Business Planning & Performance Management:

• Develop and deliver accurate monthly, quarterly, and annual forecasts for the region.
• Conduct market analysis, including competitive insights and SWOT assessments.
• Review financial performance and track progress against regional targets and strategic initiatives.
• Provide regular updates and business reviews to Sales Director and Senior Leadership.

Cross-Functional Collaboration:

• Partner with Operations, Planning, Manufacturing, Product Management, and Commercial teams, as needed, to align and ensure successful execution.
• Ensure smooth handoffs from sales to operations to deliver seamless customer experience.
• Provide clear directions to internal teams to ensure customer expectations and timelines are met.
• Escalate and resolve customer issues efficiently with a strong focus on customer satisfaction.
• Support continuous improvement of sales processes and operational efficiency.
• Advocate for the voice of the customer across the organization.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field.
• 5+ years of direct sales or business development experience.
• 2+ years of sales leadership experience preferred, but not required.
• 3+ years of commercial experience in the pipeline and/or oil and gas industry within the assigned territory.
• Experience managing manufacturing representatives or indirect sales channels to achieve sales targets preferred, but not required.
• Experience selling complex, technical solutions to engineering and operations stakeholders preferred.
• Strong commercial acumen.
• Excellent communication, analytical, organizational, and management skills.
• Strong understanding of sales processes, quoting systems, and CRM tools, with Salesforce experience preferred.
• Customer-focused mindset with a passion for efficiency and excellence.
• Self starter with a competitive mindset, a strong desire to win, and the proven ability to drive growth.