Senior Sales Manager

Industrial Sales ManagerRevenue Growth and Account ManagementAchieve sales, new-account acquisition, revenue, and gross-margin targets.Develop and execute annual sales plans by market, territory, customer, product family, and sales channel.Grow assigned and newly acquired OEM, distributor, and end-user accounts.Identify, qualify, and close new opportunities in industrial process fluid filtration.Develop relationships with engineering, maintenance, purchasing, quality, operations, and executive stakeholders.Lead commercial negotiations involving pricing, supply agreements, payment terms, stocking programs, and blanket orders.Protect profit margins through pricing discipline, freight recovery, material cost adjustments, and recovery of custom-engineering costs.Develop business cases for strategic opportunities, including usage estimates, conversion potential, qualification timelines, competitive positioning, and margin contribution.Technical Solution SellingDevelop in-depth knowledge of filter housings, cartridges, accessories, and custom-engineered filtration products.Understand customer process fluids, operating conditions, particle-retention requirements, chemical compatibility, cleaning procedures, regulatory requirements, and maintenance constraints.Recommend appropriate filtration solutions in collaboration with engineering and manufacturing teams.Support customer site visits, process reviews, demonstrations, start-ups, troubleshooting, product trials, and conversion projects.Explain technical trade-offs involving micron ratings, filtration efficiency, differential pressure, dirt-holding capacity, flow capacity, material compatibility, service life, and total installed cost.Review RFQs, drawings, specifications, and customer requirements to ensure accurate quotations covering materials, design, testing, documentation, lead times, and commercial terms.Escalate technical, safety, compliance, and warranty concerns to the appropriate teams.Sales Leadership and Process ManagementContribute to territory planning, account assignments, sales quotas, activity expectations, and measurable performance goals.Conduct pipeline reviews, opportunity strategy sessions, sales forecasts, and performance discussions.Maintain accurate CRM records and ensure opportunities progress through the sales pipeline.Analyze sales performance, win/loss trends, pricing pressure, competitor activity, market trends, and capacity constraints.Recommend corrective actions to improve sales effectiveness and profitability.Establish consistent quotation, approval, pricing, order handoff, and follow-up processes.Cross-Functional CoordinationCollaborate with Engineering on application evaluations, custom designs, drawings, material selection, product improvements, and customer-specific requirements.Work with Operations, Purchasing, and Planning to confirm realistic lead times, production capacity, supplier availability, and material requirements.Coordinate with Quality on corrective actions, nonconformances, customer complaints, certificates of conformance (CoCs), traceability, qualifications, and regulatory documentation.Partner with Finance and Customer Service on customer credit, payment terms, overdue receivables, account setup, invoice disputes, freight, and margin reporting.Work with Marketing on product literature, presentations, case studies, trade shows, lead generation, website content, and market positioning.Ensure awarded orders are transferred to Customer Service, Engineering, and Operations with documented scope, risks, customer commitments, and delivery expectations.Market DevelopmentDevelop sales strategies for applicable industrial markets, including chemicals, food and beverage, pharmaceuticals, biotechnology, water and wastewater, oil and gas, power generation, pulp and paper, metals, coatings, electronics, general manufacturing, and OEM equipment.Develop and manage distributor and manufacturer-representative relationships.Provide channel training, coordinate joint sales calls, establish account targets, monitor pricing compliance, and review partner performance.Attend trade shows, industry meetings, customer events, and technical conferences.Monitor competitors, product developments, pricing, supply-chain conditions, regulatory changes, and customer buying patterns.Recommend new products, stock items, services, and inventory programs based on market demand and margin potential.Performance ManagementMonitor sales bookings, recognized revenue, backlog, and gross margin against targets.Track new-customer acquisition, new-product sales, key-account growth, and customer retention.Evaluate quote volume, turnaround time, conversion rates, and win rates.Maintain pipeline quality, forecast accuracy, and CRM discipline.Monitor average selling price, margin retention, pricing discipline, and freight recovery.Evaluate distributor and representative productivity.Support customer satisfaction, complaint resolution, repeat business, and timely order handoffs.Contribute to team recruitment, coaching, performance, and retention.Support timely escalation of customer credit and payment concerns.Qualifications and CertificationsBachelor's degree in Engineering, Business, Industrial Technology, Chemistry, or a related technical or commercial field. Equivalent experience with demonstrated technical-sales success may be considered.At least 7 years of progressive B2B industrial sales experience.At least 3 years in a sales-management, senior account-management, or team-leadership role.Extensive experience selling and marketing industrial cartridge filters and related filter housings.Demonstrated success meeting or exceeding revenue and gross-margin targets in a consultative sales environment.Experience managing distributors, manufacturer representatives, OEM accounts, and/or national accounts.Ability to interpret customer specifications, basic process diagrams, product drawings, bills of material, and technical data.Strong commercial judgment involving pricing, margin analysis, payment terms, credit exposure, contracts, and account profitability.Proficiency with CRM systems, Microsoft Excel, Outlook, PowerPoint, and ERP or quotation systems.Valid driver's license and ability to travel as required.Strong consultative selling, application-discovery, negotiation, presentation, and communication skills.Ability to build credibility with plant personnel, engineers, maintenance teams, purchasing departments, and executive leadership.Strong forecasting, pipeline management, organizational, and problem-solving skills.High integrity, sound judgment, customer focus, and commercial discipline.Preferred QualificationsEngineering degree or practical application experience in filtration, process equipment, fluid systems, materials, or manufacturing.Successful sales experience with pleated membrane cartridge filters used in pharmaceutical, biotechnology, and/or microelectronics manufacturing.Established relationships with important end users in pharmaceutical, biotechnology, or microelectronics markets.Working knowledge of stainless steel, polymers, elastomers, chemical compatibility, pressure ratings, sanitary connections, and filtration test methods.Familiarity with applicable quality and regulatory requirements, such as ISO 9001, FDA food-contact requirements, NSF, ASME-related equipment requirements, CE/PED, 3-A, GMP, traceability, and certificates of conformance.Experience selling into OEM, EPC, MRO, distribution, food and beverage, chemical, life-sciences, energy, water-treatment, or industrial-manufacturing markets.Experience using Excel for pricing models, sales analysis, forecasting, account profitability, and market segmentation.Experience coaching sales teams and developing distributor or representative channels.BenefitsPerformance-based incentive plan in addition to base salary.Incentives tied to sales growth, gross margin, strategic objectives, and/or team performance.Other benefits and employment terms are determined separately.