Regional Sales Manager - Municipal Wastewater

Job Description

About Vogelsang USA, Ltd.

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Vogelsang USA, Ltd. is a leading manufacturer of high-performance rotary lobe pumps, in-line grinders, and mixing systems engineered for demanding applications in municipal wastewater treatment, biogas, food and animal-waste processing, and industrial liquid handling. Our technologies help customers improve process efficiency, reduce downtime, and support sustainable operations.

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The ideal candidate is competitive, persistent, mechanically curious, and comfortable creating business rather than waiting for incoming opportunities. This person follows up consistently, asks for the order, accepts accountability, and is energized by winning new accounts.

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We are looking for someone who can learn Vogelsang’s pump, grinder, and wastewater applications—not necessarily someone who already knows everything about pumps. Municipal relationships, prospecting discipline, technical aptitude, CRM discipline, and the ability to convert opportunities into profitable business are more important than previous employment with a pump manufacturer.

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Position Summary

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The Regional Sales Manager (RSM) – Municipal Wastewater is responsible for growing Vogelsang’s

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municipal market presence across the Western Territory. The RSM will manage, develop, and hold

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channel partners accountable while maintaining direct engagement with municipal end users and

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engineering firms. The position provides ownership and visibility throughout the sales process—from opportunity identification and specification development through proposal, follow-up, negotiation, and order closure.

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This is a proactive territory-development position for a driven, competitive professional who enjoys

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opening doors, building relationships, creating qualified pipeline, and winning business from established competitors. It is not solely an account-maintenance role.

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Direct pump-sales experience is beneficial but not required. Candidates with strong applications engineering, technical sales-support, or adjacent municipal-equipment experience who are prepared to transition into a customer-facing sales role will receive full consideration. Vogelsang will provide product, application, competitive, and sales-process training, supported by experienced application specialists and sales leadership.

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Key Responsibilities

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• Develop and execute a strategic sales plan to achieve annual bookings, revenue, and gross-margin objectives throughout the Western Territory.
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• Proactively prospect for new business with wastewater treatment plants, collection systems,
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public works departments, utilities, contractors, and other municipal facilities.

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• Conduct regular in-person visits with plant managers, operators, engineers, maintenance
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personnel, purchasing representatives, and other decision-makers.

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• Develop productive relationships with consulting engineering firms and work to obtain Vogelsang product specifications.
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• Manage, develop, and hold channel partners accountable for territory coverage, opportunity
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development, customer engagement, project follow-up, forecasting, and agreed sales objectives.

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• Recruit and develop new channel partners where adequate market coverage does not exist.
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• Conduct joint sales calls with distributors and manufacturers’ representatives and establish
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measurable follow-up actions.

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• Maintain direct engagement with municipal end users and engineering firms to create demand, influence specifications, verify project status, and retain visibility throughout the complete sales process.
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• Identify applications for Vogelsang pumps, grinders, macerators, and related process and solids handling equipment.
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• Maintain ownership and visibility of projects from early planning and specification through
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quotation, bidding, award, procurement, negotiation, and order closure.

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• Conduct technical consultations, plant visits, presentations, product demonstrations, and lunchand-learn programs.
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• Develop installed-base opportunities for replacement equipment, repairs, service, and spare parts.
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• Collaborate with internal engineering, applications, customer service, and product-management teams to define applications, select equipment, prepare proposals, and support customers.
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• Prepare and execute weekly, monthly, and quarterly territory-development and travel plans.
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• Maintain complete and current accounts, contacts, opportunities, forecasts, expected order dates, next actions, and activity records in the company’s CRM system.
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• Plan and maintain all business travel, customer visits, engineering meetings, and channel-partner activities in Microsoft Outlook Calendar.
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• Attend industry trade shows, conferences, and association meetings, including WEFTEC, CWEA, WEF Member Associations, and other relevant municipal water and wastewater events.
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Required Skills:

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• Residency & Travel: Must reside in California, preferably, or in one of the approved alternative metropolitan areas—Denver, Phoenix, Portland, or Seattle—with convenient access to a major airport. The normal schedule consists of approximately two weeks traveling outside the home area, followed by one week working from the home office and conducting local customer, engineering-firm, and channel-partner visits. The schedule may vary based on territory needs.
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• Education: Bachelor’s degree in Mechanical, Chemical, Environmental, Civil, Process, Water Resources, or another engineering discipline relevant to municipal water and wastewater applications.
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• Experience: Minimum of five (5) years of relevant experience in technical sales , business development, applications engineering, or technical sales support involving municipal wastewater process equipment, positive displacement pumps, grinders, dewatering equipment, or related solids-handling technologies.
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• Demonstrated ability to develop customer relationships, prospect for new business, secure meetings, create opportunities, or contribute materially to territory or account growth.
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• Strong mechanical aptitude and a working understanding of pumping systems, fluid dynamics, municipal wastewater processes, and equipment troubleshooting, with the ability to expand this knowledge through training.
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• Excellent communication, presentation, relationship-building, and negotiation skills.
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• Ability to work independently from a home office while remaining accountable to defined activity and performance expectations.
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• Valid driver’s license and ability to travel by automobile and commercial airline, including the ability to safely operate a company vehicle while towing a demonstration trailer, subject to applicable licensing, training, and company safety requirements.
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• Ability and willingness to access municipal wastewater facilities and comply with customer and company safety requirements.
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Required Sales - Management Practices

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• Proficient and disciplined use of Microsoft Outlook Calendar is mandatory. Travel plans, customer visits, engineering meetings, channel-partner activities, and other scheduled sales activities must be entered accurately and maintained in advance.
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• Consistent use of the company’s CRM system, preferably Salesforce, is mandatory. The RSM must promptly document sales calls, channel-partner activities, engineering meetings, project
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developments, quotation status, expected order dates, next steps, and follow-up actions

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• Complete, accurate, and current calendar and CRM records are core performance expectations for this position.
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Preferred Experience and Background

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Experience in one or more of the following areas is preferred but not required:

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• Municipal water or wastewater equipment
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• Positive displacement pumps or other rotating equipment
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• Valves, actuators, gates, or flow-control equipment
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• Instrumentation, controls, telemetry, or SCADA
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• Screening, grinding, solids handling, or dewatering
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• Treatment chemicals or chemical-feed systems
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• Pipe, fittings, or municipal infrastructure products
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• Electrical equipment, systems integration, or environmental services
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• Applications engineering, application support, or technical inside sales
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• Municipal equipment dealers, manufacturers’ representatives, or service partners
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First-Year Expectations

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During the first year, the Regional Sales Manager will be expected to:

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• Complete Vogelsang’s product, application, competitive, and sales-process training.
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• Develop a written territory plan identifying priority municipalities, engineering firms, contractors, installed-base opportunities, and channel partners.
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• Establish consistent prospecting, customer-visit, and follow-up activity.
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• Build a qualified pipeline capable of supporting the assigned annual sales target.
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• Create new relationships with municipal end users and consulting engineers.
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• Generate equipment trials, demonstrations, specifications, and competitive-conversion
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opportunities.

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• Establish measurable channel-partner activity, coverage, and accountability.
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• Progressively assume independent responsibility for routine sales opportunities while using
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management and technical support for major or complex applications.

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Performance Measures

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• Performance will be evaluated using a combination of results and leading indicators, including:
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• Profitable bookings, revenue, and gross-margin performance
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• Qualified pipeline created and advanced
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• New municipal accounts and opportunities developed
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• Consulting-engineer relationships and specifications
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• Competitive conversions and new-equipment demonstrations
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• Channel-partner activity, coverage, and performance
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• Meaningful customer, engineer, contractor, and channel-partner meetings
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• Forecast accuracy and project follow-up discipline
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• Salesforce completeness and Outlook Calendar planning discipline
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What Vogelsang Provides

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• Direct coaching from experienced municipal sales leadership
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• Dedicated application and technical support
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• Formal product, application, market, and competitive training
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• Established Vogelsang brand and product portfolio
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• Existing channel partners and municipal relationships
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• Salesforce, market data, and territory-development tools
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Vogelsang USA, Ltd. is an equal opportunity employer. Employment decisions are based on

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qualifications, demonstrated performance, and the ability to perform the responsibilities of the position