Job Title: District Sales Manager - EnvironmentalLocation: USA Remote (Candidates can reside in Minnesota, Arizona, Colorado, Texas and California)Location Type: RemoteWebsite: https://www.wmfts.com/en/Group: https://www.spiraxgroup.com/ When you join Watson-Marlow Fluid Technology Solutions, a part of the Spirax Group, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more. Company Overview At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications. Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones! Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included. Why Join Us
- Work on high-impact, technically complex solutions across global industries
- Be part of a collaborative, people-first culture with strong internal mobility
- Access career growth and development opportunities, including leadership pathways
- Contribute to a company committed to inclusion, innovation, and sustainability
This role will focus on:We are seeking a highly motivated and commercially driven District Sales Manager (DSM) to grow sales across a defined geographic territory within our Environmental market. This role is responsible for driving profitable revenue growth through a network of channel partners serving municipal water and wastewater customers. The District Sales Manager will be the primary Watson-Marlow commercial resource supporting channel partners within the territory. The DSM will work closely with manufacturer representatives and distribution partners to develop their capabilities, identify and advance opportunities, create demand, and increase Watson-Marlow's share of the municipal water and wastewater market. The DSM will also engage with municipalities, consulting engineers, system integrators, contractors, and other market influencers in support of channel partners to develop projects, influence specifications, and create opportunities for Watson-Marlow solutions. The successful candidate will possess strong consultative selling skills, excellent relationship-building capabilities, sound business judgment, and the ability to influence results through channel partners rather than relying solely on direct selling activities. Reporting directly to the National Sales Manager – Environmental, this position is responsible for executing territory growth plans focused primarily on municipal water and wastewater treatment applications. The District Sales Manager will collaborate closely with channel partners, consulting engineers, Application Engineers, Product Specialists, Marketing, and internal commercial teams to identify opportunities, influence specifications, strengthen channel effectiveness, and drive customer success.
What You'll Be Doing Territory Growth and Business Development
- Develop and execute a territory business plan aligned with Environmental growth objectives.
- Identify municipal water and wastewater market trends, customer needs, competitive threats, funding activity, and emerging applications within the territory.
- Develop a strong pipeline of opportunities in partnership with the territory's channel network.
- Identify geographic, application, and account-level opportunities where Watson-Marlow is underrepresented.
- Increase market penetration and market share across the assigned territory.
- Develop project opportunities with municipalities, consulting engineers, integrators, contractors, and other market stakeholders while maintaining alignment with channel partners.
Channel Partner Development
- Build strong, productive relationships with manufacturer representatives, distributors, and other authorized channel partners.
- Serve as the primary Watson-Marlow commercial contact for Environmental channel partners within the territory.
- Conduct joint sales calls, opportunity reviews, territory planning sessions, and business development activities with channel partners.
- Help channel partners develop account and territory plans focused on municipal water and wastewater opportunities.
- Train and support channel partners on Watson-Marlow products, applications, value propositions, competitive differentiation, and sales methodologies.
- Identify capability or coverage gaps within the channel and work with sales leadership to address them.
- Establish appropriate expectations and accountability for pipeline development, opportunity progression, customer coverage, and growth.
- Ensure channel partners effectively represent the Watson-Marlow brand and execute agreed growth initiatives.
Municipal Customer and Market Development
- Develop relationships with key municipal water and wastewater stakeholders in collaboration with channel partners.
- Understand treatment processes, applications, operational challenges, and customer objectives to help position Watson-Marlow solutions effectively.
- Participate in municipal site visits, plant tours, discovery meetings, demonstrations, and opportunity reviews alongside channel partners.
- Build relationships with consulting engineers and other specification influencers to increase awareness and specification of Watson-Marlow solutions.
- Support channel partners in establishing and strengthening relationships with plant operations, maintenance, engineering, and procurement personnel.
- Identify competitive installations and opportunities to convert applications to Watson-Marlow solutions.
Opportunity Management
- Work with channel partners to identify, qualify, develop, and close opportunities.
- Utilize CRM tools and Watson-Marlow's sales processes to maintain visibility of opportunities throughout the territory.
- Maintain accurate forecasts, opportunity updates, account information, and territory plans.
- Lead regular pipeline and opportunity reviews with channel partners.
- Develop opportunity strategies for significant municipal projects and competitive conversions.
- Identify barriers to success and coordinate the appropriate internal and channel resources needed to advance opportunities.
Technical and Commercial Support
- Collaborate with Application Engineers and Product Specialists to develop appropriate customer solutions.
- Support channel partners with product selection, application development, demonstrations, technical evaluations, trials, and customer presentations.
- Help partners effectively communicate Watson-Marlow's value proposition and differentiate our solutions from competitive alternatives.
- Provide market intelligence regarding municipal customer needs, competitor activity, pricing dynamics, specifications, and emerging applications.
- Coordinate internal resources when additional technical or commercial expertise is required to win an opportunity. Market Development
- Participate in water and wastewater trade shows, conferences, industry associations, customer events, and channel partner meetings.
- Promote Watson-Marlow's products, services, applications, and capabilities within the municipal water and wastewater market.
- Identify new applications and market opportunities that align with Environmental growth objectives. Work with Marketing and channel partners to develop territory-specific campaigns and business development activities.
- Expand awareness of Watson-Marlow solutions among municipalities, consulting engineers, integrators, and other market influencers.
Process Excellence
- Utilize CRM systems, forecasting tools, and sales processes consistently and effectively.
- Maintain accurate channel partner, account, opportunity, and customer information.
- Champion best practices in opportunity management, territory planning, pipeline development, and channel management.
- Use sales and market data to identify gaps, prioritize activities, and focus resources on the highest-value growth opportunities. Collaboration
- Work closely with the National Sales Manager – Environmental, Application Engineering, Product Management, Marketing,
- Customer Experience, and other commercial teams.
- Coordinate internal resources to support channel partners and strategic municipal opportunities.
- Support product launches, marketing initiatives, training programs, and market development activities.
- Share market intelligence, competitive insights, channel feedback, and successful practices across the broader sales organization.
Health, Safety, and Governance
- Promote a safe working environment while visiting municipal facilities, channel partners, job sites, and industry events.
- Comply with all Spirax Group and Watson-Marlow policies, procedures, and ethical standards.
- Conduct business with integrity and professionalism at all times.
What you'll do
- Demonstrated success in business-to-business sales, account management, or business development within a technical or solutions-based sales environment.
- Proven ability to generate new opportunities, develop a sales territory, and deliver sustainable revenue growth.
- Experience working with manufacturer representatives, distributors, channel partners, or other indirect sales models.
- Demonstrated ability to develop, support, and influence channel partners to achieve sales objectives.
- Strong consultative selling and relationship-building skills, with the ability to understand customer needs and translate them into effective solutions.
- Ability to influence multiple stakeholders, including channel partners, customers, engineers, consultants, and internal teams.
- Strong organizational, territory-planning, and time-management capabilities.
- Excellent communication, presentation, and interpersonal skills.
- Ability to manage a sales pipeline, forecast accurately, and execute a structured sales process.
- Experience utilizing CRM systems and sales management tools.
- Strong customer focus and commitment to delivering exceptional customer and channel partner experiences.
- Ability and willingness to travel regularly throughout the assigned territory.
- Fluent English language skills, both written and verbal.
Preferred
- Experience selling into the municipal water and wastewater market, including water treatment, wastewater treatment, collection systems, or related applications.
- Experience working with municipalities, water and wastewater utilities, consulting engineers, system integrators, contractors, and other market influencers.
- Experience selling through manufacturer representatives, distributors, or specialized water and wastewater channel partners.
- Experience in fluid handling, pumping technologies, chemical metering, process equipment, or other related technical industries.
- Experience selling engineered products, capital equipment, or technical solutions used in municipal water and wastewater applications.
- Experience developing specifications and influencing projects through consulting engineers and other specification authorities.
- Familiarity with value-based and consultative sales methodologies.
- Understanding of municipal procurement processes, project specifications, bids, and the general project lifecycle within the water and wastewater industry.
This position offers a salary range of (USD 116,538.00 - 145,672.00 Salaried). Final salary offers are determined by multiple factors, including education, experience, internal equity, geographic location, and the candidate’s expertise, and therefore may vary from the range listed. For roles based outside California, the applicable salary range may be lower. At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:
- Robust Retirement Plan: Benefit from a 5% employer 401K contribution, plus a 50% match on up to 3% of your contributions for added financial security, empowering your financial security.
- Comprehensive and Supportive Parental Leave: Experience our inclusive, gender-neutral parental leave policy, offering 16 weeks at 100% pay. Upon your return, enjoy a gradual transition with a unique 80% work schedule while still receiving 100% of your pay for the first 6 months, ensuring a balanced reintegration into the workplace.
- Fertility Assistant Program: Fertility Benefits to support you on your journey to building a family. It may include IVF, genetic testing, and other fertility-related services.
- Generous Time Off: Enjoy ample time off to recharge and attend to life's circumstances with generous vacation and well-being day, 9 observed holidays, 1 floating holiday day, up to 15 caregiver days, and 80 hours of annual sick leave.
- Community Engagement Opportunities: Make a difference with 3 paid volunteer days each year, encouraging you to give back to the community and causes you care about.
- And Many More Benefits: Such as an offering of 3 healthcare plans with HSA contributions along with other benefits designed to support your well-being and professional growth. We invite you to explore all the ways we strive to create a fulfilling and rewarding work environment.
Everyone is Included at Spirax Group We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique. We know that everyone needs some extra help from time to time, so we have introduced a range of additional benefits through our Group Inclusion Commitments. Learn more at Our Inclusion Commitments. Equal Opportunity Employer Watson-Marlow Fluid Technology Solutions is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or other protected characteristics as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Watson-Marlow Fluid Technology Solutions makes hiring decisions based solely on qualifications, merit, and business needs at the time.
