Sales Representative – Wastewater Odor Control & Chemical SolutionsJob Summary
We are seeking a motivated and technically minded Sales Representative to grow our chemical distribution business with a primary focus on wastewater odor control, hydrogen sulfide (H₂S) mitigation, and collection system treatment solutions.
The Sales Representative will develop relationships with municipal wastewater utilities, industrial customers, engineers, contractors, and other water and wastewater professionals. The position will be responsible for identifying customer needs, developing treatment solutions, managing sales opportunities, preparing proposals and quotations, and growing recurring chemical sales.
This position combines technical sales, customer relationship management, field support, and business development. The successful candidate should be comfortable discussing wastewater chemistry and treatment strategies and, when required, participating in field investigations, chemical application evaluations, pilot tests, and startup activities for new customers.
The ideal candidate is a self-motivated salesperson who can identify opportunities, build trust with wastewater professionals, and work collaboratively with operations and technical personnel to deliver effective treatment programs.
Key ResponsibilitiesSales & Business Development
- Develop and maintain a sales territory focused on municipal and industrial wastewater customers.
- Identify new opportunities for wastewater odor control, H₂S mitigation, FOG treatment, and related chemical treatment programs.
- Develop relationships with utility managers, wastewater operators, engineers, consultants, purchasing personnel, and decision-makers.
- Prospect for new customers through direct outreach, site visits, industry events, referrals, and existing customer relationships.
- Manage the sales process from initial contact through proposal, pilot testing, implementation, and recurring chemical supply.
- Develop strategies to convert pilot projects and trial programs into long-term chemical supply agreements.
- Maintain an accurate sales pipeline and regularly communicate opportunity status, anticipated volumes, and customer requirements to management.
- Prepare and present quotations, proposals, product recommendations, and treatment strategies.
- Monitor competitive products, pricing, treatment approaches, and market conditions.
Technical Sales & Customer Support
- Evaluate customer wastewater treatment challenges and recommend appropriate chemical solutions.
- Develop a working understanding of H₂S generation, sulfide control, odor formation, wastewater chemistry, chemical dosing, and collection system hydraulics.
- Review available customer data, including H₂S readings, ORP, pH, flow, temperature, chemical feed rates, and other relevant operating information.
- Work with technical personnel to develop chemical dosing recommendations and treatment programs.
- Assist customers in evaluating the performance and economics of odor-control programs.
- Explain chemical treatment strategies and expected results to operators, engineers, and management.
- Identify opportunities to improve existing chemical programs through optimization of dosage, application point, monitoring, and equipment.
Field Testing & Pilot Programs
- Participate in field testing and pilot programs when required for new customers or treatment evaluations.
- Travel to wastewater treatment plants, pump stations, lift stations, manholes, force mains, and other collection system locations to support customer evaluations.
- Collect wastewater samples and field measurements as required by the testing program.
- Assist with H₂S, ORP, pH, flow, and other field measurements used to establish treatment requirements.
- Assist with installation, startup, monitoring, and adjustment of temporary chemical feed equipment used during pilot programs.
- Document field conditions, chemical feed rates, test results, observations, and customer feedback.
- Work with technical personnel to analyze pilot results and develop recommendations for permanent treatment programs.
- Communicate pilot results and treatment recommendations to customers in a clear and professional manner.
- Follow all company, customer, and site-specific safety requirements during field activities.
Account Management
- Maintain strong relationships with existing customers and identify opportunities for account growth.
- Monitor customer chemical usage, delivery requirements, and satisfaction.
- Proactively identify potential service issues and coordinate with operations and management to resolve them.
- Conduct periodic customer visits to review treatment performance and identify optimization opportunities.
- Maintain accurate customer and opportunity information in the company's CRM or sales tracking system.
- Coordinate with logistics and operations to ensure chemical deliveries meet customer requirements.
- Develop long-term relationships that result in recurring chemical sales and increased customer retention.
Market Development
- Attend wastewater industry conferences, association meetings, trade shows, and technical events.
- Develop relationships with engineering firms and consultants involved in wastewater collection system and treatment projects.
- Identify upcoming projects, capital improvements, chemical bids, and treatment opportunities.
- Participate in lunch-and-learns, technical presentations, customer training, and other business-development activities.
- Monitor municipal budgets, bid opportunities, RFPs, and purchasing programs relevant to wastewater chemical treatment.
- Provide management with information regarding market trends, competitor activity, customer needs, and emerging treatment technologies.
Qualifications
- Bachelor's degree in business, engineering, environmental science, chemistry, wastewater treatment, or a related field preferred; equivalent industry experience may be considered.
- Previous experience in chemical sales, water/wastewater treatment, industrial sales, environmental services, or a related technical sales environment preferred.
- Strong understanding of consultative and relationship-based selling.
- Ability to understand and communicate technical concepts to both operators and management.
- Comfortable working in wastewater treatment facilities and collection systems.
- Willingness to perform occasional field testing and site evaluations.
- Ability to work independently while coordinating closely with operations, technical, and management personnel.
- Strong verbal, written, presentation, and organizational skills.
- Ability to manage multiple customer opportunities and projects simultaneously.
- Proficiency with Microsoft Office and CRM/sales management systems.
- Valid driver's license and ability to travel throughout the assigned territory.
Preferred Technical Knowledge
Experience or familiarity with the following is highly desirable:
- Hydrogen sulfide (H₂S) generation and control
- Wastewater collection systems
- FOG and sulfide-related collection system problems
- Calcium nitrate and nitrate-based odor-control chemistry
- Ferrous and iron-based sulfide control
- Biological odor-control products
- Chemical dosing and feed systems
- Wastewater sampling and field testing
- ORP, pH, sulfide, and H₂S monitoring
- Pump stations, force mains, and gravity sewer systems
- Municipal wastewater treatment operations
- Chemical storage, handling, and delivery
Performance Expectations
Success in this position will be measured by:
- Growth in recurring chemical sales
- New customer acquisition
- Conversion of pilot projects into permanent treatment programs
- Customer retention and account growth
- Development of qualified sales opportunities
- Territory sales and gross margin performance
- Accuracy and consistency of sales forecasting
- Customer satisfaction
- Successful execution of field evaluations and pilot programs
- Development of relationships with utilities, engineers, consultants, and other industry decision-makers
Physical & Field Requirements
This position is primarily a sales and business-development role but requires periodic field work. The employee may be required to:
- Visit wastewater treatment plants, pump stations, lift stations, and collection system facilities.
- Work around wastewater, chemicals, chemical feed equipment, and industrial environments.
- Wear appropriate personal protective equipment (PPE).
- Perform or assist with field sampling and testing.
- Climb stairs, access platforms, and other equipment areas where permitted and safe.
- Work outdoors in varying weather conditions.
- Travel throughout the assigned sales territory, including occasional overnight travel.
Travel: Regular local/regional travel with occasional overnight travel
Primary Market: Municipal and industrial wastewater customers
Pay: From $50,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Flexible schedule
- Health insurance
- Paid time off
- Vision insurance
Work Location: Hybrid remote in Elizabethtown, NC 28337
