North America Sales Manager - Environmental Remediation and Wastewater

Allonnia • Full-time • Remote (Massachusetts, United States) • 3h ago

Company Description & Purpose

Allonnia's purpose is the pursuit of imaginative solutions to solve the world's toughest waste challenges through biology. Allonnia is leveraging the power of biotechnology and engineered systems to degrade or sequester pollutants and upcycle waste. Our ethos at Allonnia is to work in harmony with nature, combining biology and technology to fast forward time and bring Nature's future solutions to the present day. Through this collaboration we will unlock the potential in waste and enable a world where nothing is wasted. Allonnia is backed by Battelle, Ginkgo Bioworks, Viking Global, General Atlantic, EVOK and Cascade Investments.

Mission of the Position

The Mission of the North America Sales Manager is to support and execute a commercial strategy for the environmental remediation and wastewater markets, defined by Allonnia as the Industry Market, that contributes to a corporate goal of delivering $500M in revenue by 2030 through (1) building relationships with key customers and market influencers to effectively inform, differentiate and communicate Allonnia's value propositions, (2) proactively support the development and capture of a pipeline of market opportunities to achieve quarterly and annual product revenue targets, and (3) working with the VP of Business Development to develop and execute product commercialization, deployment and optimization strategies.

This role is remote and based in the US.

Measurable Accountabilities

Own lead generation and pipeline development for Industrial product sales
Execute product sales and solution strategies to meet or exceed product revenue targets on a quarterly and annual basis.
Support product development with market intelligence, partner development, and voice of customer input.
Develop and maintain positive working relationships with key Allonnia partners, maintaining Allonnia and customer expectations.
Support the VP of Business Development in product launches, business development strategies, contract terms, account development and overall portfolio sales.
Generate cost estimates and proposals for product sales opportunities.
Lead major proposal efforts, particularly federal procurements, with responsibility for submittal requirements and collaborating with technical staff and 3rd party subcontractors and partners on submittal content.
Maintain Allonnia CRM content including customer contacts, meeting notes and opportunity records.
Collaborate with the VP of Business Development and Allonnia Engineering Lead to manage and oversee product deployments, maintaining customer satisfaction and collaborating with Allonnia team members and partners and serving as the key Allonnia commercial point of contact for the business.
Develop positive relationships with Account Executives, Scientific Key Opinion Leaders, AEC consulting firms, product end users, and other influential contacts to ensure mutually effective business results for Allonnia.
Provide market insight and input into commercial tools, programs and processes that can be confirmed broadly across the organization, including portfolio and pricing strategies.
Prepare and offer presentations to new and existing customers about Products and Services, focusing on creating new business opportunities and enhancing the established customer base.
Report lost business opportunities relating to product specifications, service and sales incapacity, pricing, and other such reasoning.
Stay abreast of customer technical concerns, problems, and open issues engaging support resources ensuring our team achieves the expected resolution and customer satisfaction.

Key Criteria/Requirements

Minimum Qualifications (must have):

A bachelor's degree in business, marketing, engineering, construction science or similar subject area.
Minimum 10 years of sales experience with a consistent and successful track record for sales achievement.
A hunter mindset with a hunger to reach quarterly and annual sales goals.
Experience selling large value items and/or capital equipment >$1M.
Previous experience within the water treatment market (reverse osmosis, activated carbon, ion exchange, etc.).
A strong teammate with consistent track record to coordinate activities and influence actions across a team of resources not directly reporting.
Shown ability to coordinate activities and influence actions of our commercial and channel representatives to drive pivotal initiatives.
Understanding of the competitive landscape in the remediation and wastewater customer base
Possess strong analytical capabilities that can assess and understand profitability of customer relationships to form optimal partnerships.
Strong negotiation and interpersonal skills.
Upbeat, motivated, and resourceful.
Showed strength with Microsoft Office products, including Word, Excel and PowerPoint.
Ability to travel ~30%

Preferred Qualifications (nice to have):

MBA or professional business education
Experience with HubSpot
Experience with and/or an understanding of foam fractionation

Allonnia Core Values

Purposeful: Committing to work on the right things as individuals and as a company, making a difference every day

Entrepreneurial: Working with passion and curiosity to learn every day, creatively delivering results to the world

Transparent: Fostering a high trust environment that embraces constructive debate, achieving success together

Key Competencies