Outside Sales Representative

Atlantic Fluid Technology Inc; Springfield (MA); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Health insurance

401(k)

Dental insurance

Life insurance

Paid time off

Vision insurance

Job summary

Atlantic Fluid Technology Inc. is seeking a field-based Sales Representative to drive revenue by developing and managing relationships across municipal water and wastewater, infrastructure, and related markets.

You will own your territory, build a strong pipeline, and collaborate with internal teams to meet customer commitments. The ideal candidate brings 5–7 years in outside technical sales, strong relationships with contractors and engineers, and a deep understanding of pumping systems and

Qualifications

• 5–7 years of outside technical sales experience.
• Established relationships with contractors, engineers, municipalities, or facility managers.
• Experience selling pumping systems, valve products, water/wastewater treatment solutions, or related mechanical products.

Responsibilities

• Own and manage a sales territory with a plan to drive revenue and pipeline.
• Build and maintain relationships with contractors, engineers, municipalities, and asset owners.
• Present capabilities and value proposition to engineers, contractors, and procurement teams.
• Support bids by providing market context and competitive information.
• Coordinate with internal teams to ensure smooth handoffs from sale to execution.

Skills

Outside technical sales

Key account management

CRM proficiency

Sales forecasting

Industry knowledge (water/wastewater)

Education

Bachelor’s degree in Business, Engineering, Construction Management

Tools

CRM platforms

Microsoft Office

Job description

Candidates must reside anywhere between Springfield, MA and Harfort, CT or nearby

Position Summary

Atlantic Fluid Technology (AFT) located in the Northeast, is a trusted representative and distributor of leading manufacturers serving the municipal water and wastewater, and hydropower markets for decades. AFT specializes in providing high-quality equipment and customized solutions for the conveyance, treatment, and management of water and wastewater systems. Products and solutions include, but are not limited to, pumps, valves, and process equipment.

Projects supported by Atlantic Fluid Technology involve collaboration with multiple stakeholders, including contractors, consulting engineers, municipalities, private operators, and manufacturing partners, requiring a strong technical and consultative approach.

The Sales Representative is a field-based individual contributor responsible for driving revenue growth by developing and managing customer relationships across AFT’s target markets. This role operates independently in the field calling on contractors, engineers, municipalities, and asset owners; and serves as the face of Atlantic Fluid Technology in the marketplace. The Sales Representative owns their territory, builds a strong and active pipeline, and works collaboratively with internal teams to ensure that customer commitments are met and long‑term relationships are built on a foundation of trust and performance.

The ideal candidate is a self-driven, technically literate sales professional who understands the industries AFT serves and has a genuine passion for solving customer problems with the right products and solutions. They are organized, persistent, and relationship‑oriented; equally comfortable walking a job site, presenting to an engineering firm, and navigating a municipal bid process. They operate with integrity, communicate proactively with internal teams, and take full ownership of their territory’s results. This role is well‑suited for someone who thrives in an autonomous, customer‑facing environment and is motivated by building something meaningful over the long term.

Key Duties And Essential Functions

Territory Management and Business Development

• Own and manage an assigned sales territory; develop and execute a territory plan that prioritizes accounts, targets new business opportunities, and drives consistent revenue growth across AFT’s product and service lines.
• Identify, qualify, and pursue new customer opportunities across commercial construction, municipal water and wastewater, infrastructure, and related markets; build a healthy, well‑documented pipeline that supports accurate forecasting.
• Conduct regular customer calls, site visits, and face‑to‑face meetings to develop relationships, understand customer needs, and position AFT’s solutions effectively; maintain a disciplined and consistent field presence throughout the territory.
• Research and monitor the local market for upcoming projects, bid opportunities, new construction activity, and competitor movements; bring relevant intelligence back to the Sales Leader to inform strategy and prioritization.
• Manage time and territory efficiently; balance prospecting for new business with nurturing existing accounts and responding to active opportunities in a way that maximizes both short‑term results and long‑term relationship value.

Customer Relationship Management

• Build and maintain strong, trust‑based relationships with key customer contacts including mechanical contractors, plumbing contractors, engineers of record, municipal procurement officers, facility managers, and building owners.
• Serve as the primary point of contact for customers within the assigned territory; respond to inquiries, requests, and concerns promptly and professionally; demonstrating reliability and follow‑through in every interaction.
• Develop a deep understanding of each key customer’s business, purchasing process, project pipeline, and decision‑making structure; use this knowledge to anticipate needs and position AFT as a preferred partner.
• Manage customer expectations honestly and accurately; ensure that what is communicated in the field is aligned with what Operations, Engineering, and Service can realistically deliver.
• Maintain CRM records for all accounts, contacts, opportunities, and activity within the territory; ensure data is current, accurate, and detailed enough to support pipeline management and forecasting.

Technical Sales & Solution Positioning

• Develop and maintain a strong working knowledge of AFT’s product and service offerings across pumping systems, valves, water and wastewater process equipment, and related solutions; continuously build technical depth through experience, training, and engagement with internal colleagues and manufacturer partners.
• Identify the right solution for each customer’s application; work with internal Engineering and Operations teams when needed to develop technically sound and competitive proposals.
• Present AFT’s capabilities, products, and value proposition confidently and credibly to a range of audiences including engineers, contractors, procurement teams, and end users.
• Support the estimating process by providing market context, customer intelligence, and competitive information that helps the team develop accurate and competitive bids.
• Stay current with industry trends, new product developments, and evolving customer requirements across target markets; bring relevant knowledge back to the team and use it to strengthen AFT’s market position.

Bid & Proposal Support

• Collaborate with Estimators and the Sales Support team to develop complete, accurate, and competitive proposals; review bids for alignment with customer requirements and market conditions before submission.
• Follow up on submitted bids proactively; maintain contact with customers during the award process, gather feedback on pricing and competitiveness, and communicate outcomes to the internal team.
• Support the negotiation of terms, pricing, and scope with customers as needed; work within established authority levels and elevate to the Sales Leader when decisions exceed those parameters.
• Assist in identifying value engineering opportunities or alternative solutions that improve AFT’s competitiveness without compromising quality or customer satisfaction.

Internal Collaboration & Handoff

• Maintain open, proactive communication with internal Operations, Engineering, and Service teams throughout the sales process; ensure internal partners have the information they need to prepare for and execute on new awards.
• Facilitate smooth and complete project handoffs from sale to execution; work with the internal project and operations teams to ensure customer commitments, scope details, and expectations are clearly documented and understood.
• Participate in project kickoff meetings and internal reviews as needed; stay connected to active projects within the territory and serve as the customer’s voice internally when issues or changes arise.
• Communicate market feedback, customer concerns, and competitive intelligence to the Sales Leader and relevant internal teams; contribute to a culture of continuous improvement by sharing what you learn in the field.
• Support accounts receivable and collections efforts when needed by maintaining strong customer relationships and facilitating communication on outstanding invoices or payment issues.

Professionalism, Accountability & Growth

• Operate with full ownership of territory results; take accountability for pipeline development, revenue performance, and customer satisfaction without requiring close supervision.
• Maintain a professional appearance, communication style, and conduct in all customer and internal interactions; represent AFT’s brand and values in the marketplace every day.
• Provide accurate and timely sales forecasts, pipeline updates, and activity reports to the Sales Leader; communicate proactively about risks, wins, and market developments.
• Seek feedback from the Sales Leader and internal colleagues actively; apply coaching with a growth mindset and continuously look for ways to improve both technical knowledge and sales effectiveness.
• Contribute positively to the Sales team culture; share knowledge, support colleagues, and engage constructively in team meetings and planning sessions.

Required Qualifications

Education

• Bachelor’s degree in Business, Engineering, Construction Management, or a related field preferred; equivalent combination of technical education and relevant sales experience will be considered.

Experience

• 5-7 years of experience in outside technical sales, with a demonstrated track record of meeting or exceeding revenue targets in a project‑based or engineered products environment.
• Established relationships with contractors, engineers, municipalities, or facility managers in the region strongly preferred; existing customer network a significant advantage.
• Experience selling pumping systems, valve products, water/wastewater treatment solutions, or related mechanical or infrastructure products preferred.
• Demonstrated ability to manage a territory independently, prioritize a complex opportunity pipeline, and close business across multiple product lines and customer segments.
• Comfort working in a technical sales environment; ability to learn and communicate product specifications, application requirements, and solution benefits to diverse audiences.

Technical Skills

• Proficiency in CRM platforms for pipeline management, activity tracking, and forecasting; comfort with digital tools and sales productivity software.
• Proficiency in Microsoft Office Suite including Outlook, Excel, and PowerPoint; ability to prepare clear customer proposals, presentations, and territory reports.
• Working knowledge of pumping systems, plumbing, water treatment, or related mechanical applications preferred; commitment to building this expertise on the job required.
• Ability to read and interpret project drawings, specifications, and technical documents at a working level sufficient to support customer conversations and proposal development.
• Strong written and verbal communication skills; ability to present confidently and professionally to a range of audiences from trades to senior decision‑makers.
• Valid driver’s license and reliable transportation required; ability to travel regularly throughout the assigned territory.

CORE COMPETENCIES

Role

• Efficiency — Manages territory, time, and pipeline with discipline and focus; prioritizes effectively, follows through consistently, and makes the most of every customer interaction and internal resource available.
• Open Communication — Communicates proactively and honestly with customers, internal teams, and the Sales Leader; surfaces concerns early, shares market intelligence freely, and keeps the right people inform without being asked.
• Integrity — Represents AFT honestly and accurately in every customer interaction; makes commitments carefully, follows through reliably, and builds a long‑term reputation in the market that the organization can be proud of.
• Respect — Engages with every customer, colleague, and partner with professionalism and genuine regard; understands that lasting business relationships are built on mutual respect and a consistent experience over time.
• Staff Development — Shares market and product knowledge generously with teammates; supports the growth of less experienced colleagues and contributes to the Sales team culture of learning and continuous improvement.
• Succession Planning & Business Continuity — Maintains thorough CRM records, documents key account relationships, and ensures that territory knowledge is not siloed; contributes to the Sales team’s ability to serve customers consistently through any transition.
• Leading by Example — Demonstrates through daily conduct in the field the professionalism, customer focus, and competitive drive that AFT expects of its Sales team; understands that reputation is built one interaction at a time.

PHYSICAL DEMANDS & WORK ENVIRONMENT

While performing the duties of this job, the employee is regularly required to sit. The employee frequently is required to talk or hear. The employee is occasionally required to stand and use hands to finger, handle, or feel objects, tools or controls. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus. Standard office environment. While performing the duties of this job, the employee is occasionally exposed to fumes or airborne particles. The noise level in the work environment is minimal. The company is committed to equal employment opportunity.

Benefits

• Health insurance
• 401(k)
• Dental insurance
• Life insurance
• Paid time off
• Vision insurance

The company will not discriminate against employees or applicants for employment on any legally recognized basis including, but not limited to: age, ancestry, childbirth or related medical condition; citizenship; color; creed; familial status; gender expression; gender identity; genetic information; height; weight; marital status; national origin; physical or mental disability or handicap; pregnancy; race; religion; sex; sexual orientation; uniform service member status or veteran status; or any other characteristic protected by applicable federal, state, or local laws.

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