Description

*This role is with Atlantic Valve & Equipment, a division of Tencarva Machinery Company.

*This is a field-based role requiring regular travel to customer sites and channel partner locations across Maryland, Northern Virginia, West Virginia, and Western Pennsylvania. Candidates should ideally reside within 100 miles of two of the following areas: DC/Northern VA; Frederick/Central MD; Morgantown/Northern WV; Pittsburgh/Southwestern PA.

About Atlantic Valve: Founded in 2010, Atlantic Valve & Equipment is a Manufacturer's Representative providing valves, ductile iron fabrications and fittings, and other liquid handling equipment to industrial markets and to the public water/wastewater sector in Virginia, D.C., Maryland, Western Pennsylvania, West Virginia, North Carolina, and South Carolina. atlantic-valve.com

About Tencarva: Founded in 1978, with roots dating back to 1926, Tencarva is an equipment distributor, engineering and design partner, ISO 9001 manufacturer, and full-service repair center. Serving thousands of customers across the industrial and municipal segments, Tencarva's various divisions cover 17 states and provide end-to-end, tailored solutions for complex systems within the fluid/solids handling and water/wastewater sectors. Our service offerings include system analysis and design, application engineering, custom fabrication of equipment packages, automation and controls, equipment repair, and thermal hard coatings. tencarva.com

Role Summary: Works closely with channel partners (distributors, supply houses, MRO service providers, etc.) to sell valves, ductile iron fabrications and fittings, and other flow control equipment to industrial markets and to the public water/wastewater sector in Virginia, D.C., Maryland, Western Pennsylvania, and West Virginia.

This individual will be responsible for driving sales for a portfolio of leading valve and flow control products from the following manufacturers: M&H, Kennedy Valve, Clow Valve, Onyx Valve, ITT Engineered Valves, Ross Valve, Orbinox USA, Clearwater Manufacturing, and Trumbull Manufacturing.

Essential Duties and Responsibilities include the following:

Sales Strategy and Execution: Develop and execute regional sales plans aligned with company goals. In collaboration with sales teams with our distributor/supply house/MRO partners, identify and pursue new business opportunities, including account penetration with existing customers, conversion of competitors' customers, and expansion into new markets.
Channel Partner Management & Support: Support the sales efforts of distributor/supply house sales teams within your assigned region. This includes training on products, teaching sales techniques, ride-alongs/customer visits, assisting on calls with customers/end-users, technical advice/consultation, coaching/motivating, etc. You will establish clear sales goals and manage sales performance.
Account Management & Service Delivery: Oversee quotes, manage customer inquiries and orders (through the distribution channels), and resolve any issues to ensure customer satisfaction. Work closely with the engineering, production, and service teams to ensure product availability, quality, and timely delivery.
Relationship Management: Build and nurture strong relationships with key customers, distributors, supply houses, MRO service providers, and other channel partners. Provide technical expertise and support to customers, addressing their needs and offering suitable product and service solutions. Act as the primary point of contact for customer inquiries, ensuring timely and effective resolution of any issues. Partner with OEMs and engineering firms as needed for technical expertise/consultation.
Market Analysis and Forecasting: Monitor industry trends, market conditions, and competitor activities to identify potential threats and opportunities. Gather market intelligence, analyze trends, and contribute to sales forecasts to inform strategies and achieve revenue growth through the distribution network. Provide feedback to the product development and marketing teams regarding customer needs and market demands.
Public/Federal Sector Awareness: While the primary focus is on the distributor channels, maintain awareness of the specific needs and procurement processes within the public and federal sectors that impact end-user sales.

Our sales culture is collaborative, interdependent, and built on a legacy of mentorship. For nearly 50 years, Tencarva and its divisions has been committed to fostering long-term relationships and providing a "white glove" experience to industrial and municipal markets all across the eastern US.

Requirements

Education and/or Experience: Bachelor’s Degree from a 4-year college or university (preferably Engineering); or 2-4 years of outside technical sales experience (ideally in the industrial or municipal sectors); or equivalent combination of education and experience.

Qualifications:

3+ years of relationship management experience partnering with industrial and/or municipal distributors, supply houses, manufacturers, end-users, engineering firms, subcontractors, etc. Inside sales professionals are encouraged to apply!
3+ years of Outside Sales experience is preferred, ideally within either the public water/wastewater sector or industrial markets.
The ideal candidate should have a strong hunter mentality with a proven track record of driving new business.
Hands-on mechanical work experience and/or hobbies is a plus.

Benefits Include:

Paid Time off, including 10 holidays
Bonuses
Health Insurance, including medical, dental, vision, disability, and life
401(k) & Profit Sharing
Employee Assistance Program

The duties, responsibilities, and activities described above are not exhaustive and may be subject to change. Additionally, please note that the job title for this posting is designed to be descriptive and may not reflect the official title used internally for job classification purposes.

Tencarva Machinery Company, LLC, is an equal opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.