NA Sales & Business Development Manager, East Coast

Company Description:

Anaergia (TSX: ANRG) is a global leader in offering sustainable solutions for the production of clean energy and the conversion of waste streams to resources. Through a proven portfolio of proprietary technological solutions, Anaergia maximizes the generation of renewable energy, diversion of waste from landfill and agricultural sectors. Headquartered in Burlington, ON, and through its multiple subsidiaries across North America, Europe, Africa, and Asia, Anaergia is trusted at more than 1,600 installations globally.

 

Job Overview

The Sales and Business Development Manager will drive the growth of Anaergia’s municipal and industrial solutions pipeline across an assigned U.S. or Canada North American territory. The role focuses on complex capital-equipment and technology sales involving municipal wastewater treatment, waste separation, anaerobic digestion, biogas, and renewable natural gas solutions. This individual will manage opportunities throughout the full business-development lifecycle, from market analysis, lead identification, and qualification through solution definition, proposal development, commercial negotiation, contract execution, and handoff to the project-execution team. The Sales and Business Development Manager will also develop and manage relationships with municipal customers, consulting engineers, third-party regional sales representatives, strategic partners, and other industry stakeholders.

Key Responsibilities

Business Development and Opportunity Management

• Identify, qualify, and develop municipal wastewater and industrial solution sales opportunities.
• Develop accounts and pursuit strategies that address customer needs, competitive conditions, decision-making processes, and project requirements.
• Maintain an accurate, actionable pipeline and communicate opportunity status, priorities, risks, and next steps to internal stakeholders.
• Work closely with the Application Engineering team on opportunity qualification and support a disciplined transition of awarded projects to Anaergia’s execution team.
• Lead the development of customer proposals, commercial agreements, project definitions, and negotiation strategies with support from internal technical, legal, financial, and execution teams.
• Manage opportunities through RFI, RFQ, RFP, bidding, proposal, negotiation, and contract-execution stages.

Customer and Stakeholder Engagement

• Serve as a primary relationship and communication channel for municipal and industrial customers within the assigned territory.
• Engage directly with wastewater-treatment-plant leadership, municipal decision-makers, boards, city councils, consultants, and other project stakeholders.
• Develop strategies for navigating municipal procurement, review, funding, and approval processes.
• Build trusted relationships with existing customers and support customer retention and account growth.
• Represent Anaergia professionally at customer meetings, industry events, conferences, and other business-development activities.

 

Representative and Partner Network Management

• Manage Anaergia’s third-party municipal representative network within the assigned region.
• Serve as the primary point of contact for representative training, lead qualification, and opportunity development.
• Maintain timely and accurate opportunity, activity, forecast, and next-step information in Microsoft Dynamics CRM, in coordination with the Applications Engineering team.
• Coordinate with representatives and partners to maintain consistent positioning, communication, and opportunity-management practices.

Consultant and Market Development

• Develop relationships with consulting engineers and technical influencers to increase awareness and consideration of Anaergia’s technology and solution offerings.
• Work with consultants to support the appropriate inclusion of Anaergia solutions in anaerobic-digestion, wastewater infrastructure, and Biogas & RNG projects.
• Gather and communicate market intelligence, competitive insights, and lessons learned to support business development and product strategies.

Required Skills and Experience

• Required Skills:
  • Strategic business development, consultative selling, opportunity generation, and pipeline management skills.
  • Ability to manage complex, multi-stakeholder sales opportunities with extended development and approval cycles.
  • Working knowledge of municipal procurement, RFI, RFQ, RFP, bidding, proposal, and contract-development processes.
  • Ability to understand and communicate technical and commercial value propositions to technical and nontechnical audiences.
  • Strong negotiation, networking, relationship-management, presentation, and written-communication skills.
  • Ability to coordinate effectively with customers, consultants, representatives, partners, and cross-functional internal teams.
  • Initiative, accountability, sound judgment, and the ability to manage multiple complex opportunities simultaneously.
  • Proficiency with Microsoft Office applications, CRM systems, and the ability to adapt to new digital business tools.
• Experience:
  • 5+ years of related experience in business development, consultative sales, technical sales, or capital-equipment sales.
  • Demonstrated experience in one or more of the following: municipal wastewater treatment; sludge and biosolids processing; anaerobic digestion; biogas or renewable natural gas; industrial equipment and engineered solutions; or environmental and renewable-energy technologies.
  • Experience selling complex wastewater, renewable-energy, environmental-technology, or engineered solutions to municipalities is preferred.
  • Experience developing or managing independent sales representatives and channel partners is preferred.
  • Existing relationships with municipal utilities, consulting engineers, regional representatives, or industry partners are preferred.
  •  Familiarity with project finance, regulatory requirements, public-sector approvals, and infrastructure contracting is preferred.
• Education:
  • Bachelor’s degree in engineering, science, business, environmental studies, or another relevant field required.
  • Bachelor’s degree in engineering or another STEM discipline preferred.
  • MBA or other relevant advanced degree preferred.
• Physical Requirements:
  • Ability to perform computer-based work and communicate effectively in person, by phone, and through video conferencing for extended periods.
  • Ability to travel by car and commercial aircraft and navigate customer facilities, conferences, trade shows, and municipal or industrial project sites.
  • Ability to comply with site-specific safety requirements, including wearing required personal protective equipment (PPE), and occasionally move business or presentation materials weighing up to 25 pounds.
  • Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.
  • Travel required up to 30% of the time.

For additional information on Anaergia, please visit www.anaergia.com. As an Equal Opportunity Employer, Anaergia provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status,
physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Anaergia will provide reasonable accommodations for qualified individuals with disabilities.