DSM - Indirect (West)

Job Title: DSM - Indirect (West)
Location: USA West Territory
Location Type: Remote
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/

When you join Watson-Marlow Fluid Technology Solutions, a part of the Spirax Group, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.

Company Overview

At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.

Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!

Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.

Why Join Us

• Work on high-impact, technically complex solutions across global industries
• Be part of a collaborative, people-first culture with strong internal mobility
• Access career growth and development opportunities, including leadership pathways
• Contribute to a company committed to inclusion, innovation, and sustainability

This role will focus on:

We are seeking a highly motivated and commercially driven District Sales Manager (DSM) to grow sales across a defined geographic territory within our Process Industries division. This role is responsible for driving profitable revenue growth through a network of manufacturer representatives, distributors, and channel partners while developing strong relationships with end users, OEMs, EPCs, integrators, and other key stakeholders.

The District Sales Manager will serve as the primary commercial leader for their territory, responsible for creating demand, developing opportunities, supporting channel partners, and executing Watson-Marlow's sales process. The DSM will identify growth opportunities, strengthen customer relationships, increase market share, and deliver sustainable revenue growth across the Process Industries product portfolio, including peristaltic pumps, positive displacement pumps, tubing, hoses, parts, and the Aflex Hose product line.
The successful candidate will possess strong consultative selling skills, excellent relationship-building capabilities, sound business judgment, and the ability to work effectively across internal and external stakeholder groups.
Reporting directly to the National Sales Manager – Channel, this position is responsible for executing territory growth plans across key industrial sectors including water and wastewater, food and beverage, brewing, mining, pulp and paper, power generation, data centers, chemical processing, and other process manufacturing markets.
The District Sales Manager will collaborate closely with manufacturer representatives, distribution partners, application engineers, product specialists, and internal commercial teams to identify opportunities, influence specifications, and drive customer success.

What You'll Be Doing

Territory Growth and Business Development

• Develop and execute a territory business plan that aligns with company growth objectives.
• Identify market trends, customer needs, competitive threats, and emerging applications within assigned markets.
• Create and maintain a healthy pipeline of opportunities through proactive prospecting and business development activities.
• Drive specification and project activity with OEMs, EPCs, integrators, consultants, and end users.

Customer Focus

• Build strong relationships with customers and key stakeholders throughout the territory.
• Understand customer applications, challenges, and business objectives to position Watson-Marlow solutions effectively.
• Conduct customer visits, plant tours, discovery meetings, and opportunity reviews to identify growth opportunities.
• Maintain executive, engineering, operations, maintenance, and procurement relationships within strategic accounts.

Channel Partner Development

• Develop productive relationships with manufacturer representatives and distribution partners.
• Conduct joint sales calls, opportunity reviews, territory planning sessions, and business development activities.
• Train and support channel partners on products, applications, value propositions, and sales methodologies.
• Ensure channel partners effectively represent Watson-Marlow products and execute growth initiatives.

Opportunity Management

• Utilize CRM tools and sales processes to manage opportunities effectively from identification through close.
• Maintain accurate forecasts, opportunity updates, and account plans.
• Lead opportunity strategy discussions with channel partners and internal stakeholders.
• Identify barriers to success and coordinate resources necessary to advance opportunities.

Technical and Commercial Support

• Collaborate with Application Engineers and Product Specialists to develop customer solutions.
  Support product demonstrations, technical evaluations, trials, and customer presentations.
• Provide market intelligence regarding customer needs, competitive activity, and emerging applications.

Market Development

• Participate in trade shows, industry conferences, customer events, and channel partner meetings.
• Promote Watson-Marlow's products, services, and capabilities within assigned markets.
• Identify new applications and market segments that align with company growth objectives.

Process Excellence

• Utilize CRM systems, forecasting tools, and sales processes consistently and effectively.
• Maintain accurate account information, opportunity data, and customer records.
• Champion best practices in opportunity management, account planning, and pipeline development.

Collaboration

• Work closely with National Sales Managers, Corporate Account Managers, Marketing, Product Management, Customer
• Experience, and Application Engineering teams.
• Support strategic initiatives, product launches, and market development programs.
• Share market intelligence and best practices across the broader sales organization.

Health, Safety, and Governance

• Promote a safe working environment while visiting customers, channel partners, and industry events.
• Comply with all Spirax Group and Watson-Marlow policies, procedures, and ethical standards.
• Conduct business with integrity and professionalism at all times.

This what you’ll need to be successful in this role

• Demonstrated success in business-to-business sales, account management, or business development.
• Proven ability to generate new opportunities and grow revenue within an assigned territory.
• Experience working with manufacturer representatives, distributors, channel partners, or indirect sales models.
• Strong consultative selling and relationship-building skills.
• Ability to influence stakeholders across multiple organizational levels.
• Strong organizational, planning, and time-management capabilities.
• Excellent communication, presentation, and interpersonal skills.
• Ability to manage a sales pipeline, forecast accurately, and execute a structured sales process.
• Experience utilizing CRM systems and sales management tools.
• Strong customer focus and commitment to delivering exceptional customer experiences.
• Fluent English language skills, both written and verbal.

Preferred

• Experience in industrial manufacturing, fluid handling, pumping technologies, process equipment, or related technical industries.
• Experience supporting markets such as water and wastewater, food and beverage, brewing, mining, pulp and paper, chemical processing, energy, or pharmaceuticals.
• Experience working with OEMs, EPCs, engineering firms, and industrial end users.
• Experience selling engineered products, capital equipment, or technical solutions.
• Familiarity with value-based and consultative sales methodologies.

This position offers a salary range of (USD 108,749.00 - 135,936.00 Salaried). Final salary offers are determined by multiple factors, including education, experience, internal equity, geographic location, and the candidate’s expertise, and therefore may vary from the range listed. 

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

• Robust Retirement Plan: Benefit from a 5% employer 401K contribution, plus a 50% match on up to 3% of your contributions for added financial security, empowering your financial security.
• Comprehensive and Supportive Parental Leave: Experience our inclusive, gender-neutral parental leave policy, offering 16 weeks at 100% pay. Upon your return, enjoy a gradual transition with a unique 80% work schedule while still receiving 100% of your pay for the first 6 months, ensuring a balanced reintegration into the workplace.
• Fertility Assistant Program: Fertility Benefits to support you on your journey to building a family. It may include IVF, genetic testing, and other fertility-related services. 
• Generous Time Off: Enjoy ample time off to recharge and attend to life's circumstances with generous vacation and well-being day, 9 observed holidays, 1 floating holiday day, up to 15 caregiver days, and 80 hours of annual sick leave.
• Community Engagement Opportunities: Make a difference with 3 paid volunteer days each year, encouraging you to give back to the community and causes you care about.
• And Many More Benefits: Such as an offering of 3 healthcare plans with HSA contributions along with other benefits designed to support your well-being and professional growth. We invite you to explore all the ways we strive to create a fulfilling and rewarding work environment.

Everyone is Included at Spirax Group

We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.

We know that everyone needs some extra help from time to time, so we have introduced a range of additional benefits through our Group Inclusion Commitments. Learn more at Our Inclusion Commitments.

Equal Opportunity Employer

Watson-Marlow Fluid Technology Solutions is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or other protected characteristics as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Watson-Marlow Fluid Technology Solutions makes hiring decisions based solely on qualifications, merit, and business needs at the time.