The posting
The Commercial Account Manager – Inflow & Infiltration is responsible for generating new orders by selling Azuria’s portfolio of I&I-focused engineering and construction services to municipal, utility, and industrial clients. This role is accountable for adding new clients and leveraging existing relationships to grow work specifically related to identifying, prioritizing, and correcting I&I and its detrimental impacts on wastewater collection systems and treatment facilities. The representative will achieve sales quotas through effective management of defined territories, key accounts, and I&I programs, and will work closely with operations and engineering to develop ongoing, profitable relationships while maintaining a professional image of Azuria.
Responsibilities:
- Define and execute territory and account-level sales strategies focused on I&I reduction projects, including assessment, design, and rehabilitation work (CCTV, flow monitoring, CIPP lining, chemical grouting, manhole rehabilitation, lateral rehab, and related construction services).
- Proactively generate and qualify I&I-related opportunities by targeting communities and utilities experiencing capacity constraints, SSOs, regulatory pressure, or elevated treatment and pumping costs due to excess clear water in their systems.
- Perform structured account planning to identify, develop, and close I&I-driven engineering and construction programs, including multi-year wet weather, capacity, or consent decree–driven initiatives.
- Build and maintain strong relationships with consulting engineers, municipal decision-makers, utility managers, and industrial clients to position Insituform as a trusted partner for I&I investigation and rehabilitation.
- Collaborate with internal engineering, project management, and operations teams to shape technical solutions that address specific I&I defects such as defective joints, cracked pipes, leaking laterals, and manhole inflow sources.
- Conduct customer meetings and technical presentations that clearly communicate the operational, financial, and regulatory impacts of I&I and the value of Insituform’s trenchless rehabilitation and sealing technologies.
- Prepare proposals and recommend contract prices for I&I studies and construction projects; execute bid strategy, provide input into estimating, optimize pricing, and help assemble project teams (consultants, subcontractors, internal resources) to win and deliver profitable work.
- Develop and maintain opportunity pipelines and sales forecasts specifically for I&I-related work, ensuring all activities and opportunities are current in the CRM system.
- Gather and communicate market intelligence on I&I program funding, regulatory drivers, competing technologies, and local procurement practices, and respond to competitive analyses.
- Provide input into the development of marketing content, case studies, and educational materials focused on the causes, risks, and solutions for I&I.
- Support internal budgeting and forecasting by tracking booked I&I projects, backlog, and revenue projections, and by providing periodic variance analysis against plan for the I&I solutions portfolio.
- Develop, review, and refine key performance indicators and dashboards that track I&I program wins, average project size, conversion rates from study to construction, and penetration of target accounts.
- Perform other duties as assigned.
Qualifications
- Bachelor’s Degree with a concentration in Construction Management, Civil/Environmental Engineering, or other related field required.
- 5+ years of related sales or client-facing experience in the water/wastewater, pipeline, or municipal markets, with demonstrated success developing engineering or construction services, preferably water/wastewater and/or I&I reduction.
- Working knowledge of wastewater collection systems, inflow and infiltration concepts, and common I&I investigation and rehabilitation methods.
- Strong business development, opportunity qualification, and consultative selling skills, with the ability to link I&I technical issues to financial and regulatory outcomes for the client.
- Entrepreneurial energy and comfort building a focused I&I solutions portfolio within a broader organization, including working across functional teams.
- Excellent interpersonal and communication skills, with the ability to present technical concepts to both technical and non-technical stakeholders at all organizational levels.
- Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software; Microsoft Office (Excel, Word, PowerPoint) required.
- Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits.
Insituform Technologies, a subsidiary of Azuria, is a leading worldwide provider of cured-in-place pipe (CIPP) and other technologies and services for the rehabilitation of pipeline systems. Insituform's businesses consist of sewer, drinking water, and energy and mining pipeline rehabilitation and protection. The company provides cost-effective solutions to remediate operational, health, regulatory and environmental problems resulting from aging and defective pipelines. Insituform's technologies allow its customers to avoid the extraordinary expense and extreme disruption that can result from traditional "dig and replace" methods. For more details, visit www.insituform.com.
We offer a starting salary of $125k - $160k salary + sales incentive plan with career growth opportunities and a full benefits package including medical, dental, and vision Insurance, prescription drug coverage, 401k matching, tuition assistance, paid time off, and much more.
Azuria is an Equal Opportunity Employer. Equal opportunity is a sound and just concept to which Azuria is firmly bound. Azuria will not engage in discrimination against, or harassment of, any person employed or seeking employment with Azuria on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, non-disqualifying disability, status as a protected veteran or other characteristics protected by law.
VEVRAA compliant – priority referral Protected Veterans requested
