Director - National Accounts, Private Water Utilities

Job Posting:

Ferguson is North America’s leading value-added distributor across residential, non-residential, new construction and repair, maintenance, and improvement (RMI) end markets. Spanning 34,000 suppliers and more than one million customers, we deliver local expertise, value-added solutions, and the industry’s most extensive portfolio of products. From infrastructure, plumbing, and appliances, to HVAC, fire protection, fabrication, and more, we make our customers’ complex projects simple, successful, and sustainable.

Water is at the core of our business and integral to our sustainability vision. Ferguson has a unique opportunity to meaningfully contribute to a sustainable future for water. We provide products and services that encourage the adoption of sustainable and efficient solutions, aiming to address water issues in communities across North America. This is how we believe you can help Ferguson make a meaningful impact on present and future generations.

This new position will establish a team to cultivate key relationships within investor-owned water utilities. Collaborating closely with them, the team will offer expertise, resources, and advocacy to address aging infrastructure, regulatory compliance, and fair rate increases, ensuring access to clean water for all residents. This role will be instrumental in our efforts to build water-resilient communities

The Director position is responsible for building and leading a matrixed team to develop and grow high-level executive relationships within private water utilities. Focused on growing sales, this role will reinforce sales management practices and develop long-term plans to make valuable contributions to investor-owned utilities (IOU).

Using existing teams, such as Municipal Sales, Meter & Automation, Technology Solutions, and Pollardwater, this team will offer local supply and technology solutions that go beyond the meter, providing valuable insights into utility operations. The Director will foster innovation and become a trusted partner, assisting private utilities in achieving cost efficiencies, regulatory compliance, and sustainability, while supporting their public relations efforts.

Responsibilities:

Customer Relations

• Build, own, entertain, and manage key stakeholder, executive and decision maker relationships

• Develop relationships with key vendors and consultants

• Influence contract negotiations and ensure national coordination in the approach across all branches and stakeholders

• Retain customers through monthly financial and project management reviews and execution of program strategy

• Participate in seminars, conferences, and events to stay informed about industry trends and host similar events to train our customers

• Communicate potential product shortages and develop initiative-taking strategy to stay ahead of issues

Business Development

• Develop and implement strategy to drive growth and market expansion

• Advance the IOU and Private Water strategy and align with the Municipal Sales, Meter & Automation, Tech Solutions and Pollardwater teams

• Collaborate with the team to build customer-specific programs and provide direction and support to field sales, marketing, and operations

• Research new business opportunities, including market trends and partnerships

• Work with marketing to build and implement the go-to-market media and digital strategy

• Monitor M&A activity and Wall Street discussions to stay informed on Private Water growth opportunities.

Sales

• Maintain pricing agreements using National Accounts and District Operations team

• Follow-up routinely, using inside support and field sales

• Identify and market new products and services

• Provide accountability to field and support sales team

• Leadership & Operations:

• Responsible for Private Water sales and labor budget and P&L growth forecasting

• Communicate program advancements to internal teams to ensure workload is managed appropriately

• Ensure quotes, RFP’s, orders, requests for credit are being managed promptly, thoroughly, and accurately

• Communicate with internal teams on product needs and potential product shortages

Qualifications:

• 8+ years of sales, municipal industry and leadership experience

• 5+ years of relevant experience managing national accounts in a supply chain environment

• Experience with strategic selling and large account management

• Ability to comprehend and articulate technical and mech