About ERL:ERL Inc. designs, manufactures and services safety equipment that keeps liquid tank barges running, from cargo pumps and pressure-vacuum relief valves to gauging, overfill protection, and venting. With manufacturing in New Albany, Indiana, and a repair shop in Houston, we support barge operators, fleets and shipyards across the Gulf Coast and inland rivers.
The Role:The Director of Marine Sales leads ERL’s outside sales in Houston and owns our customer relationships from start to finish, from crews and port engineers to executives. About 80% of the role is growing existing accounts and 20% is bringing in new customers, including selling New Albany products. This role is fully focused on customers while the Houston shop team runs operations.
What You’ll Do:1. Own and Grow Accounts:
- Own key accounts from quote through delivery, close-out and follow-up.
- Grow ERL’s share of work at existing customers and win new customers and fleets.
- Ask directly for renewals, repairs and new product work.
- Be the customer’s first call when something goes wrong and own the resolution.
2. Sell the Full ERL Line:
- Sell brown water pump and valve repair and ERL marine products.
- Sell New Albany manufactured products to new and existing customers.
- Meet with customers at every level, from the field to the executive office.
- Represent ERL at trade shows, AWO* and industry events.
3. Price and Quote with Confidence:
- Write quotes and sales orders.
- Explain ERL pricing in terms of scope and value rather than discounts.
- Work with technicians in the field and the shop to scope repairs correctly.
4. Lead the Houston Sales Effort:
- Set the Houston sales plan and account coverage with the Houston sales team.
- Coordinate with the shop on capacity and dates before committing to customers.
- Track competitors and market trends and recommend sales strategies.
5. Keep the Pipeline Accurate:
- Enter opportunities daily in the CRM system.
- Prepare and present sales forecasts to senior management.
What Success Looks Like:- First 90 days: meet every key account, learn our shop, products and pricing, and take full ownership of assigned accounts.
- First 12 months: a higher COI renewal win rate, revenue and margin growth in owned accounts, new accounts won, and faster quote turnaround.
Who You’ll Work With:The President, the Houston shop and field technicians, the Houston sales team, and the New Albany sales and pricing team.
What You Bring:Must have- A proven track record of owning and growing accounts in outside sales for marine, pump, valve or rotating equipment.
- Relationships built and preserved at every level of a customer, from the field to executives.
- Comfort asking for work and explaining pricing in terms of scope and value.
- Ownership of the work from start to finish, with disciplined CRM habits.
Preferred- A service mindset: proactive, responsive, and follows through.
- A technical background in pumps, valves and rotating equipment, with the ability to follow a diagnosis on a barge.
- Existing relationships with Gulf Coast and inland barge operators.
- Inland or offshore marine experience.
- Bachelor’s degree in business, engineering or a related field.
Work Environment and Physical Requirements:- Field-based role with frequent travel to customer sites, barges, shipyards and fleeting areas, plus time in the Houston office and shop. Periodic travel to New Albany, IN.
- Able to board and walk barges and work sites safely and wear required PPE.
- Valid driver’s license and holds or can obtain a TWIC card.
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