Director of Marine Sales

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.

1. 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.

1. 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.

1. 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.

1. 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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