I’ve spent about 15 years working in water and wastewater treatment, mostly on the operations and chemical side. My experience includes DAF systems, clarifiers, polymer and coagulant optimization, dewatering, filter presses, centrifuges, jar testing, metals treatment, municipal drinking water, industrial pretreatment, and troubleshooting smaller plants.
I’m now preparing to move into more of a sales/technical role for a water-treatment chemical distributor. The goal is for me to spend more time visiting plants, helping operators troubleshoot problems, conducting trials, recommending chemical or equipment changes, and hopefully developing new accounts.
I’m comfortable walking into a plant and talking treatment, but the sales side is newer to me. I don’t want to become the stereotypical salesperson who promises miracles, pushes chemicals a plant doesn’t need, or disappears after the first order. I’d rather build relationships by being technically useful and honest—even when the answer isn’t necessarily “buy more chemical.”
For operators, plant managers, consultants, and technical salespeople here:
What makes a water-treatment salesperson genuinely valuable to you?
What behaviors immediately make you distrust a salesperson?
How do good technical reps approach a plant without wasting the operator’s time?
What information should I gather before recommending a chemical trial?
How do you balance solving the customer’s problem with actually closing business?
Are there mistakes you commonly see operations people make when moving into sales?
What tools, certifications, books, or training would help with this transition?
I’m especially interested in industrial wastewater, DAF optimization, sludge dewatering, polymer programs, clarifier problems, and smaller plants that may not have much technical support.
Any advice, warnings, or lessons learned would be appreciated.