PAUL S. HARGRAVE
Bloomington,IL
Summary
Accomplished sales and business development leader with 30+ years of experience in the water treatment industry. Proven track record of building high-performing sales, sales teams, expanding dealer and channel networks, and driving revenue growth across residential and commercial markets. Expertise in sales leadership, business and market development, customer acquisition, strategic relationship management, sales operations, and recurring-revenue business models.
Overview
32
32
years of professional experience
Work History
National Sales Manager
Pura Quality Water - Division: Canature WaterGroup
Whitestown , Indiana
03.2022 - Current
- Provide national sales leadership for Pura Quality Water, driving dealer growth, online sales, customer acquisition, and business development.
- Helped expand the dealer network from 1 to 11 active markets across 7 states, primarily targeting major metropolitan areas.
- Lead online sales operations and team performance, including lead management, pipeline development, quoting, follow-up, conversion, coaching, and accountability.
- Consistently achieved 45%–50% lead closing ratios through disciplined sales processes, structured follow-up, performance management, and customer-focused selling.
- Developed sales infrastructure, processes, training programs, presentations, and performance standards to improve consistency, efficiency, and sales effectiveness.
Director of Water Treatment Sales & Development
Hicksgas LLC. - Division: DCC Propane
Lisle, Illinois
03.2006 - 03.2022
- Directed growth of water treatment business, evolving rental offerings into complete operations.
- Transformed and expanded division with dedicated sales personnel and enhanced training programs.
- Supported development of broader residential and commercial water treatment solutions.
- Established performance expectations and processes to boost sales conversion rates.
- Coached and developed sales personnel across multiple markets, ensuring ongoing performance improvement.
- Implemented structured training programs for new and existing employees in water treatment.
- Developed marketing strategies and business initiatives aimed at revenue growth and market penetration.
- Collaborated with leadership and teams to identify technologies and product opportunities.
Sales Representative
Culligan Water Conditioning
Bloomington, Illinois
05.1994 - 04.2006
- Developed residential and commercial water treatment accounts, driving customer acquisition, account growth, and long-term relationships.
- Built a strong foundation in direct sales, market development, and account management across McLean County.
- Developed expertise in water softening, filtration, and bottled water solutions.
- Trained and coached sales representatives and service technicians to strengthen sales effectiveness and customer engagement.
- Leveraged emerging technology and marketing strategies to enhance sales presentations, improve customer engagement, and expand market opportunities.
Education
Associate of Arts - Criminal Justice
Heartland Community College
Normal, Illinois01-1996
Skills
- Sales Leadership & Team Development
- Sales Strategy & Business Growth
- Business & Market Development
- Channel & Dealer Development
- Customer Acquisition & Retention
- Strategic Account & Relationship Management
- Lead, Pipeline & Sales Operations Management
- Consultative & Solution-Based Selling
- Revenue Growth & Performance Management
- Sales Training, Coaching & Talent Development
- Strategic Planning & Execution
- Cross-Functional Leadership & Collaboration
PERSONAL INTERESTS
Family, Fishing & Golf
PROFESSIONAL RECOGNITION
- Culligan Career Sales Ring — Earned through achievement of 20,000+ career sales points.
- District 9 Central Region Top Sales Performer – Bottled Water — 1998.
- District 9 Central Region Top Sales Performer – Professional Level 3 — 1998–2006.
- DCC Top Sales Performer Award — 2003, 2004 & 2005.
CAREER HIGHLIGHTS
- Built a 30+ year career in the water treatment industry, advancing from sales to leadership in national sales, business development, dealer development, and multi-market operations.
- Helped build and scale Pura Quality Water’s dealer network from 1 dealer to 11 active markets across 7 states, achieving approximately 91% dealer retention.
- Led dealer development, sales training, business growth, and online sales operations, consistently achieving 45%–55% closing ratios.
- Helped develop recurring-revenue rental programs and, at Hicksgas, expanded a water softener rental business into a comprehensive residential and commercial water treatment operation serving approximately 16,000 customers.
- Developed training and employee development programs that strengthened technical knowledge, sales effectiveness, and organizational consistency.
- Earned more than 20,000 career sales points with Culligan, including the Career Sales Ring, Bottled Water Salesperson of the Year, and District 9 Central Region Top Sales Performer recognition.
INDUSTRY EXPERTISE
- Residential & Commercial Water Treatment
- Softening, Filtration & Reverse Osmosis
- Bottled Water
- Rental Programs Reoccurring Revenue Management
- Dealer Development & Channel Sales
- Sales Operations & Training
- Customer Acquisition
Timeline
National Sales Manager
Pura Quality Water - Division: Canature WaterGroup
03.2022 - Current
Director of Water Treatment Sales & Development
Hicksgas LLC. - Division: DCC Propane
03.2006 - 03.2022
Sales Representative
Culligan Water Conditioning
05.1994 - 04.2006
Associate of Arts - Criminal Justice
Heartland Community College