Sales Manager
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Job Description
Sales Manager leading B2B sales strategy for Air Pollution Control Equipment at CECO Environmental. Responsible for market expansion and customer relationship management.
Responsibilities:
- Own full-cycle sales strategy and execution for the Business Unit, including pipeline development, forecasting, and revenue attainment
- Owns commercial strategy including pricing approach, deal structuring, and margin optimization
- Develop and execute go-to-market strategies for core and adjacent industries
- Build and expand strategic relationships with key accounts, OEMs, and industry partners
- Identify and drive new market penetration opportunities (e.g., EV, battery, pharma, industrial manufacturing)
- Lead complex, multi-stakeholder sales processes from qualification through close
- Interface with customers to clarify technical requirements and present proposed solutions
- Visits customers to analyze needs and/or equipment specifications, performance requirements, RFQs, and recommend products (as needed, 10-25%)
- Review customer specifications, RFQs, and process data to develop appropriate air pollution control system solutions (e.g., scrubbers, baghouses, thermal oxidizers, cyclones, etc.)
- Partner with engineering teams to support equipment sizing, selection, and technical validation based on process conditions and regulatory requirements and independently size and select equipment based on process conditions, emissions requirements, and applicable regulations
- Lead development of high-quality technical and commercial proposals in collaboration with engineering and estimating teams to prepare expert level technical proposals, including system descriptions, process calculations, equipment specifications, and cost estimates
- Collaborate with other leaders, project management, and engineering teams to ensure alignment on scope, pricing, and delivery
- Ensure designs comply with environmental regulations and industry standards
- Support contract handoff to execution teams, including scope reviews and technical clarifications
- Provide input on continuous improvement of sales tools, proposal processes, and technical positioning to enhance win rates and improve standard design tools, calculation methods, and proposal templates on the sales side of the business
- Stay current on industry trends, technologies, and regulatory changes in air pollution control
- Utilizes engineering knowledge to ensure continuous, ongoing product growth and improvement of processes, methods, and quality
- Promotes and maintains a flexible, cooperative, team oriented and customer focused attitude
- Provides timely, competent technical design advice on products, systems and services
- Provides direct technical consultation with other internal departments
- Analyzes customer requirements to develop and prepare a highly detailed proposal which describes type of equipment needed, preliminary design, price, delivery time, and financial terms
- Manages the “Spares” portion of the Business Unit
- Leads in the sales of CAPEX “Systems” to incorporate all CECO Industrial Solutions brands and technologies into solutions for industry
- Works cross-functionally across all of CECO Industrial Air Strategic Business Unit
- Focuses on CECO Busch and actively supports opportunities in North America (primary), South America, Asia, and Europe with a specific focus on: o Metal Rolling Mill Fume Exhaust Systems. o Aluminum Scalper Chip Collection & Metal Grinding Line Emission Control. o Metal Painting Lines & Coating Lines with a focus in support of EV production. o Acid Gas Scrubbing for Steel Pickle Lines. o Lead/Acid Battery production & recycling. o Lithium-Ion Battery production & recycling. o Galvanize Line Strip Cooling Systems. o Fugitive Emission Control & Air Quality for production facilities
- Focuses on expanding CECO Busch into other niche industries and applications and geographic locations
- Lead and contribute to the development of forward-thinking sales strategy, including market prioritization, account segmentation, and long-term growth planning in developing forward-thinking sales strategy to ensure logical and measured growth of the business unit; then executing upon the strategy
- Focused on continuous improvement of the sales generation process
- Drive quality customer acquisition, retention, and expansion strategies
- Oversee sales forecasting, budgeting, and pipeline management to ensure accurate revenue projections
- With growth, it is expected this individual will help or lead the recruitment, training, and development of additional high-performing sales or application engineering talent
- Monitor competitor activity and adjust strategies to maintain a competitive edge
- Negotiating Terms and Conditions with end-users and/or clients
- Performs other duties of a similar nature and level as assigned
- Translate customer needs into commercially viable solutions, balancing technical feasibility with business outcomes
- Act as the voice of the customer internally to influence product development, pricing strategy, and solution design
Requirements:
- 5-10+ years of experience in technical sales, industrial solutions, environmental services, or related industries, with a strong preference for air pollution control or air handling systems
- Ability to read and interpret Engineering documents
- Ability to read AutoCAD drafting documents
- Technical sales knowledge; metals, pharmaceutical, environmental or air pollution background a huge plus
- Ability to work with technical, marketing, and product management personnel
- Highly proficient using Microsoft Word, Excel, PowerPoint, and Outlook
- Excellent oral and written skills when communicating with customers, sales agents, and internal employees
- The ability to troubleshoot and creatively problem solve
- Proven track record of achieving or exceeding revenue targets in complex B2B sales environments
- Experience managing long-cycle, capital equipment or engineered solutions sales
- Strong relationship-building and stakeholder management skills across technical and executive audiences
- Ability to navigate ambiguity and drive results in evolving or growth-stage business environments
- Demonstrated ability to bridge technical concepts with business value for customers
- CRM pipeline management and sales forecasting (e.g., Salesforce, D365)
- Strategic thinking and market analysis
- Commercial negotiation and deal structuring
Benefits:
- We provide a variety of medical insurance plans, with dental and vision coverage
- Employee 401(k)
- tuition reimbursement
- and much more
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