[Hiring] Territory Sales Representative @CECO Environmental

Role Description

The Territory Sales Representative drives profitable growth for CECO Kirk & Blum within an assigned geographic territory. This customer-facing role develops new business and expands strategic accounts for custom industrial ventilation systems, dust, fume, and mist collection solutions, industrial ductwork, custom sheet and plate fabrication, turnkey installation, and related field services. Using a consultative, value-based approach, the representative partners with industrial end users, engineering firms, contractors, and other decision-makers to understand process-air, contaminant-capture, environmental-compliance, plant-expansion, and retrofit needs. The role advances opportunities from prospecting and site assessment through estimating, proposal, contract award, project handoff, and post-sale follow-up, while owning territory planning, pipeline health, forecast accuracy, commercial execution, and customer relationships.

• Develops and executes an annual territory plan to achieve or exceed revenue, gross-margin, order, and strategic-growth objectives.
• Prospects, qualifies, and converts new opportunities while expanding business with existing accounts across engineered systems, custom fabrication, installation, retrofit, repair, replacement, and field-service offerings.
• Builds trusted relationships with plant engineering, environmental health and safety, operations, maintenance, facilities, procurement, capital-project, and executive stakeholders, as well as engineering firms and contractors.
• Conducts discovery meetings and customer-site surveys to understand process-air conditions, contaminant sources, production requirements, existing-system performance, project scope, schedule, budget, and environmental or safety requirements.
• Positions Kirk & Blum solutions for dust, fume, and mist capture; industrial ventilation; ductwork, hoods, and stacks; custom sheet and plate fabrication; equipment integration; installation; testing and balancing; and field service.
• Prepares and delivers technical presentations, budgetary estimates, quotations, and value-based proposals for engineered-to-order and customer-designed projects.
• Owns opportunities through the full sales cycle, including qualification, site assessment, solution alignment, commercial strategy, estimating coordination, negotiation, contracting, close, project handoff, and post-sale follow-up.
• Maintains timely and accurate account, contact, opportunity, activity, and forecast information in Salesforce and follows established pipeline stages and sales processes.
• Provides monthly and quarterly forecasts, identifies risks and actions, and uses market and pipeline information to prioritize activity and improve forecast accuracy.
• Partners with engineering, estimating, fabrication, field installation, project management, procurement, operations, legal, finance, and safety teams to develop compliant, competitive, and executable solutions.
• Reviews customer specifications, drawings, bid documents, site requirements, schedules, and commercial terms; coordinates clarifications, exceptions, approvals, and change-scope discussions.
• Conducts plant visits, project walkdowns, lunch-and-learns, seminars, and trade-show activities to generate demand and strengthen customer engagement.
• Monitors market trends, competitor activity, installed-base opportunities, customer capital plans, and regulatory or compliance drivers affecting industrial air-quality projects.
• Coordinates a complete handoff after award and remains engaged during execution to support customer communication, issue resolution, change opportunities, satisfaction, repeat business, and references.
• Follows all company, customer-site, travel, safety, ethics, data-security, and compliance requirements.
• Performs other duties of a similar nature and level as assigned.

Qualifications

• Bachelor’s degree in engineering, construction management, business, or a related field; an equivalent combination of relevant education and experience may be considered.
• Five or more years of successful B2B territory sales, business development, estimating, or account-management experience involving industrial ventilation, air-pollution control, dust collection, HVAC/process-air systems, mechanical contracting, custom fabrication, capital projects, or related industrial services.
• Experience selling into manufacturing, metals, automotive, food processing, woodworking, chemical processing, or other industrial markets preferred.
• Working knowledge of industrial ventilation, dust/fume/mist capture, ductwork, fans, collectors, hoods, stacks, air-system components, custom sheet-metal fabrication, and field installation preferred.
• Demonstrated record of meeting or exceeding sales targets, developing new accounts, expanding existing business, and closing complex, site-specific project opportunities.
• Experience reviewing drawings, specifications, bid packages, scopes of work, and commercial requirements and coordinating with engineering, estimating, fabrication, and installation teams.
• Proficiency with Salesforce or a comparable CRM, Microsoft Office, and virtual collaboration tools.
• Ability to communicate technical and commercial concepts clearly to plant personnel, engineers, contractors, procurement teams, and executive stakeholders.
• Strong business acumen, negotiation, presentation, organization, problem-solving, and written and verbal communication skills.
• Ability to work independently, prioritize a geographically dispersed territory, and collaborate effectively across office, shop, and field teams.

Requirements

• Positions in this function typically require typing, sitting, climbing, balancing, stooping, kneeling, crouching, crawling, reaching, standing, walking, pushing, pulling, lifting, fingering, grasping, feeling, talking, hearing, seeing and repetitive motions.
• Concentrated mental and/or visual attention. The work involves performing complex tasks to very close accuracy and quality specifications, or a high degree of hand and eye coordination for sustained periods.
• The job is typically performed under comfortable working conditions; any disagreeable elements are generally absent during normal performance of job. Visits to our manufacturing facility and suppliers’ facilities is required to monitor active projects and address design issues.
• Compliance with company attendance standards.
• Sedentary Work: Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met.

Benefits

• We provide a variety of medical insurance plans, with dental and vision coverage, Employee 401(k), tuition reimbursement, and much more.
• At CECO, we are committed to a culture where every employee is valued and respected for their unique experiences and perspectives.
• We believe a diverse and inclusive work environment contributes to the rich exchange of ideas and diversity of thoughts, that inspires innovation and brings the best solutions to our customers.