Note: The job is a remote job and is open to candidates in USA. CECO Environmental provides sustainable solutions for industrial air, water, and energy-transition challenges. The Territory Sales Representative drives profitable growth for CECO Kirk & Blum by developing new business, expanding strategic accounts, and selling custom industrial ventilation, air-quality, fabrication, installation, and field-service solutions. The role manages opportunities through the full sales cycle while owning territory planning, pipeline health, forecasting, commercial execution, and customer relationships.
Responsibilities
- 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
Skills
- 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
- 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
- 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
Benefits
- We provide a variety of medical insurance plans, with dental and vision coverage, Employee 401(k), tuition reimbursement, and much more.
Company Overview