Note: The job is a remote job and is open to candidates in USA. Aspen Aerogels is a technology leader in sustainability and electrification solutions that develops aerogel products for resource efficiency, e-mobility, and clean energy markets. The Sales Manager will identify, influence, and secure U.S. capital projects under $1MM in insulation revenue, manage EPC and corporate account relationships, drive project specifications, and oversee opportunities from inception through construction.
Responsibilities
- Identify and qualify capital projects in the U.S. across diverse markets, including carbon capture, hydrogen, ammonia, SAF, data centers, renewable diesel/RNG, power, refining, petrochemical, and gas processing
- Secure project specifications and scope inclusion for Aspen Aerogels solutions
- Build influence early in the project cycle by engaging EPCs, licensors, and asset owners
- Track projects through engineering, procurement, and construction phases to maximize conversion and revenue realization
- Lead outreach and relationship expansion with mid-level EPCs (e.g., S&B, Hargrove, Onyx Engineering, OPD, River City Engineering, Saulsbury, Burns & McDonnell, BCCK, Eichleay)
- Expand Aspen’s network at larger EPCs (e.g., Worley, Fluor, Bechtel) where limited contact currently restricts influence
- Conduct technical presentations, insulation scope reviews, and project solution workshops to position Aspen as a preferred technical and commercial partner
- Influence EPC standards and specifications to include Pyrogel and Cryogel Z as a preferred or standard solution
- Maintain strategic alignment with major corporate accounts—including Exxon, Lyondell, Shell, BASF, CP Chem, Marathon, P66, Oxy, Delek, and others—to drive project pull-through
- Build and maintain multi-level account strategies in collaboration with Regional Industrial Sales Managers
- Understand long-term facility plans, expansion activity, turnaround cycles, and corporate initiatives to predict future capital project opportunities
- Coordinate communications and project updates across Aspen stakeholders to ensure alignment with corporate account strategies
- Maintain comprehensive project and account data in D365 CRM in accordance with Aspen’s operating rhythm
- Develop accurate forecasts for capital project revenue and probability-weighted pipelines
- Use CRM and other tools to track key milestones: specification, approval, bid, award, and execution
- Coordinate internally with Marketing, Commercial Operations, Finance, and Technical Services to ensure project delivery, pricing, and margin objectives are met
- Monitor competitor activity and adjust strategies to protect and expand Aspen’s insulation footprint
- Travel up to approximately 60% of time to maintain project influence, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers
- Plan travel to maximize both capital project advancement and regional account development
Skills
- 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles
- Deep familiarity with the engineering workflow at EPCs, including FEED, detailed design, procurement, and construction
- Demonstrated ability to influence project specifications and drive adoption of premium-value technical products
- Experience navigating complex project environments and multi-stakeholder organizations
- Strong commercial acumen with the ability to assess project economics, value levers, and risk factors
- Highly entrepreneurial, self-directed, and collaborative across multiple functions and organizations
- Strong CRM discipline (D365 preferred)
- Excellent communication, technical presentation, and relationship-building skills
- High integrity, strong work ethic, and bias for action
- Ability to create and communicate a compelling project and account strategy
- Team-oriented leadership that elevates the success of Regional Industrial Sales Managers and internal stakeholders
- Problem-solving mindset with a strong ability to anticipate technical or project barriers
- Entrepreneurial energy with a commitment to building new markets and relationships from the ground up
- Background in insulation systems, high-value technical materials, or energy infrastructure
- Experience with hydrogen, carbon capture, renewable fuels, power, petrochemical, or refining sectors
- Established networks within the mid-tier EPC community
Benefits
- Medical
- Dental
- Vision
- Tuition Reimbursement
- Paid Holidays
- Sick Time
- PTO
- 401k Employer Match
- Life and Disability Insurance
- A comprehensive benefits package
- A positive and productive work environment
- Encouraged work/life and family balance
- Opportunities for growth and development
- Yearly Bonus eligibility
Company Overview