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, using aerogel technology to support resource efficiency, e-mobility, and clean energy. The Sales Manager, US Capital Projects will identify, influence, and secure U.S. capital projects, manage EPC and corporate account relationships, drive product specifications, and oversee projects 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
- 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
- Travel up to approximately 60% of time to maintain project influence, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers
- 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
- Work/life and family balance
- Opportunities for growth and development
- A culture focused on inclusion, sustainability, and working together to solve the world’s toughest challenges
- Yearly Bonus eligibility
Company Overview