Sales Manager, CECO Busch

Job Summary At CECO Environmental, we’re a global leader in providing sustainable solutions for industrial air, water, and energy transition. Since 1966, we’ve been addressing the world’s most pressing environmental challenges. Our mission is to protect people, the environment, and industrial equipment, making a tangible impact across industries like renewable energy, semiconductor manufacturing, power generation, and water treatment. As a purpose-driven company, we foster a culture of innovation, collaboration, and integrity, ensuring that every project we undertake creates lasting positive change. At CECO, you’ll be part of a growing, dynamic team committed to a cleaner, safer, and more sustainable future. We are proud to share that CECO was named one of Newsweek’s America’s Greatest Companies for 2025 and that Forbes recognized CECO as one of America’s Most Successful Small Cap Companies for 2026, marking our third consecutive year on the Forbes list. CECO Environmental is a publicly traded company on the NASDAQ under the ticker CECO, reflecting our strong growth, financial performance, and commitment to delivering value to shareholders. As part of the CECO Environmental family of brands, Busch International plays a critical role in delivering specialized air handling, emission control, and cooling systems for metals and industrial markets that protect both people and the environment. By joining our team, you’ll contribute to our shared mission of protecting global industrial operations and shaping the future of environmental stewardship. This is a commercial Sales leadership position requiring business to business (B2B) Sales, Application Engineering, and Proposal Preparation skills. The selected candidate will own and drive revenue growth for Air Pollution Control Equipment and Systems to a Metals Industry customer base primarily within the USMCA region; an additional goal will be encroachment into different markets other than metals such as pharmaceuticals. He or she will be responsible for application engineering, proposal preparation, estimating, spare parts estimates, and most importantly the overall sales of the Business Unit. The ideal candidate will have in-depth experience in the sale of Air Pollution Control or Air Handling equipment such as fans, baghouses, scrubbers, etc. and be respectful, resourceful, reliable, and resilient. The candidate brings proven track record of developing customer relationships, leading complex sales cycles, expanding into new markets, and driving business unit growth and will help build the strategy to formalize a business plan and milestones to achieve this growth. This role offers the opportunity to shape and scale a growing business unit, with potential for expanded leadership responsibilities as the team grows. Your Responsibilities Will Be: • 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. Required Qualifications: • 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. Preferred Qualifications: • Bachelor’s Degree in Engineering, Business, Environmental Science or related discipline highly preferred. • Prior experience in the Engineering design, and/or commercial industrial manufacturing industry is helpful. • Ability to do “light” CAD, 3D modelling, and P&IDs a plus, but not required. Travel Requirements: • Some travel is required (10-25%); must have the ability to travel across international borders and be within 1-2 hours of a major airport. • Valid Driver’s License required. ADA Requirements: This position can be tailored to the individual and can be located remote/WFH or located in the CECO Corporate Addison office. To be successful, the role has frequent interaction with other sales teams members, engineering, project management, supply chain and field support teams. The ideal candidate will be comfortable working with remote resources across CECO Environmental’s many international locations and will be flexible in working hours when required to collaborate with peers and team in the Americas and Europe and Asia. Flexibility to adapt to occasional scheduled video meetings and collaborative tasks is essential. • 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. We Offer: 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. ABOUT US CECO’s Commitment to Our People At CECO, our people are at the center of everything we do. Whether you’re a professional looking for a career change, an undergraduate student exploring opportunities, or a recent graduate with an advanced degree, you’ll find your chance to make a difference with CECO. ABOUT CECO CECO Environmental is a leading environmentally focused, diversified industrial company whose solutions protect people, the environment, and industrial equipment across the globe, serving a broad landscape of industrial air, industrial water and energy transition markets. We serve these markets and our global customers through our key business segments: Engineered Systems and Industrial Process Solutions. Learn more about CECO by visiting About Us. Equal Opportunity Employer CECO is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment. 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