Representative, Territory Sales

About the role

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.

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