Sales Account Executive

Wieland Group · Verona, VA · 2 wk ago

Full-time

About the role

Wieland is hiring a Sales Account Executive for our Shell and Tube business. The Sales Account Executive will drive revenue growth by expanding market share, increasing sales volumes, and fostering long-term strategic partnerships. This role requires a proactive approach in identifying new business opportunities while effectively managing and strengthening relationships with existing key accounts. The position is located in Verona, VA, with a potential for a hybrid schedule following training. Frequent travel is required, including in-person client meetings, customer engagements, overnight stays, and participation in trade shows or sales conferences. Occasional weekend travel may be necessary.

Responsibilities

Own and execute the North America commercial strategy for Shell & Tube products across our locations in Delaware, OH and Verona, VA.
Drive coordinated market approach across both platforms to maximize cross-selling and solution-based offerings.
Develop annual account plans, pricing strategies, and growth targets aligned with BU Thermal Solutions objectives.
Identify, develop, and convert new business opportunities across OEMs, EPCs, and industrial end markets.
Build and maintain a robust project pipeline, with focus on large-scale and strategic opportunities (e.g., data center cooling, LNG, energy infrastructure).
Lead commercialization efforts from initial engagement through quotation, negotiation, and order closure.
Serve as the primary commercial contact for key accounts across North America.
Establish and strengthen long-term relationships with decision-makers and influencers within customer organizations.
Manage ongoing communication regarding project status, technical requirements, delivery timelines, and issue resolution.
Lead and support contract negotiations, pricing discussions, and commercial agreements to ensure profitable growth.
Partner with inside sales, engineering, and operations teams to deliver accurate, competitive, and timely quotations.
Ensure alignment between customer expectations and internal execution capabilities.
Act as the commercial bridge between customers and internal teams including engineering, operations, planning, and supply chain.
Coordinate across global Wieland sites (Delaware, OH US/Europe, Verona, VA US/Europe, etc.) to optimize supply strategy and delivery performance.
Support capacity planning and prioritization decisions based on customer demand and strategic value.
Monitor market trends, competitor activity, and customer developments within Shell & Tube markets.
Provide insights to leadership on pricing, demand trends, and growth opportunities.
Support strategic initiatives including product development, market expansion, and operational improvements.

Key Performance Metrics

Revenue & Margin Growth: Achieve and exceed sales and contribution margin targets for Shell & Tube NA.
Pipeline Development: Build and maintain a strong, qualified opportunity pipeline.
Customer Growth: Expand share within key accounts.
On-Time Execution Support: Partner with operations to ensure successful project delivery and customer satisfaction.

Requirements

Bachelor’s degree in Business, Engineering, or related field preferred.
5+ years of B2B sales experience, preferably in heat exchangers, HVAC, industrial equipment, or engineered products.
Strong understanding of project-based sales and technical applications within industrial or HVAC markets.
Demonstrated ability to manage complex accounts and navigate long sales cycles.
Strong financial acumen with experience managing pricing, margins, and contract structures.
Excellent communication, negotiation, and relationship management skills.
Proficiency in CRM, SAP, and Microsoft Office tools.
Highly self-motivated with strong organizational and strategic thinking capabilities.
Ability to travel frequently (customer visits, project meetings, trade shows).

Benefits

Medical, Dental, Vision, Disability, Life insurance starting on Day 1.
Retirement Savings: 401(k) contribution + match.
Paid Vacation & Holidays.
Wellness Programs: Earn healthcare premium discounts and HSA employer contributions based on program participation.

Wieland offers growth opportunities with over 9,000 employees worldwide and 40+ locations in North America. The company is committed to sustainability and fostering an inclusive environment for all employees.