Sales Manager - Project Pursuit

Job Description

Job Description

Who We Are

Thermon is a global industrial technology leader and the world's foremost provider of mission-critical heating solutions. From power generation and semiconductors to oil & gas and food processing, our systems keep essential industries running safely, efficiently, and reliably.

We do not just make heaters-we deliver complete, end-to-end solutions that include design, installation, controls, and monitoring. Our people and products transfer the warmth needed to make life work .

Headquartered in Austin, Texas, and operating in 18 countries, Thermon is built on the values of Care, Commit, and Collaborate . We are a team of innovators and problem-solvers, united by our mission and driven by a culture of ownership and impact.

 

The Role 

The Sales Manager, Project Pursuit is responsible for identifying, developing, influencing, and securing strategic project opportunities that drive growth across Thermon's products, engineered solutions, and services portfolio. This role focuses on early project engagement, specification development, EPC relationship management, and project tracking to maximize Thermon's participation in capital projects, expansions, upgrades, decarbonization initiatives, and major turnaround investments.

The Sales Manager, Project Pursuit, serves as a strategic liaison between customers, EPCs, engineering consultants, project owners, contractors, and internal teams to ensure Thermon is engaged early in project life cycles and positioned as a preferred supplier and solutions partner.

This position works closely with Sales, Business Development, Engineering, Product Management, Estimating, Operations, and Executive Leadership teams to drive project capture strategies and long-term revenue growth.

 

Key Responsibilities and Accountabilities include

• Drive growth through successful identification, development, and conversion of project opportunities across assigned markets and territories.
• Develop and execute project pursuit strategies that align with Thermon's regional and global growth objectives.
• Establish and maintain strong relationships with EPCs, engineering consultants, project owners, contractors, and key industry influencers.
• Identify upcoming capital projects, expansions, modernization programs, maintenance initiatives, and turnaround opportunities.
• Influence project specifications and engineering standards to ensure Thermon products and solutions are appropriately considered and specified.
• Track projects through all phases including planning, front end engineering design (FEED), detailed engineering, procurement, construction, commissioning, and start up.
• Develop project opportunity pipelines and maintain accurate forecasting within Thermon's CRM platform.
• Collaborate with regional sales teams to ensure effective project ownership, customer engagement, and opportunity management. 

• Work cross functionally with Operations, Engineering, Product Management, and Estimating teams to develop winning customer solutions and proposal strategies.
• Analyze project requirements, commercial risks, competitive positioning, and market dynamics to improve win rates.
• Monitor project award activity and maintain visibility of bidding, procurement, and contractor engagement processes.
• Develop account strategies for key EPCs, engineering firms, and owner accounts.
• Conduct customer visits, technical presentations, and project reviews to strengthen relationships and uncover opportunities.
• Provide market intelligence regarding competitors, customers, emerging technologies, industry trends, and project developments.
• Assist in the preparation of quotations, proposals, commercial strategies, and contract negotiations.
• Support sales forecasting, market analysis, territory planning, and strategic business planning activities.
• Coordinate project pursuit activities across multiple Thermon business units to maximize customer value and cross selling opportunities.
• Manage customer concerns and facilitate resolution of commercial or technical issues when required.
• Represent Thermon at industry conferences, technical forums, trade shows, and networking events.
• Maintain compliance with company policies, ethical business practices, and safety standards.
• Perform other duties as assigned by management.

 

Key Characteristics, Competencies and Skills

Project Pursuit and Strategic Selling

• Proven ability to identify and develop project opportunities from concept through award.
• Strong understanding of project sales cycles and industrial construction processes.
• Ability to influence key stakeholders throughout complex decision-making processes.
• Experience developing pursuit strategies for major industrial projects.

Relationship Management

• Ability to establish and maintain effective relationships at multiple organizational levels.
• Strong customer engagement and stakeholder management skills.
• Experience working with EPCs, engineering consultants, contractors, and end users.

Communication and Presentation

• Exceptional verbal, written, and presentation skills.
• Ability to communicate technical and commercial concepts effectively.
• Comfortable delivering executive briefings, customer presentations, and technical discussions.

Business Acumen

• Strong analytical and strategic thinking capabilities.
• • Ability to evaluate market trends, project economics, and competitive positioning.
  • Experience interpreting customer requirements and translating them into business opportunities.

  Technical Capability

  • Ability to understand engineered products, technical specifications, and project requirements.
  • Strong understanding of industrial systems and project execution environments.
  • Ability to collaborate effectively with engineering and technical teams.

  Technology Skills

  • Experience utilizing CRM systems, preferably Microsoft Dynamics.
  • Proficient in Microsoft Office applications including Excel, PowerPoint, Outlook, and Word.
  • Ability to analyze pipeline data, forecasts, and project metrics.

   

  Qualifications

  • Bachelor's degree in Engineering, Engineering Technology, Industrial Distribution, Business, or a related field preferred.
  • Minimum 5 years of experience in Project Sales, Business Development, Strategic Account Management, Sales Engineering, Project Pursuit, or Industrial Sales.
  • Experience engaging with EPCs, engineering firms, contractors, and industrial end users.
  • Demonstrated experience managing large capital projects and long sales cycles.
  • Experience in refining, petrochemical, chemical processing, LNG, energy, power generation, industrial manufacturing, or related industries.
  • Strong understanding of project execution methodologies and capital project development processes.
  • Ability to communicate complex technical and commercial concepts to diverse audiences.
  • Proven track record of securing project opportunities and driving revenue growth.
  • Experience with CRM systems, forecasting, and opportunity management.

   

  Preferred Qualifications

  • Experience with heat tracing, industrial heating systems, engineered solutions, electrical systems, instrumentation, or related industrial technologies.
  • Experience working on FEED projects and specification development.
  • Established relationships within EPC and owner organizations.
  • Understanding of industrial construction and project procurement practices.

   

  Regular Activities

  • Ability to travel to customer sites, EPC offices, construction sites, and industrial facilities.
  • Willingness and ability to travel up to 50% of the time.