New Equipment Account Executive

Position Summary

Reporting to the Director of Sales, Support, and Solutions, the New Equipment Account Executive is responsible for developing, pursuing, and closing new equipment opportunities across the assigned CBSS territory. While CBSS maintains a primary focus on service and lifecycle support, this role expands customer value by identifying and delivering solutions from the Cleaver-Brooks new equipment portfolio and across CBSS’s seven Sales and Service Divisions. The Account Executive serves as the commercial lead throughout the full project lifecycle, coordinating engineering, procurement, construction, and commissioning activities to ensure each solution meets the customer’s technical, operational, schedule, and financial requirements. This position works closely with customers, consulting engineers, contractors, representatives, manufacturing teams, service leaders, and internal support functions to grow profitable equipment sales and strengthen long-term customer relationships.

Key Responsibilities

Sales & Opportunity Development

• Develop and execute a territory sales plan that supports CBSS bookings, revenue, margin, market-share, and strategic-account objectives for new equipment.
• Identify, qualify, and pursue new equipment opportunities with end users, consulting engineers, mechanical contractors, EPC firms, developers, and other channel partners.
• Conduct customer site visits and discovery meetings to understand plant operations, capacity needs, reliability concerns, emissions requirements, energy goals, project timing, funding, and decision criteria.
• Position the Cleaver-Brooks new equipment portfolio and integrated boiler room solutions across CBSS’s seven Sales and Service Divisions, coordinating with the appropriate business units and technical resources to meet customer requirements.
• Develop budgetary proposals, technical-commercial presentations, and final quotations in partnership with estimating, applications engineering, product management, and manufacturing.
• Build relationships early in the project cycle to influence specifications, establish basis-of-design preferences, and create differentiated value beyond equipment price.
• Maintain an accurate Salesforce pipeline, including opportunity scope, value, AOD, probability, competition, next steps, forecast timing, and win/loss rationale.
• Negotiate commercial terms within approved authority and close profitable orders that meet customer expectations and company requirements.

Engineering, Procurement, Construction & Commissioning

• Lead the commercial coordination of the engineering, procurement, construction, and commissioning process from initial concept through startup and turnover.
• Coordinate with customers and engineering resources to define design criteria, equipment selection, scope boundaries, utility requirements, controls integration, emissions compliance, and deliverables.
• Review bid documents, plans, specifications, and customer requirements; identify scope gaps, technical risks, exclusions, alternates, and value-engineering opportunities.
• Coordinate procurement requirements, vendor quotations, submittals, lead times, purchase-order alignment, and long-lead components to support the committed project schedule.
• Partner with project management, contractors, and field teams to support equipment delivery, installation planning, construction coordination, change management, and issue resolution.
• Coordinate factory and field resources for startup, commissioning, performance verification, operator training, documentation, and customer acceptance.
• Maintain clear accountability for commercial commitments while promptly escalating technical, schedule, contractual, safety, or financial risks.

Internal Coordination & Customer Lifecycle Support

• Collaborate with CBSS General Managers, Service Sales, Account Executives, technicians, and branch teams to align new equipment pursuits with local customer strategy and service capabilities.
• Engage Cleaver-Brooks business units and subject-matter experts to develop technically sound, competitive, and executable solutions.
• Lead structured order handoffs to project management, operations, finance, service, and other execution teams, ensuring scope, schedule, commercial terms, customer expectations, and risks are clearly documented.
• Monitor project progress and remain the customer’s commercial point of contact through delivery, installation, startup, and final acceptance.
• Coordinate contract review, credit requirements, bonding or insurance needs, payment milestones, change orders, and collection support with the appropriate internal teams.
• Connect new equipment installations to startup, planned maintenance, aftermarket parts, controls support, water treatment, remote monitoring, and other lifecycle service opportunities.
• Provide timely forecasts, account updates, competitive intelligence, and market feedback to sales and business leadership.
• Represent CBSS and Cleaver-Brooks at customer meetings, industry events, trade associations, and training activities as required.

Qualifications

• Bachelor’s degree in engineering, business, construction management, or a related field; equivalent relevant experience may be considered.
• 5+ years of successful technical sales, capital equipment, boiler systems, industrial construction, or EPC-related experience preferred.
• Demonstrated ability to develop and close complex, long-cycle opportunities involving multiple technical and commercial stakeholders.
• Working knowledge of boiler room systems, combustion, controls, emissions, water treatment, heat transfer, and related mechanical systems preferred.
• Ability to interpret engineering drawings, specifications, bid packages, process requirements, and commercial contract terms.
• Experience coordinating engineering, procurement, construction, startup, or commissioning activities for industrial or commercial projects.
• Strong financial and commercial acumen, including pricing, margin management, forecasting, negotiation, risk assessment, and change-order management.
• Proficiency in Salesforce or an equivalent CRM and Microsoft Office applications; experience with ERP and quoting systems is preferred.
• Excellent written, verbal, presentation, and relationship-management skills, with the ability to coordinate across customers, contractors, engineers, operations, and manufacturing teams.
• Strong organizational skills, attention to detail, personal accountability, and the ability to manage multiple opportunities and projects simultaneously.
• Ability to travel throughout the assigned territory and to customer, jobsite, manufacturing, and commissioning locations as business needs require.

This job description is intended to describe the general nature and level of work performed. It is not an exhaustive list of all duties, responsibilities, or qualifications. Responsibilities may evolve to meet changing business needs. Employees may be required to perform other job-related duties as assigned to support business operations.

Benefits of being a Cleaver-Brooks Sales & Service Employee:

• Competitive salary
• Comprehensive benefits, including medical, dental, vision, maternity support program, discounted virtual physician visits, voluntary medical benefits (Critical Illness, Hospital Care, and Accidental Injury), FSA, HSA, life insurance, short term and long-term disability
• Cash matching 401(k) plan
• Employee assistance program (EAP)
• Pet insurance
• Employee discount program
• Tuition assistance
• Paid time off and 11 paid holidays

Who is Cleaver-Brooks Sales & Service:

Cleaver-Brooks Sales and Service, Inc. (CBSS) is a market leader in providing fully integrated boiler and burner systems. CBSS offers a full range of capabilities from: new equipment, installation, rentals, retrofits, repairs, parts, and service. We can deliver, install, and upgrade boiler room solutions that improve efficiency, reduce cost, and optimize space. CBSS delivers the most efficient, reliable, safe, and environmentally sustainable solutions that differentiate us in the marketplace. We are a 24/7 customer driven operation.

This description indicates the general nature of the tasks and responsibilities required of positions given this classification. It is not intended as a complete list of specific duties and responsibilities. Nor is it intended to limit or modify the right of management to assign, direct, and control the specific duties of individuals performing this function. The Company reserves the right to change, modify, amend, add to or delete from any section of this document as it deems, in its judgement, to be proper.

By applying for this job and providing your mobile number, you consent to receive an initial text message from a Cleaver Brooks Talent Team member. You will have the option to opt out upon receiving the message. Messages may include updates on your application, scheduling initial screenings or interviews, and similar communications. Standard message and data rates may apply, and message frequency may vary.

Equal Opportunity Employer
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