Retrofit & Upgrade Sales Manager

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

Brief Description

The Retrofit and Upgrade (R&U) Sales Manager is responsible for driving growth and profitability through the identification, development, and execution of retrofit, upgrade, modernization, and replacement opportunities for air pollution control systems and equipment. This role combines strategic business development, technical solution selling, and account management responsibilities to support both existing customers and new business opportunities.

This role combines strategic business development, technical solution selling, and customer relationship management. The ideal candidate will have direct Air Pollution Control (APC) experience with Electrostatic Precipitators (ESPs), particularly ESP rebuilds, upgrades, retrofits, and modernization projects.

Key Responsibilities

Sales and Business Development

• Identify and pursue retrofit, upgrade, expansion, replacement, and aftermarket opportunities

across the companys installed equipment base and target accounts.

• Generate new business opportunities through prospecting, networking, industry events, referrals,

and market analysis.

• Build and maintain a robust sales pipeline and accurately forecast sales activity and bookings.

• Lead the sales process from opportunity identification through proposal development, contract

negotiation, and order closure.

Account Management

• Develop and maintain strong relationships with existing customers, including environmental

managers, plant managers, maintenance personnel, project engineers, and procurement teams.

• Collaborate with engineering teams to define project scope, technical requirements, and solution

strategies.

• Conduct regular customer visits to evaluate equipment performance, identify improvement

opportunities, and promote company solutions.

• Serve as a trusted advisor on emissions compliance, operational challenges, equipment

reliability, and process optimization.

• Support customer retention initiatives through proactive engagement and value-added

recommendations.

Technical Solution Selling

• Evaluate existing air pollution control systems and recommend technical solutions to improve

performance, efficiency, capacity, and regulatory compliance.

• Prepare and deliver technical presentations, proposals, and return-on-investment analyses.

• Review customer specifications, process data, and operating conditions to develop tailored

upgrade and retrofit solutions.

• Participate in site evaluations, performance assessments, and troubleshooting activities.

Proposal and Project Support

• Coordinate with estimating, engineering, procurement, and project management teams to

develop accurate and competitive proposals.

• Assist in project risk assessment, contract review, and scope definition activities.

• Support project kickoff and customer handoff processes following project award.

• Monitor project progress and maintain customer communication to ensure satisfaction and

identify future opportunities.

Market and Industry Development

• Track emerging technologies, competitive offerings, industry trends, and environmental

regulations impacting customer operations.

• Identify markets and industries with high potential for retrofit and upgrade opportunities.

• Provide market intelligence and customer feedback to leadership and product development

teams.

• Represent the company at industry conferences, trade shows, and customer events.

Sales Administration

• Maintain accurate customer records, opportunity tracking, and forecasting within the CRM

system.

• Prepare monthly sales reports, pipeline updates, and business development plans.

• Manage sales activities in accordance with company policies and procedures.

#1ANDRITZway Core Behaviors

• Customer Focus

• Ownership for Performance

• Shared Commitment

• Openness

Job Specific Competencies

• Strong relationship-building and customer engagement skills.

• Excellent verbal, written, and presentation communication abilities.

• Ability to influence stakeholders across multiple organizational levels.

• Strong organizational and project coordination skills.

• Results-oriented mindset with the ability to work independently.

• Strong relationship-building and customer engagement skills.

• Problem-solving and critical-thinking skills.

• Adaptability in a fast-paced and technically complex environment.

• Computer proficient with Microsoft software; Project, Word, Excel, Outlook, Power Point and TEAMS.

• Willingness to learn and open to training.

Qualifications (Required)

• Bachelors or Master’s degree in Engineering, Environmental Science, Business, or a related technical

field.

• Minimum of 5 years of industrial sales experience, preferably within air pollution control, environmental

equipment, process industries, or related technical markets.

• Demonstrated success in selling retrofits, upgrades, aftermarket services, replacement equipment, and

modernization projects.

• Strong understanding of industrial manufacturing processes and environmental compliance

requirements.

• Experience developing technical proposals and negotiating commercial agreements.

• Proficiency with CRM systems and Microsoft Office applications.

• Ability to travel to domestic and international sites (typically 20-30%).

Other Valued Experience, Knowledge, Skills & Abilities (Preferred)

• Project Management Professional (PMP), Engineer-In-Training (EIT), or Professional Engineer (PE)

certification a plus.

• Working knowledge of AutoCAD and SAP

• Experience in Air Quality Control Technologies (ESP’s, BHF, scrubbers, etc.)

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.