Inside Sales Account Manager

Inside Sales Account Manager

CECO Environmental is a global leader in providing sustainable solutions for industrial air, water, and energy transition. Since 1966, we've been addressing the world's most pressing environmental challenges. Our mission is to protect people, the environment, and industrial equipment, making a tangible impact across industries like renewable energy, semiconductor manufacturing, power generation, and water treatment. As a purpose-driven company, we foster a culture of innovation, collaboration, and integrity, ensuring that every project we undertake creates lasting positive change. At CECO, you'll be part of a growing, dynamic team committed to a cleaner, safer, and more sustainable future.

The Inside Sales Account Manager serves as a key commercial resource, exercising significant independent judgment and discretion in evaluating sales opportunities, prioritizing customer and market opportunities, developing account growth strategies, and recommending commercial approaches that support business objectives. The position regularly analyzes customer requirements, market conditions, competitive factors, and business priorities to determine the most effective path for opportunity development and revenue generation.

This role works with limited day-to-day supervision and is accountable for managing assigned accounts, evaluating sales opportunities, developing strategic account plans, analyzing commercial and market data, supporting sales forecasting activities, and advancing strategic growth initiatives. The position regularly exercises independent judgment and discretion when prioritizing opportunities, recommending customer engagement strategies, assessing business risks, and making recommendations that influence revenue growth, customer retention, and overall commercial performance.

Your Responsibilities Will Be:

Sales Growth & Business Development

• Identify, develop, and pursue new business opportunities through prospecting, referrals, digital outreach, customer engagement, market research, and industry networking.
• Evaluate customer and project opportunities to determine strategic fit, revenue potential, competitive positioning, and alignment with Kemco solutions.
• Qualify opportunities by assessing customer requirements, project scope, budget, timing, business objectives, and technical requirements.
• Develop and implement account growth strategies designed to increase revenue, strengthen customer relationships, and expand market penetration.
• Build, maintain, and expand relationships with distributors, consulting engineers, contractors, end users, and strategic partners.
• Collaborate with Regional Sales Managers and commercial leadership to advance opportunities and maximize sales success.
• Recommend sales approaches, pricing strategies, commercial terms, and customer engagement plans within established company guidelines.
• Exercise discretion in prioritizing opportunities, allocating effort across assigned accounts, and determining appropriate follow-up strategies.
• Manage opportunities through the sales cycle, including qualification, proposal support, customer engagement, negotiation support, follow-up activities, and order acquisition.
• Identify cross-selling, upselling, and strategic account expansion opportunities.
• Meet or exceed established sales objectives, activity expectations, and revenue growth targets.

Strategic Account Management

• Develop account plans for assigned customers and targeted prospects that support long-term growth objectives.
• Analyze customer business needs, purchasing trends, and future requirements to identify opportunities for expanded business relationships.
• Serve as a trusted commercial resource by recommending solutions that align customer objectives with Kemco capabilities.
• Identify competitive threats, account risks, and growth opportunities and recommend appropriate actions to leadership.
• Support customer retention initiatives through proactive relationship management and value-driven engagement.

Strategic Commercial Planning & Decision Making

• Evaluate sales opportunities to determine strategic fit, revenue potential, competitive positioning, resource requirements, risk factors, and alignment with Kemco business objectives.
• Develop and execute strategic account management plans for assigned customers and targeted prospects to drive long-term revenue growth and customer retention.
• Analyze customer trends, market conditions, competitive intelligence, industry developments, and commercial data to identify business risks and growth opportunities.
• Assess opportunity viability and recommend pursuit strategies, customer engagement approaches, pricing considerations, and resource allocation priorities.
• Support annual, quarterly, and monthly forecasting processes through analysis of pipeline activity, opportunity progression, market conditions, and customer demand indicators.
• Prepare and communicate forecasts, opportunity assessments, business analyses, and commercial recommendations to sales leadership.
• Utilize independent judgment and business discretion to prioritize opportunities, manage competing customer demands, and recommend actions that support growth objectives and profitability.
• Participate in commercial planning activities and contribute to strategic discussions regarding market expansion, account development, revenue growth, and business performance.
• Recommend process improvements and commercial strategies designed to improve sales effectiveness, forecasting accuracy, customer engagement, and operational performance.

Customer Relationship Management

• Serve as a primary point of contact for assigned customers and prospects.
• Deliver responsive, professional, and consultative support throughout the sales process.
• Provide product, application, and solution information to prospective and existing customers.
• Develop strong customer relationships that promote trust, satisfaction, loyalty, and repeat business.
• Coordinate with internal departments to resolve customer concerns and ensure timely execution of customer requirements.
• Manage customer communications while balancing customer satisfaction with company objectives and commercial priorities.

Commercial Analysis & Decision Support

• Analyze sales data, pipeline activity, market trends, customer feedback, and competitive intelligence to identify growth opportunities.
• Assess business opportunities and make recommendations regarding pursuit strategy, customer prioritization, and resource utilization.
• Evaluate commercial risks and opportunities and recommend actions that support revenue generation and profitability goals.
• Support commercial planning through analysis of account performance, sales trends, and pipeline metrics.
• Prepare recommendations for leadership regarding strategic account development and business growth initiatives.
• Exercise independent judgment when evaluating customer needs, resolving commercial issues, and determining appropriate business responses.

Pipeline & CRM Management

• Maintain accurate customer, contact, activity, opportunity, and forecast information within the CRM system.
• Manage and prioritize a healthy sales pipeline to support forecasted business growth.
• Document customer interactions, sales activities, market intelligence, and opportunity progress.
• Utilize CRM tools and reporting systems to monitor sales performance, track opportunities, and support decision-making.
• Support forecasting activities through ongoing opportunity assessment and pipeline analysis.
• Ensure customer and opportunity data remain accurate, complete, and actionable.

Commercial Planning & Reporting

• Prepare sales activity reports, pipeline summaries, forecasting updates, and opportunity analyses.
• Monitor key commercial metrics and communicate performance updates to commercial leadership.
• Gather and communicate market intelligence, customer feedback, industry trends, and competitive insights.
• Support strategic growth initiatives through data-driven analysis and recommendations.
• Recommend actions to enhance sales effectiveness and customer engagement.

Cross-Functional Collaboration

• Partner with engineering, operations, project management, customer service, and other business functions to support customer requirements.
• Coordinate internal resources to ensure timely response to customer opportunities and business objectives.
• Participate in commercial planning sessions, sales meetings, strategic initiatives, and continuous improvement efforts.
• Promote teamwork, collaboration, and alignment with overall business goals.
• Represent Kemco professionally and consistently in all internal and external interactions.

Performance Metrics & Success Measures

Performance will be evaluated through a combination of individual, team, and business objectives. Goals and targets will be established annually and may be modified based on market conditions, business priorities, and commercial objectives.

Required Qualifications:

• High school diploma or equivalent required.
• Minimum three (3) years of experience in inside sales, account management, business development, technical sales, or a related commercial role.
• Demonstrated success generating leads, developing opportunities, and supporting revenue growth initiatives.
• Experience evaluating business opportunities and managing opportunities through multiple stages of the sales cycle.
• Demonstrated experience with strategic account management, opportunity evaluation, forecasting, commercial analysis, and business decision-making in a sales or account management environment.
• Demonstrated ability to exercise independent judgment in prioritizing activities and managing customer opportunities.
• Experience utilizing CRM systems to manage customer relationships and sales activity.
• Strong consultative selling and customer relationship management skills.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong organizational, analytical, and problem-solving abilities.
• Ability to manage multiple