Head of Sales (B2B) (Remote)

Commercial Sales Leadership Position
At CECO Environmental, we're 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. This is a commercial sales leadership position requiring business to business (B2B) sales, application engineering, and proposal preparation skills. The selected candidate will own and drive revenue growth for air pollution control equipment and systems to a metals industry customer base primarily within the USMCA region; an additional goal will be encroachment into different markets other than metals such as pharmaceuticals. He or she will be responsible for application engineering, proposal preparation, estimating, spare parts estimates, and most importantly the overall sales of the business unit. The ideal candidate will have in-depth experience in the sale of air pollution control or air handling equipment such as fans, baghouses, scrubbers, etc. The candidate brings proven track record of developing customer relationships, leading complex sales cycles, expanding into new markets, and driving business unit growth and will help build the strategy to formalize a business plan and milestones to achieve this growth. This role offers the opportunity to shape and scale a growing business unit, with potential for expanded leadership responsibilities as the team grows.
Own full-cycle sales strategy and execution for the business unit, including pipeline development, forecasting, and revenue attainment.
Owns commercial strategy including pricing approach, deal structuring, and margin optimization.
Build and expand strategic relationships with key accounts, OEMs, and industry partners.
EV, battery, pharma, industrial manufacturing).
Lead complex, multi-stakeholder sales processes from qualification through close.
Interface with customers to clarify technical requirements and present proposed solutions.
Visits customers to analyze needs and/or equipment specifications, performance requirements, RFQs, and recommend products (as needed, 10-25%).
Review customer specifications, RFQs, and process data to develop appropriate air pollution control system solutions (e.g., Partner with engineering teams to support equipment sizing, selection, and technical validation based on process conditions and regulatory requirements and independently size and select equipment based on process conditions, emissions requirements, and applicable regulations.
Lead development of high-quality technical and commercial proposals in collaboration with engineering and estimating teams to prepare expert level technical proposals, including system descriptions, process calculations, equipment specifications, and cost estimates.
Collaborate with other leaders, project management, and engineering teams to ensure alignment on scope, pricing, and delivery.
Ensure designs comply with environmental regulations and industry standards.
Support contract handoff to execution teams, including scope reviews and technical clarifications.
Provide input on continuous improvement of sales tools, proposal processes, and technical positioning to enhance win rates and improve standard design tools, calculation methods, and proposal templates on the sales side of the business.
Stay current on industry trends, technologies, and regulatory changes in air pollution control.
Utilizes engineering knowledge to ensure continuous, ongoing product growth and improvement of processes, methods, and quality.
Promotes and maintains a flexible, cooperative, team oriented and customer focused attitude.
Analyzes customer requirements to develop and prepare a highly detailed proposal which describes type of equipment needed, preliminary design, price, delivery time, and financial terms.
Manages the "Spares" portion of the business unit.
Leads in the sales of CAPEX "Systems" to incorporate all CECO Industrial Solutions brands and technologies into solutions for industry.
Works cross-functionally across all of CECO Industrial Air Strategic Business Unit.
Focuses on CECO Busch and actively supports opportunities in North America (primary), South America, Asia, and Europe with a specific focus on:
Aluminum Scalper Chip Collection & Metal Grinding Line Emission Control.
Metal Painting Lines & Coating Lines with a focus in support of EV production.
Acid Gas Scrubbing for Steel Pickle Lines.
Fugitive Emission Control & Air Quality for production facilities.

Focuses on expanding CECO Busch into other niche industries and applications and geographic locations.
Lead and contribute to the development of forward-thinking sales strategy, including market prioritization, account segmentation, and long-term growth planning in developing forward-thinking sales strategy to ensure logical and measured growth of the business unit; Focused on continuous improvement of the sales generation process.
Drive quality customer acquisition, retention, and expansion strategies.
Oversee sales forecasting, budgeting, and pipeline management to ensure accurate revenue projections.
With growth, it is expected this individual will help or lead the recruitment, training, and development of additional high-performing sales or application engineering talent.
Translate customer needs into commercially viable solutions, balancing technical feasibility with business outcomes.
Act as the voice of the customer internally to influence product development, pricing strategy, and solution design.
5-10+ years of experience in technical sales, industrial solutions, environmental services, or related industries, with a strong preference for air pollution control or air handling systems.

• Ability to read and interpret engineering documents.
• Ability to read AutoCAD drafting documents.
• Technical sales knowledge; metals, pharmaceutical, environmental or air pollution background a huge plus.
• Ability to work with technical, marketing, and product management personnel.
• Highly proficient using Microsoft Word, Excel, PowerPoint, and Outlook.
• Excellent oral and written skills when communicating with customers, sales agents, and internal employees.
• Proven track record of achieving or exceeding revenue targets in complex B2B sales environments.
• Experience managing long-cycle, capital equipment or engineered solutions sales.
• Strong relationship-building and stakeholder management skills across technical and executive audiences.
• Demonstrated ability to bridge technical concepts with business value for customers.
• CRM pipeline management and sales forecasting (e.g., Salesforce, D365).
• Strategic thinking and market analysis.
• Commercial negotiation and deal structuring.

Bachelor's degree in engineering, business, environmental science or related discipline highly preferred.
Prior experience in the engineering design, and/or commercial industrial manufacturing industry is helpful.
Ability to do "light" CAD, 3D modelling, and P&IDs a plus, but not required.
Travel requirements:

Some travel is required (10-25%); must have the ability to travel across international borders and be within 1-2 hours of a major airport.
This position can be tailored to the individual and can be located remote/WFH or located in the CECO corporate Addison office.
To be successful, the role has frequent interaction with other sales team members, engineering, project management, supply