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.

Key Responsibilities
Sales and Business Development
• Identify and pursue retrofit, upgrade, expansion, replacement, and aftermarket opportunities
across the company's 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)
• Bachelor's 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.)

Requisition ID: 22423