Sales Manager - EPC Accounts, USA

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, services, and solutions for the LNG and industrial gases industry. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with over $1.5 B in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Role Overview

The Sales Manager will drive sales growth for our technical products and engineered solutions within the engineering, procurement and construction (EPC) market. The role combines direct account leadership, opportunity development and value-based selling, supported by close collaboration with Technical Sales and Applications teams.

The successful candidate will develop strong customer relationships, position our products around customer and project needs, and manage opportunities from early engagement through contract award and internal handover. Performance will be measured against an assigned territory sales target and agreed Management by Objectives (MBOs).

Key Responsibilities

Account Leadership and Business Development

• Lead commercial relationships with assigned EPC accounts, building engagement across engineering, procurement, project management and leadership teams.
• Develop and execute account and territory plans to grow existing relationships and secure new customers.
• Identify upcoming projects and engage early to position our products for consideration, specification and approved supplier status.
• Understand customer priorities, purchasing processes, project schedules and competitive positioning.
• Present clear value propositions that connect product capabilities with customer benefits, including technical performance, reliability, lifecycle cost and project execution requirements.
• This role requires periodic travel to customer and company sites across North America.

Opportunity Management and Technical Collaboration

• Lead the commercial sales process, including opportunity qualification, bid strategy, proposal follow-up and negotiation within delegated authority.
• Work closely with Technical Sales and Applications teams to translate customer requirements into appropriate technical solutions and competitive proposals.
• Coordinate customer engagement and internal support, establishing clear responsibilities, deliverables and timelines for each opportunity.
• Maintain commercial continuity throughout technical discussions and ensure customer commitments are aligned internally.
• Support an effective handover of awarded orders, communicating agreed scope, commercial terms and customer expectations.

Sales Performance, Forecasting and Reporting

• • Deliver the assigned territory sales target and agreed MBOs.
  • Maintain accurate and current customer, opportunity and project information in the CRM system.
  • Provide regular pipeline updates and sales forecasts, including opportunity value, stage, expected award date, probability, risks and next actions.
  • Monitor performance against targets and implement actions to address gaps in pipeline coverage or conversion.
  • Share market intelligence, customer feedback and competitor activity with the Regional Business Line Manager and supporting teams.

• Experience and Qualifications

  • Demonstrated success selling technical products, industrial equipment or engineered solutions to EPC companies or comparable project-driven customers.
  • Experience managing complex accounts, multiple decision-makers and extended project sales cycles.
  • Ability to understand technical requirements and explain product value in clear commercial terms.
  • Experience coordinating with technical specialists to develop proposals and progress opportunities.
  • Strong commercial judgment, negotiation, presentation and relationship-building skills.
  • Proficiency in CRM systems, pipeline management and sales forecasting.
  • A degree in engineering, business or a related discipline, or equivalent relevant industry experience.
  • Willingness to travel throughout the assigned territory as required.

   

• Personal Attributes

  • Highly motivated and self-directed, with a strong sense of accountability for results.
  • Able to work independently, manage time effectively and prioritize accounts and opportunities.
  • Proactive in identifying opportunities, resolving obstacles and maintaining momentum through long sales cycles.
  • Collaborative and effective at coordinating internal support across functions.
  • Disciplined in follow-through, reporting and managing customer expectations.

   

• Measures of Success

  • Achievement of territory sales targets.
  • Delivery of agreed MBOs.
  • Growth in qualified pipeline and opportunity conversion.
  • Forecast accuracy and CRM discipline.
  • Development of strategic EPC relationships and new account opportunities.
  • Effective collaboration with Technical Sales and Applications teams.

Nikkiso CE&IG is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.