Industrial Services Provider / backed by a US Private Equity Fund
Our client
Our client is a newly established entity of a specialized industrial services provider that focuses on environmental protection and emission reduction for heavy industry. It functions as an independent engineering and technology firm dedicated to clean traditional industrial processes through advanced air and waste gas treatment. As the company that was carved out is now under Private Equity ownership objectives are ambitious: e.g. Net Sales should be doubled during the holding period.
Your tasks
- Drive sustainable net sales growth with strong emphasis on expanding and scaling service-related revenues.
- Increase sales effectiveness by improving hit rates for both new and existing customers through optimized pipeline management, value-based selling, and targeted account strategies.
- Lead business development initiatives by identifying, prioritizing, and acquiring new target customers to support long-term growth and market expansion.
- Sales Project Completion Management (last mile): Oversee the transition from sales to project execution, ensuring that technical specifications and customer expectations established during the bidding phase are met during commissioning and final handover.
- Strategic Stakeholder Alignment: Act as the primary executive liaison between the customer’s C-suite and internal engineering, project management, and legal teams to resolve high-level technical or commercial roadblocks during project delivery.
- Complex Contract Closure: Lead negotiations for high-stakes, long-term engineering and service contracts, including Performance Guarantees for emission limits (e.g., SCR, filters, scrubbers).
- Solution-Led Strategy: Develop and execute sales strategies for bespoke engineering solutions, focusing on industrial decarbonization, regulatory compliance (EPA/EU standards), and waste-to-energy integration.
- Market Intelligence & Adaptation: Monitor global environmental regulations and technological shifts (e.g., green hydrogen, e-fuels) to adapt the company’s product portfolio and sales tactics.
- Lifecycle Revenue Management: Drive growth not just through new equipment sales, but through the entire asset lifecycle, including maintenance, upgrades, and operational services for installed systems.
Your qualification
- Executive Leadership: At least 8-10 years of sales experience, with at least 5 years in an executive role overseeing large, international teams.
- Sector Expertise: Proven track record in industrial plant engineering or B2B manufacturing, specifically dealing with high-capital-expenditure (CapEx) projects.
- Private Equity Exposure: Experience working under private equity ownership is an advantage, as it requires a specific focus on rapid value creation, cash flow management, and “player-coach” leadership.
- Helpful capabilities are:
- Carve-out/Turnaround: Previous success in leading a sales organization through a corporate carve-out or a regional turnaround (e.g., in Europe) is highly relevant.
- Technical Literacy: Ability to translate complex engineering solutions (like thermal oxidation or carbon capture) into a compelling business case for C-level clients.
- Financial & Analytical Acumen: Proficiency in data-driven decision-making using CRM analytics, sales forecasting, and monitoring KPIs like order intake and conversion rates.
- Strategic Market Development: Expertise in identifying and entering high-growth verticals (e.g., battery manufacturing) while diversifying away from traditional automotive sectors.
- Key Account Management: Skilled in Account-Based Planning to secure long-term, high-margin service contracts for the existing installed base.
- Very good Soft Skills is a must: Ability to motivate and energize the Sales team but also capabilities to set clear objectives and guidelines, roles and responsibilities; willing to win as a team.
- Entrepreneurial attitude is a must.
- Willingness to travel; the job requires the management of several EU markets.
- Exceptional negotiation and stakeholder management skills to navigate the interests of international subsidiaries, board members, and global clients.
- Hands-on, ‘get-things-done’ type of person.
- Excellent English language skills, additional EU language acumen is a plus.
To apply for this job email your details to c.seyfarth@talentspy.de
