Strategic Industrial Sales Leader in Nashville, TN for Confidential Return to Search Results
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Strategic Industrial Sales Leader
Confidential
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Details
Posted: 06-Sep-26
Location: Nashville, Tennessee
Salary Details: We are not constraining this search to a standard package. Remuneration will be designed around the candidate's calibre, proven track record and credible ability to create high-quality U.S. revenue.
Required Education: 4 Year Degree
Years of Experience: 5 - 10
Additional Information:
Hybrid/Remote is allowed.
Type:
Full Time
Level:
Experienced
Categories:
Chemical Engineering
United States | New customer acquisition
We are seeking a rare individual who combines the judgement of a senior engineer, the credibility of a plant insider and the commercial instinct of an elite enterprise seller. The mandate is simple: grow our customer base in the United States by winning high-quality new customers.
Company: Shared on request
Primary mandate: Grow U.S. customer base
Market: Continuous-process industries, with an initial emphasis on chemical manufacturing, cement, and pulp and paper
Location: United States; remote-based with frequent domestic travel
Operating model: Senior individual contributor with end-to-end ownership
The Mandate
This person owns U.S. customer acquisition from first access to signed order. They must create credible entry into the right accounts, identify a problem worth solving, navigate the customer organisation, build the value case, direct the sales process and secure commitment on terms that work for the company.
The internal technical team will support detailed diagnostics, solution design and delivery. The sales leader must know exactly when to bring that team in, what support is needed and what the next commercial step must be. They cannot depend on others to create access, maintain momentum or close.
Company Description
We improve industrial plant performance through advanced process control and process optimisation. Our work targets measurable improvements in stability, throughput, energy use, yield, quality and asset utilisation. The sale therefore sits at the intersection of engineering, operations, finance and organisational change.
The successful candidate must be able to hold a credible first technical conversation, recognise where we can create material value and earn the customer's confidence.
Primary Measure of Success
New U.S. customers and signed orders secured on internally approved commercial terms.
Responsibilities
- Create access: Use trusted relationships, referrals and intelligent outreach to secure meetings with the stakeholders appropriate to each stage of the sale.
- Discovery: Clarify the plant's operating problem, financial consequence, decision process, competing priorities and definition of success.
- Translate engineering into value: Connect process behaviour and control improvements to commercial outcomes such as production, energy, yield, quality, reliability and risk.
- Build and navigate the stakeholder map: Work across plant operations, engineering, process control, maintenance, management, corporate specialists, finance, procurement and executive sponsors.
- Protect the opportunity: Reach out to the people who can genuinely shape, sponsor or advance the decision. Avoid engaging stakeholders who lack the authority, context or motivation to move the opportunity forward and may unintentionally sterilise it through misunderstanding, delay, internal politics or premature procurement involvement. Keep the company's differentiated role and value clear.
- Involve technical team at the right time: Know when technical or commercial input will materially improve the opportunity, and bring us in with a clear purpose, relevant context and a defined outcome. Do not involve technical teams prematurely, waste internal time on poorly qualified opportunities or rely on us to provide direction at every stage. Take ownership of progressing the opportunity independently, while escalating only when technical or commercial involvement is genuinely needed.
- Control momentum: Convert every meaningful interaction into an agreed next step, owner and date. Identify stalled decisions early and act decisively.
- Resolve objections and complexity: Navigate budgets, shutdown windows, technical scepticism, internal approvals, procurement, legal review and competing initiatives without sacrificing trust.
- Close on the right terms: Lead proposal delivery and negotiation through to signed order while protecting scope, economics and delivery feasibility.
- Hand over cleanly: Transfer commitments, customer context, value case, stakeholder expectations and commercial obligations to the delivery team.
- Maintain decision-grade records: Keep account maps, opportunity notes, actions, forecasts and risks accurate enough that the business never has to reconstruct the truth.
- Improve the system: Feed market intelligence, objections, competitor insight and process improvements back into our offering and sales approach.
Candidate Requirements
- Engineer and seller: A formal qualification in electrical, electronic or chemical engineering, combined with a career that genuinely includes industrial technical work and personal responsibility for winning business.
- Deep industrial fluency: Can discuss continuous-process operations, DCS and PLC environments, regulatory and advanced control, constraints, variability and plant economics without hiding behind pre-sales specialists.
- Proven complex-sales record: Repeated personal wins in high-value technical services, automation, optimisation or consulting-not one fortunate deal or credit inherited from a team.
- Existing U.S. market access: A current, trust-based network in relevant process industries, strong enough to create credible conversations inside priority accounts within the first 30 days.
- Ability to win new customers: Has personally converted unfamiliar or lightly connected accounts into customers rather than relying only on established accounts, inbound demand or a dominant brand.
- Full-cycle ownership: Can move independently from account selection and first contact through discovery, technical alignment, business case, proposal, negotiation, procurement and order.
- Plant-floor-to-boardroom presence: Can earn respect from operators and control engineers, hold the attention of senior stakeholders and communicate the same opportunity credibly to an executive or financial audience.
- Stakeholder judgement: Reads influence, incentives, politics and decision rights accurately. Knows whom to approach, in what sequence and through which route.
- Commercial judgement: Understands when to push, reframe, escalate, wait or walk away. Will not buy revenue through discounting, vague scope or impossible delivery promises.
- Exceptional communication: Listens precisely, asks incisive questions and distils ambiguity into a clear problem, value proposition, decision and next action.
- Autonomy and pace: Creates momentum without constant direction, remains composed under pressure and is comfortable being judged on outcomes.
- Operating discipline: Accurate forecasting, rigorous follow-up and clean records are habitual, not administrative work imposed by management.
- Integrity: Builds trust through candour, keeps commitments, protects confidential information and never misrepresents the company's capabilities.
- Mobility: Legally authorised to work in the U.S. without current or future employer sponsorship, based in the U.S. and willing to travel frequently for in-person customer engagement.
Remuneration
We are not constraining this search to a standard package. Remuneration will be designed around the candidate's calibre, proven track record and credible ability to create high-quality U.S. revenue.
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