Director of Sales

CIMCO Refrigeration•Chesapeake, SC

14d•Remote

About The Position

The US Director of Sales is responsible for leading CIMCO’s US capital projects sales team and strengthening the company’s market position in ammonia and CO₂ industrial refrigeration systems. This role drives bookings growth by developing strategic sales plans, improving pipeline quality, and increasing win rates across targeted industries and geographies. The director will oversee pursuit strategy, customer engagement, opportunity qualification, proposal development, and commercial alignment. This position requires strong leadership, technical credibility, and the ability to manage complex capital project sales cycles involving multiple stakeholders. The role also partners closely with estimating, engineering, operations, and executive leadership to ensure sold work aligns with project execution requirements. Success in this fast‑paced, growth‑oriented role requires strong commercial instincts, disciplined sales management, and the ability to build a scalable, accountable, high‑performing sales organization.

Requirements

Bachelor’s degree in Business, Engineering, Construction Management, or related field; equivalent experience considered.
10+ years of sales experience in industrial refrigeration, mechanical systems, engineered equipment, industrial construction, or similar capital project environments.
5+ years of sales leadership experience with responsibility for team performance and bookings growth.
Demonstrated success selling complex capital projects with long sales cycles and multiple stakeholders.
Strong knowledge of ammonia and CO₂ refrigeration systems or related industrial/process cooling applications.
Experience selling into food processing, cold storage, distribution, beverage, manufacturing, protein processing, or similar industrial sectors.
Strong commercial acumen including pricing, margin management, negotiation, and contract awareness.
Excellent leadership, communication, and relationship‑building skills.
Ability to travel within the United States as needed.

Nice To Haves

Experience in design‑build, engineered‑to‑order, or industrial mechanical contracting environments.
Experience with both greenfield and retrofit/brownfield projects.
Familiarity with CRM systems, structured pipeline management, and disciplined forecasting.
Understanding of customer drivers around sustainability, reliability, safety, uptime, energy efficiency, and lifecycle cost.

Responsibilities

Lead and elevate the U.S. capital projects sales team, providing clear direction, coaching, and structure to build a disciplined, high‑performing organization capable of selling complex engineered refrigeration systems.
Drive overall bookings growth and market expansion, shaping and executing strategic sales plans that strengthen CIMCO’s position in ammonia and CO₂ industrial refrigeration across key U.S. industries.
Develop and maintain deep customer and market relationships, engaging end users, developers, consultants, engineers, and contractors to uncover opportunities and position CIMCO as a trusted long‑term partner.
Oversee pursuit strategy and opportunity management, ensuring disciplined qualification, strong proposal positioning, and consistent improvement in win rates for greenfield, retrofit, modernization, and replacement projects.
Collaborate closely with estimating, engineering, operations, and project teams to create commercially sound, technically credible solutions that align with customer needs and execution requirements.
Guide commercial strategy and negotiation efforts, supporting contract alignment, margin protection, and risk management while maintaining strong customer trust and partnership.
Ensure accurate pipeline visibility and forecasting, using data, metrics, and structured review processes to improve decision‑making, accountability, and sales effectiveness.
Strengthen strategic account planning and market targeting, identifying high‑value segments, growth opportunities, and customer priorities where natural refrigerant systems deliver clear competitive advantage.
Champion continuous improvement within the sales organization, refining processes, enhancing pursuit discipline, and building scalable systems that support long‑term growth.
Support companywide planning and growth initiatives, contributing insights on market trends, customer needs, competitive positioning, and strategic opportunities across the U.S. capital projects landscape.