Business Unit Manager

Role Summary

The Business Unit Manager - Industrial Emissions holds primary accountability for the overall performance, strategic direction, and P&L results of the Emissions Business Unit. This leadership role is centered on driving aggressive, strategic business growth across our entire portfolio, encompassing both advanced emissions instrumentation and data analysis software. The manager must maximize market penetration within the industrial and commercial energy sectors through the effective management of marketing resources direct sales teams, distribution, and web shop channels. Success in this unit is dependent on implementing a deeply data-driven approach, defining and monitoring Key Performance Indicators (KPIs) to optimize sales processes, channel efficiency, and overall revenue expansion.

Key Responsibilities

1. Strategic Planning & Execution (Emissions Focus & Data-Driven Growth)

• Develop, implement, and own the multi-year commercial growth strategy specifically for the Emissions Unit, aligning sales goals for both instrumentation and software lines with company objectives.
• Utilize data analytics and market intelligence to identify key regulatory shifts, emerging customer needs, and untapped growth opportunities within the markets concerning combustion and emission from for example: engine, boiler, furnace, production processes, etc.
• Establish, monitor, and report on a comprehensive set of Key Performance Indicators (KPIs), including pipeline velocity, sales cycle efficiency, channel ROI, customer acquisition cost (CAC), and software adoption rates among emissions & combustion testing customers.
• Present data-backed performance reports and strategic recommendations to the Instrumentation Sales Director and executive leadership on a regular basis.

2. Channel Management & Optimization (Distribution & Direct Sales)

• Oversee the performance and strategic development of the national distribution network focused on emissions, ensuring partners are adequately trained, motivated, and aligned with product strategies for both hardware and software.
• Lead the direct sales organization, focusing on high-value enterprise accounts and complex solution selling that integrates emissions instrumentation with data analysis software.
• Implement formal performance metrics for all channels, driving accountability and optimizing resource allocation between direct and indirect sales efforts.

3. Product Portfolio Commercialization (Instrumentation & Software)

• Ensure that the sales and distribution strategies effectively support the unique sales motions required for high-value emissions instrumentation (longer sales cycle, capital investment) and subscription-based software (recurring revenue, rapid adoption).
• Work closely with Product Management to develop go-to-market strategies, pricing models, and commercial narratives that articulate the combined value of our integrated solutions for managing and reporting emissions data.
• Manage sales forecasting and budgeting processes, ensuring accurate and predictive models are built using historical KPI data for the Emissions BU.

Qualifications

• Demonstrable track record of driving strategic business growth in a technical or scientific industry, ideally involving both hardware/instrumentation and software products.
• Bachelor's degree in business administration, Engineering, or a related technical field; MBA or equivalent advanced degree preferred.
• Preferred minimum of 10+ years' equivalent experience in the field of engines, boilers, furnaces, or related emissions equipment, with a strong technical understanding of the domain.
• 10+ years of progressive commercial leadership experience, including proven success in both direct sales management and distribution channel development.
• Expert-level proficiency in leveraging CRM systems and business intelligence (BI) tools to extract, analyze, and apply sales performance data and KPIs.
• Exceptional leadership, communication, and negotiation skills, with the ability to influence cross-functional teams and external partners.

Job Details & Benefits

• Location: Remote – Northern New Jersey Preferred
• Schedule: Monday to Friday
• Benefits: 401(k), Dental insurance, Health insurance, Health savings account, Life insurance, Paid time off, Vision insurance

Job Type: Full-time

Pay: $140, $160,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Employee assistance program
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Vision insurance

Work Location: Remote