Sales Manager, US Capital Projects

Aspen is a technology leader in sustainability and electrification solutions. The Company's aerogel technology enables its customers and partners to achieve their own objectives around the global megatrends of resource efficiency, e-mobility, and clean energy. Aspen's PyroThin® products enable solutions to thermal runaway challenges within the electric vehicle ("EV") market. The Company's Cryogel® and Pyrogel® products are valued by the world's largest energy infrastructure companies. Aspen's strategy is to partner with world-class industry leaders to leverage its Aerogel Technology Platform® into additional high-value markets. Aspen is headquartered in Northborough, Mass. What we value
- At Aspen, our values reflect who we are and how we work both with each other and our customers, suppliers, and communities. They shape our interactions, guide our decisions, and inspire us to bring our best.
Whether collaborating internally or externally, our values drive us to make a meaningful impact within Aspen and in all our relationships. Aspen’s CORE Values We Do the Right Thing We are Problem Solvers We are Allies We Drive Forward What you will do
- TheSales Manager, US Capital Projectsis responsible foridentifying, influencing, and securing capital projects in the United States thatrepresentapproximately The Sales Manager will manage a national portfolio of capital projects in markets such as hydrogen, carbon capture, SAF, data centers, power, refining, petrochemical, renewable fuels, and midstream. The Sales Manager will drive project specifications, influenceinsulationscope decisions, coordinate cross-functionally to position Aspen Aerogels as the preferred solution provider, and will own the project frominceptionto construction. This individual will also lead strategic corporate key account management, support regional Industrial Sales Managers during travel within their territories, and contribute toemerging-marketstrategy and market development. How will you do it
- Capital Project Identification & Development ( Identifyand qualify capital projects in the U.
S. across diverse markets, including carbon capture, hydrogen, ammonia, SAF, data centers, renewable diesel/RNG, power, refining, petrochemical, and gas processing. Secure project specifications andscopeinclusion for Aspen Aerogels solutions. Build influence early in the project cycle by engaging EPCs, licensors, and asset owners. Track projects through engineering, procurement, and construction phases to maximize conversion and revenue realization. EPC Relationship Ownership (Mid-Tier Focus) Lead outreach and relationship expansion with mid-level EPCs (e.g., S&B, Hargrove, Onyx Engineering, OPD, River City Engineering, Saulsbury, Burns & McDonnell, BCCK,Eichleay). Expand Aspen’s network at larger EPCs (e.g., Worley, Fluor, Bechtel) where limited contact currently restricts influence. Conduct technical presentations, insulation scope reviews, and project solution workshops to position Aspen as a preferred technical and commercial partner. InfluenceEPC standards and specifications to includePyrogelandCryogelZ as a preferred or standard solution. Corporate Key Account & Strategic Engagement Maintain strategic alignment with major corporate accounts—including Exxon, Lyondell, Shell, BASF, CP Chem, Marathon, P66, Oxy, Delek, and others—to drive project pull-through. Build and maintain multi-level account strategies in collaboration with Regional Industrial Sales Managers. Understand long-term facility plans,expansionactivity, turnaround cycles, and corporate initiatives to predict future capital project opportunities. Coordinate communications and project updates across Aspen stakeholders to ensure alignment with corporate account strategies. Maintain comprehensive project and account data in D365 CRMin accordance withAspen’s operating rhythm. Developaccurateforecasts for capital project revenue and probability-weighted pipelines. Use CRM and other tools to track key milestones: specification, approval, bid, award, and execution. Coordinate internally with Marketing, Commercial Operations, Finance, and Technical Services to ensure project delivery, pricing, and margin objectivesare met. Monitor competitor activity and adjust strategies to protect and expand Aspen’s insulation footprint. Travel Requirements Travel up to approximately 60% oftimetomaintainproject influence, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers. Plan travel to maximize both capital project advancement and regional account development. Why you are right for the job
- 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles. Deep familiarity with the engineering workflow at EPCs, including FEED, detailed design, procurement, and construction. Demonstrated ability to influence project specifications and drive adoption of premium-value technical pro