Refractory Sales & Estimating Representative

As a Refractory Sales & Estimating Representative at Empire Solutions, you will be responsible for developing new business, maintaining and expanding customer relationships, and selling and estimating refractory installation, maintenance, repair, and related industrial service projects within your assigned territory. This position requires a strong understanding of the refractory industry and the ability to apply technical industry knowledge to identify customer needs, develop project solutions, prepare estimates and proposals, and successfully close projects.

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Theideal candidate will have significant experience in the refractory industry, strong knowledge of refractory installation and maintenance practices, and an established network of industry contacts. This individual will serve as a primary point of contact for customers throughout the sales process and will work closely with estimating, operations, and field personnel to ensure projects are accurately scoped, competitively priced, and successfully executed.

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Sales & Business Development Responsibilities

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• Business Development: Identify, prospect, and develop new customers and business opportunities within industries that utilize refractory products and services, including steel, cement, glass, foundry, petrochemical, energy, and other industrial markets.
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• Customer Development: Establish, develop, and maintain strong relationships with existing and prospective customers. Identify opportunities for additional services and recurring maintenance work.
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• Sales Strategy & Execution: Develop and execute sales strategies to achieve revenue and profitability objectives within the assigned territory.
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• Customer Needs Assessment: Meet with customers to understand their refractory requirements, upcoming projects, maintenance needs, shutdown schedules, and operational challenges.
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• Consultative Selling: Use industry knowledge and technical understanding of refractory systems, installation, maintenance, and repair to recommend appropriate solutions to customers.
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• Project Sales: Identify and pursue opportunities for refractory installation, maintenance, repair, shutdown, and other industrial service projects from initial opportunity through contract award.
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• Proposal Preparation & Negotiation: Work with estimating and operations personnel to develop accurate project scopes, pricing, schedules, and proposals. Present proposals to customers, negotiate terms, and close projects while maintaining company profitability.
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• Relationship Management: Serve as a primary point of contact for assigned customers and maintain consistent communication throughout the sales and project development process.
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• Market Development: Monitor industry conditions, customer needs, competitor activity, and market trends to identify new opportunities and strengthen Empire Solutions' position within the refractory industry.
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Estimating Responsibilities

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• Review customer requirements, specifications, drawings, site conditions, and project scopes to develop accurate estimates.
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• Estimate project costs including labor, refractory materials, equipment, subcontractors, travel, and other associated expenses.
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• Work closely with operations and field personnel to understand labor requirements, installation methods, equipment needs, and project schedules.
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• Develop detailed proposals and quotations that accurately reflect project scope and anticipated costs.
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• Review estimates and proposals for accuracy, completeness, competitiveness, and profitability.
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• Participate in customer meetings and site visits as needed to evaluate project requirements and develop accurate scopes of work.
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• Maintain knowledge of current labor, material, equipment, and subcontractor costs.
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• Follow up on submitted proposals and communicate with customers throughout the bidding and award process.
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Customer & Account Management

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• Maintain accurate and up-to-date customer information, sales activities, opportunities, quotes, and follow-ups within the company's CRM system.
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• Develop long-term relationships with key decision-makers, plant personnel, purchasing departments, maintenance managers, and other customer contacts.
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• Monitor customer satisfaction and identify opportunities to improve service and expand the company's relationship with existing accounts.
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• Maintain regular communication with customers regarding upcoming projects, outages, maintenance schedules, and other potential opportunities.
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• Provide feedback to management and operations regarding customer expectations, market conditions, and competitive activity.
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Qualifications & Experience

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• Significant experience in the refractory industry is strongly preferred and will be given substantial consideration in the hiring process.
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• Demonstrated knowledge of refractory installation, maintenance, repair, and related industrial services.
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• Previous experience in refractory sales, estimating, project management, field supervision, installation, or a closely related refractory position.
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• Strong understanding of industrial environments and the needs of refractory customers.
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• Existing relationships and industry contacts within steel, cement, glass, foundry, petrochemical, energy, or other refractory-consuming industries are highly desirable.
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• Demonstrated ability to develop new business and maintain long-term customer relationships.
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• Experience preparing project estimates, proposals, bids, or quotations.
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• Strong negotiation, communication, and presentation skills.
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• Ability to understand technical project requirements and translate them into accurate scopes and estimates.
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• Strong organizational skills and ability to manage multiple projects, customers, estimates, and opportunities simultaneously.
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• Proficiency with Microsoft Office and CRM systems.
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• Ability and willingness to travel throughout the assigned territory and visit customer facilities as needed.
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• Valid driver's license and acceptable driving record.
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Key Competencies

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• Refractory Industry Expertise
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• Sales & Business Development
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• Project Estimating
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• Customer Relationship Management
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• Technical & Consultative Selling
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• Negotiation & Closing
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• Project Scoping
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• Communication & Presentation
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• Market Development
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• Financial & Profitability Awareness
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• Organization & Time Management
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