Business Development - Glass Industry

Air Comfort, Inc; Menomonee Falls (WI); Remote; USD 60,000 - 80,000; Full time

Job summary

A leading supplier in engineered components is seeking a professional to create and scale market presence in the U.S. and Canada for graphite products used in the glass manufacturing sector. The ideal candidate will have a strong background in B2B technical sales, proven skills in territory development, and the ability to travel extensively. This is a remote-first role with significant travel to customers and team alignment in Menomonee Falls, WI.

Qualifications

• Experience in B2B technical/industrial sales, preferably with engineered components or materials.
• Proven record of building a territory or market from scratch.
• Familiarity with glass manufacturing or high-temperature applications preferred.

Responsibilities

• Own market creation for container and pharmaceutical glass.
• Prospect, qualify, and close opportunities with end users and OEMs.
• Maintain a rigorous CRM pipeline with clear stages and forecasts.

Skills

B2B technical/industrial sales experience

Negotiation skills

CRM discipline

Strong commercial acumen

Excellent written and verbal communication

Job description

Location: Menomonee Falls, WI (HQ) or 100% Remote – U.S.

Reports to: SBA Manager – North America – Thermal Carbon

Territory: United States & Canada

Travel: Significant (50–75%) to build up new customer base

Compensation: Base salary + commission

About the Role

We have a proven European business supplying graphite and carbon fiber reinforced carbon (C/C) components to leading container and pharmaceutical glass producers. This role will translate that success to the U.S. and Canadian markets—leveraging reference accounts, best practices, and global technical know‑how to establish and scale revenue.

Key Responsibilities

• Own market creation for container and pharmaceutical glass; build and execute a regional go‑to‑market plan and deliver new customer wins.
• Prospect, qualify, and close opportunities with end users and OEMs; lead trials/line qualifications and convert them to multi‑site standards.
• Sell a focused portfolio of graphite products for the handling of hot glass containers and tubes
• Collaborate with European sales and product teams to adapt winning plays and use reference performance data to accelerate adoption.
• Maintain a rigorous CRM pipeline with clear stages, probability, and next actions; provide accurate monthly/quarterly forecasts.
• Capture voice‑of‑customer and partner with Product Management/Engineering on material and design iterations to solve thermal shock, abrasion, and purity challenges.

Qualifications

• Experience in B2B technical/industrial sales (engineered components, materials, or process equipment).
• Proven track record building a territory or new market from the ground up, including trials‑to‑standards conversions.
• Familiarity with glass manufacturing or adjacent high‑temperature applications; graphite or carbon composite material experience is a plus.
• Strong commercial acumen, negotiation skills, and CRM discipline; excellent written and verbal communication.
• Able to travel 50–75% and work independently in a remote field role.
• Success Metrics (KPIs)
• New customer wins and revenue growth versus plan.
• Trial‑to‑conversion rate and multi‑site standardizations.
• Pipeline coverage and weighted forecast accuracy.
• Account expansion and repeat‑order velocity.

Work Model

Remote‑first (U.S.) with frequent customer travel and periodic visits to Menomonee Falls, WI for team alignment and product/operations coordination. Travel to Schunk plants in Germany, Spain and Italy for product training during first couple months of employment.