National Sales Director

The National Sales Director – Advanced Materials (CMS NA & DMS) leads the assigned commercial organization to achieve sustainable, profitable growth in line with CMS North America’s strategy and annual business plan. Beyond delivering results, the director builds a proactive, disciplined and scalable sales organization with clear ownership, reliable CRM information, effective channel coverage and repeatable commercial processes. Success requires hands‑on leadership, strong customer and market knowledge, sound commercial judgment, effective cross‑functional coordination and a demonstrated willingness to improve established practices.

Develop and execute the annualcommercial plan, including order intake, revenues, sales expense, and market penetration objectives.

Translate approved budgets into actionable quotas and priorities by product line, territory, channel (direct / indirect), and individual SAM.

Distinguish current-year revenue opportunities from order intake that builds future-year backlog; maintain visibility of both.

Identify performance gaps early and implement documented recovery actions, with clear owners and deadlines.

Optimize pricing and commercial terms in coordination with CEO / CFO and relevant product stakeholders, protecting profitability and competitive positioning.

Lead, coach and develop SAMs, key account development manager and the broader commercial network through regular reviews and field engagement.

Establish clear expectations for prospecting, account coverage, opportunity development, CRM discipline and quota attainment.

Conduct structured weekly opportunity and pipeline reviews, monthly performance reviews and periodic individual development discussions.

Address underperformance promptly through coaching, measurable improvement plans and appropriate corrective actions.

Recruit, onboard, develop and retain sales talent. Document critical customer and market knowledge and reduce dependence on individuals.

Build a culture of initiative, collaboration, accountability and continuous improvement rather than reliance on informal practices.

Develop proactive strategies to acquire new customers and penetrate attractive applications, industries and geographic markets.

Assess territory potential, competitive dynamics and customer segments to focus resources on the highest‑value opportunities.

Oversee major opportunities and negotiations, supporting representatives in complex, high‑value and long‑cycle capital‑equipment sales.

Develop, evaluate and optimize dealers and channel partners based on market coverage, qualified pipeline, order intake and execution.

Identify under covered markets and underperforming channels; recommend and execute changes where justified.

Own accurate and punctual monthly and quarterly order intake forecasts, supported by documented CRM opportunity‑level assumptions.

Maintain adequate qualified pipeline coverage against future commercial targets and monitor forecast accuracy and conversion trends.

Champion Microsoft Dynamics as the system of record for opportunities, contacts, activities, expected close dates, next steps and competitive intelligence.

Enforce consistent opportunity qualification, stage definitions, probability assessments and timely CRM updates.

Support continuous improvement of pricing and quotation tools, including CPQ and more efficient standardized or customized quoting workflows.

Work with Marketing to align campaigns, exhibitions, digital activity and lead generation with measurable qualified…