Commercial Director - Industrial Automation; Northeast

The Director, Commercial Sales – Northeast US is responsible for driving profitable sales growth across the established Northeast US territory while leading commercial development within new and underpenetrated geographic markets for the Industrial Automation business.

This position provides strategic and operational leadership to the assigned sales organization, with accountability for revenue growth, gross profit, market penetration, new customer acquisition, customer retention, sales effectiveness, and talent development. The Director establishes clear commercial priorities and ensures consistent execution through disciplined territory management, pipeline development, forecasting, account planning, and seller coaching.

In addition to leading established markets, this role is responsible for identifying, evaluating, and developing geographic expansion opportunities. The Director will build measurable market-entry strategies, establish customer and supplier relationships, determine appropriate commercial coverage, and develop the sales talent and infrastructure necessary to create sustainable growth in new markets.

Essential Functions

Reasonable accommodations may be provided to enable qualified individuals to perform the following essential functions:

• Develop and execute the commercial sales strategy for the Northeast territory and assigned geographic expansion markets.
• Deliver profitable sales growth across assigned territories, including revenue, gross profit, margin, new customer acquisition, and existing-account growth.
• Translate organizational growth objectives into measurable territory, account, and seller-level priorities.
• Establish consistent sales-management practices, including pipeline reviews, forecasting, account planning, customer activity expectations, and performance management.
• Drive a proactive sales culture focused on opportunity creation, customer engagement, new-logo acquisition, and increased share of wallet.
• Monitor sales performance, market conditions, competitive activity, and customer trends to identify opportunities and commercial risks.
• Evaluate territory coverage and sales-resource alignment and recommend adjustments to improve market penetration and seller productivity.

• Develop and execute commercial strategies for new and underpenetrated geographic markets.
• Evaluate potential expansion markets based on manufacturing activity, customer concentration, target industries, competitive presence, supplier opportunities, and talent availability.
• Build measurable market-entry plans defining target customers, industries, commercial coverage, supplier alignment, resource requirements, and expected growth opportunities.
• Establish and develop customer pipelines within expansion territories.
• Build relationships with strategic prospects, customers, manufacturers, and industry partners in developing markets.
• Partner with leadership to determine appropriate commercial investment and staffing requirements for new markets.
• Monitor expansion-market performance against established milestones and recommend adjustments based on results.
• Develop repeatable commercial approaches for entering and scaling future geographic markets.
• Establish clear expectations and accountability for sales activity, pipeline development, forecasting, account management, and commercial performance.
• Coach and develop sales leaders and individual contributors to improve sales effectiveness and business results.
• Utilize sales and customer data to identify performance trends, growth opportunities, and areas requiring intervention.
• Ensure consistent utilization of the designated CRM and other approved commercial tools to maintain visibility into customer activity, opportunities, pipeline, and sales performance.
• Partner with sales leadership to improve territory planning, customer prioritization, opportunity management, and seller productivity.
• Identify capability gaps and implement appropriate development, coaching, or performance actions.
• Support effective onboarding and ramp-up of new commercial talent.

• Develop strategies to increase new customer acquisition and penetration within existing strategic accounts.
• Identify high-potential, dormant, underpenetrated, and competitive accounts within assigned markets.
• Build and maintain executive-level relationships with strategic…