Director of Sales

The Director of Sales has full executive responsibility for the company's commercial strategy and revenue performance across a ~$160M industrial automation and tooling enterprise with a growth trajectory to $200M. This role develops and executes scalable commercial strategies, builds a high-performing sales organization, and establishes strategic customer relationships that drive sustainable long-term growth.

This position requires a seasoned sales executive with demonstrated success leading complex, technical sales organizations, navigating long sales cycles, and driving profitable growth in engineered‑to‑order environments. The Director of Sales serves as a key member of the senior leadership team and is accountable for aligning sales execution with company objectives, operational capabilities, and market dynamics.

• Develop, articulate, and execute a comprehensive sales strategy aligned with company growth, margin, and market expansion objectives
• Drive sustained revenue growth across automotive, warehouse and logistics, and aerospace industries.
• Identify and capitalize on market opportunities within OEM, Tier 1 supplier, and manufacturing end‑user segments
• Analyze market trends (e.g., robotics, Industry 4.0, smart manufacturing) to inform strategic planning and investment priorities
• Lead, coach, and scale a geographically distributed sales organization, including sales managers, account executives, and the proposal/estimating function
• Establish clear performance expectations, sales processes, and accountability frameworks
• Recruit, develop, and retain high‑performing technical sales talent capable of executing complex sales engagements
• Identifies and builds excellent relationships with key decision makers/executives within target customer account organizations.
  
  Maintains customer information in a CRM System
• Build and oversee strategic key account relationships, including long‑term agreements and multi‑site customer engagements
• Lead executive‑level customer interactions, contract negotiations, and commercial discussions
• Oversee complex sales cycles involving engineering, procurement, operations, and executive stakeholders

• Partner closely with engineering, manufacturing, and product teams to align customer requirements with solution development and delivery capabilities
• Ensure disciplined pipeline management, forecast accuracy, and KPI visibility across the sales organization

• Supports all awarded project kick‑off meetings.
• Adheres to the Quality System and participates in continuous improvement.
• Reviews and prepares required reports of sales activities, of the sales team, in the CRM

• Own pricing strategy, margin optimization, and commercial risk management
• Establish and maintain accurate revenue forecasting and pipeline governance
• Monitor and improve key performance indicators including revenue growth, margin performance, order intake, win rates, and sales cycle efficiency

• Directly leads the Sales organization and the Proposal/Estimating Department
• Establishes objectives, assigns responsibilities, evaluates performance, and addresses personnel matters in accordance with company policies and applicable laws
• Reviews and approves expense reports. Manages and reviews expense budgets.
• Monitors and controls estimating and sales specific network folder structures, file storage and file naming conventions.
• Attends and supports internal proposal quote reviews with knowledge of both process and related estimate(s).

• Bachelor’s degree in business, engineering, or a related field; MBA or advanced business education preferred
• 10+ years of progressive sales experience within industrial…