Director Of Sales

Summary 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. Essential Duties and Responsibilities - Commercial Strategy & Revenue Leadership - 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 Sales Organization Leadership - 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 Key Account & Customer Engagement - 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 Operational & Cross-Functional Alignment - 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 Financial & Performance Management - 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 Supervisory Responsibilities 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 inte