Director of Sales

Director of Sales Manufacturing Weymouth Mass.

Position Summary:

Reporting directly to the Vice President & General Manager, the Director of Sales is a critical member of the Business Unit Leadership Team. This role has overall responsibility for sales, customer support, and marketing functions. The Director provides strategic and hands-on leadership across global sales operations, including direct sales teams, internal customer support, and a complex network of distribution channels and manufacturer representatives.

The Director of Sales is responsible for the creation and execution of aggressive growth strategies, sophisticated pricing models, and comprehensive Go-to-Market (GTM) development to drive revenue and market expansion across more than 48 countries.

Essential Functions / Responsibilities:

• Go-to-Market (GTM) Strategy & Development: Design, lead, and execute comprehensive GTM strategies for new and existing products. Identify target segments, define value propositions, and align resources to capture market share in sectors such as data centers, industrial facility power, utilities, medium-voltage portable generators, electrified transportation systems, and power consulting markets.
• Pricing Strategy & Execution: Develop and implement advanced pricing frameworks and policies to maximize profitability and market competitiveness. Oversee the execution of contract pricing, discount structures, and price-volume analysis to ensure margin optimization.
• Growth Strategy Execution: Demonstrate a proven track record of creating and executing scalable growth strategies. Transition high-level business goals into actionable sales plans that deliver consistent year-over-year revenue increases.
• Negotiation & Contract Management: Act as the lead negotiator for high-stakes contracts with key accounts and partners. Utilize strong negotiation skills to secure favorable terms while maintaining long-term customer partnerships.
• Channel Management (Distribution & Reps): Manage and optimize a multi-channel sales environment. Oversee the performance of both industrial distribution channels and external manufacturer representative firms, including commission structures and performance evaluations.
• Sales Leadership & Global Management: Lead and manage the global sales organization, including outside sales teams and internal customer support, across more than 48 countries.
• Data-Driven Performance & Forecasting: Analyze sales and booking data to develop forecasts, dashboards, and executive presentations. Use data to drive accountability and transparency across the sales organization with weekly, monthly, and quarterly performance reports by market segment.
• CRM & Sales Systems Oversight: Oversee the implementation and optimization of the Customer Relationship Management (CRM) system and related sales tools to ensure data integrity and pipeline visibility.
• Budgeting & Goal Execution: Establish, manage, and successfully execute departmental budgets, sales targets, and performance goals.
• Product Line & Marketing Strategy: Develop and implement product line and marketing strategies supported by systems and processes that capture market intelligence and support informed decision-making.
• Customer Relationship Management: Serve as the primary interface with key customers as needed and ensure strong account coverage and customer satisfaction through best-practice processes and resource deployment.
• Pipeline Development: Develop and maintain a robust new business opportunity pipeline to support sustained revenue growth.
• Training, Development & ISO Compliance: Oversee training and development programs for internal sales teams, customers, and manufacturer representatives, while promoting employee engagement, innovation, and continuous improvement in alignment with ISO requirements.
• Field Leadership & Travel: Provide hands-on leadership through extensive travel (approximately 50%) to visit customers, sales representatives, and assess sales process effectiveness.
• Safety, Communication & Governance: Ensure workplace safety within areas of responsibility, keep executive management informed of key issues, and assume additional responsibilities as directed in support of organizational objectives.

Qualifications

Knowledge, Skills & Experiences:

• Four-year technical degree (Engineering, Physics, or related field) preferred; a four-year business degree with strong technical expertise may also be considered.
• MBA strongly preferred.
• Minimum of 10 years of sales and marketing leadership experience with demonstrated experience managing both direct sales teams and manufacturer representatives.
• Proven success in creating and executing GTM and growth strategies within a technical manufacturing environment.
• Demonstrated experience in high-level complex negotiations with a track record of successful outcomes.
• Strong analytical capabilities, including proficiency with data analysis, pivot tables, and ERP systems; Infor Syteline (CloudSuite Industrial) experience is a plus.

Training and Requirements :

General Safety; Quality System Awareness; ISO 9000; Network Drives; Public Folders; Syteline Training.

Physical Requirements :

Regularly required to sit, stand, and travel via commercial aircraft.

Work Environment :

Remote / Office-based anywhere in the US, provided there is close access to a major airport to facilitate frequent travel. Significant travel requirements (approximately 50%).