Job Description
Description
Job Summary:
The Director of Sales and Strategy serves as a senior leader responsible for supporting the company's revenue growth, strategic positioning, and market development across defined market segments or product lines. This role combines direct leadership support of the sales function with strategic planning, market intelligence, and partnership development to align business performance with the company's long-term objectives.
This position can act as the primary interface with key customers and strategic partners, sets growth targets, and leads the execution of initiatives that expand market share, optimize profitability, and strengthen the company's competitive advantage. The Director collaborates closely with Engineering, Operations, and Finance to ensure sales and strategic initiatives are aligned with company capabilities, operational readiness, and financial goals.
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Essential Functions:
* Strategic Leadership
o Support the development and execution of the company's growth strategy across all assigned market segments and product lines.
o Translate company vision and strategic objectives into actionable sales plans and measurable milestones.
o Drive strategic partnerships, channel development, and diversification initiatives to position the company for long-term success.
o Identify and evaluate potential acquisition or alliance targets in partnership with executive leadership.
* Sales Management
o Lead sales initiatives to achieve annual bookings, revenue, and profitability targets.
o Oversee key customer relationships and lead negotiations for major contracts, long-term agreements, and pricing strategies.
o Direct forecasting, pipeline management, and performance reporting to ensure accurate visibility into business trends.
o Provide executive oversight for proposal development, quotation accuracy, and contract compliance.
* Marketing & Business Intelligence
o Conduct competitive and market analysis to identify emerging opportunities, threats, and technology trends.
o Lead business case development for new products, market entries, or strategic investments.
o Align internal capabilities with customer and market demands, ensuring new business pursuits are strategically viable.
o Develop and deploy marketing initiatives in alignment with company or product strategies.
* Customer & Cross-Functional Engagement
o Serve as the customer's advocate within the organization to ensure responsiveness, quality, and satisfaction.
o Partner with Engineering and Operations to ensure program wins align with technical capabilities and production capacity.
o Collaborate with Marketing to enhance brand visibility, promotional activity, and trade show participation.
* Leadership & Team Development
o Mentor and develop the sales and business development team to build leadership depth, customer acumen, and negotiation strength.
o Foster a high-performance culture centered on accountability, collaboration, and continuous improvement.
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Key Performance Metrics:
* Annual bookings, revenue, and profitability performance (vs. plan)
* Market share growth and new customer acquisition
* Strategic initiative execution and milestone achievement
* Portfolio diversification and new product introduction performance
* Customer satisfaction and retention metrics
* Sales and marketing budget adherence
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Qualifications:
Required Skills:
* Superior leadership, strategic planning, and decision-making skills.
* Strong interpersonal and communication abilities, with emphasis on influence and executive-level negotiation.
* Analytical acumen with demonstrated ability to interpret market data and financial results.
* Proficiency with ERP systems and advanced business software (Excel, PowerPoint, CRM platforms, etc.).
* Knowledge of Lean principles, ITAR/EAR compliance, and manufacturing operations.
Required Experience:
* Minimum of 10-15 years of progressive experience in Sales, Business Development, or Program Management within the Aerospace or Defense industry.
* Demonstrated success leading commercial strategy and achieving sustained revenue growth.
* Proven record of building and leading high-performing sales or strategy teams.
* Experience in long-cycle manufacturing environments with technical products or components.
Education:
* Bachelor's Degree in Sales, Marketing, Engineering, Business, or related technical field required.
* MBA or advanced degree preferred.
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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
