Director of Sales

UTEC - Universal Tool Equipment + Controls; Sterling Heights (MI); On-site; USD 180,000 - 280,000; Full time

Job summary

UTEC - Universal Tool Equipment + Controls is seeking a Director of Sales to shape and lead the company’s commercial strategy across $160M–$200M growth trajectory. You will build a high‑performing sales organization and drive long‑cycle, engineered products in automotive, aerospace, and manufacturing sectors.

The role requires a seasoned executive capable of managing complex technical sales, long cycles, and multi‑stakeholder negotiations while aligning with leadership and operational goals.

Qualifications

• Bachelor’s degree in business, engineering, or a related field; MBA or advanced business education preferred.
• 10+ years of progressive sales experience within industrial automation, tooling, capital equipment, or related engineered‑product industries.
• 5+ years of senior leadership experience managing regional or national sales organizations.
• Proven success selling complex, engineered solutions characterized by long sales cycles and multi‑stakeholder decision processes.
• Demonstrated ability to scale revenue and build commercial infrastructure within $50M–$250M organizations.
• Prefer demonstrated understanding of BIW processes, joining technologies, tooling/fixtures, robotic integration, and related manufacturing systems as well as experience collaborating with application/ proposal engineering on complex technical solutions.
• CRM Software Management
• OEM experience with Ford, Stellantis, General Motors, Boeing, Lockheed Martin, Northrop Grumman

Responsibilities

• 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.
• 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.
• Establish clear performance expectations, sales processes, and accountability frameworks.
• Recruit, develop, and retain high‑performing technical sales talent capable of executing complex sales engagements.
• Build and oversee strategic key account relationships, including long‑term agreements and multi‑site customer engagements.
• 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.

Skills

CRM software management

Executive leadership

Strategic sales planning

Forecasting & analytics

Negotiation

Education

Bachelor’s degree in business, engineering, or related field

MBA or advanced business education preferred

Job description

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.

Key Responsibilities

• 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

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 internal proposal quote reviews with knowledge of both process and related estimate(s).

Qualifications

• Bachelor’s degree in business, engineering, or a related field; MBA or advanced business education preferred
• 10+ years of progressive sales experience within industrial automation, tooling, capital equipment, or related engineered‑product industries
• 5+ years of senior leadership experience managing regional or national sales organizations
• Proven success selling complex, engineered solutions characterized by long sales cycles and multi‑stakeholder decision processes
• Demonstrated ability to scale revenue and build commercial infrastructure within $50M–$250M organizations
• Prefer demonstrated understanding of BIW processes, joining technologies, tooling/fixtures, robotic integration, and related manufacturing systems as well as experience collaborating with application/ proposal engineering on complex technical solutions
• CRM Software Management
• OEM experience with Ford, Stellantis, General Motors, Boeing, Lockheed Martin, Northrop Grumman

Key Performance Indicators

• Revenue growth and quota attainment
• Gross margin improvement and pricing discipline
• Pipeline quality and forecast accuracy
• Strategic account growth, retention, and expansion
• Sales cycle efficiency and win‑rate performance
• Strategic thinker with strong analytical and problem‑solving capabilities
• Ability to translate technical, financial, and market data into clear executive‑level insights
• Exceptional verbal and written communication skills, including board and executive presentations
• High degree of commercial judgment, negotiation skill, and business acumen
• Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint

Professional Certifications & Development (Preferred)

Relevant sales leadership, strategic account management, negotiation, or industry certifications are preferred. Examples include Certified Sales Executive (CSE), Certified Professional Sales Leader (CPSL), Strategic Account Management (SAMA) certifications, or comparable executive‑level credentials. Technical certifications related to industrial automation, robotics, or manufacturing systems are a plus. Ongoing executive development is expected for this role.

• In office role
• Approximately 30% travel to customer sites, manufacturing facilities, industry events, and company locations.

Physical Demands

• Ability to sit for extended periods; frequent use of hands and computer equipment
• Occasional standing, walking, reaching, and lifting up to 25 pounds
• Vision requirements include close vision, color vision, depth perception, and focus adjustment

Confidentiality

This position requires strict confidentiality regarding pricing, margins, customer agreements, commercial strategy, and revenue forecasts.

Compensation

Highly competitive executive compensation package, including base salary and performance‑based incentive compensation.