Director of Sales - Communications

OTTO Engineering, Inc.; Carpentersville (IL); On-site; USD 170,000 - 220,000; Full time

Benefits offered by this job

Profit sharing

401(k) with match

Health insurance

Paid holidays

Vacation time 160 hours

Job summary

OTTO Engineering, Inc. is seeking a Director of Sales - Communications to lead a dynamic division focused on mission-critical communications.

You will drive revenue, manage customer relationships, and align teams to deliver profitable growth across military, public safety, and industrial segments. The role demands a strategic thinker with deep LMR market understanding, hands-on leadership, and a track record of launching new products while expanding OEM and channel partnerships.

Qualifications

• 10+ years of progressive sales leadership experience calling into the LMR ecosystem.
• Demonstrated track record of delivering results and building teams.
• Strong communication, negotiation, and strategic planning skills.

Responsibilities

• Lead and inspire regional sales managers, OEM sales managers, and customer service teams.
• Develop and execute a bold commercial plan to achieve 1.5X market growth.
• Align structure, talent, and strategy to outpace the market and exceed growth targets.
• Own go-to-market design, pricing, and portfolio optimization.
• Collaborate with operations, engineering, quality, and finance for execution.

Skills

Sales leadership

Strategic thinking

CRM experience

People management

Negotiation

Tools

Salesforce

Job description

• At OTTO, we don’t just manufacture products—we engineer mission-critical solutions with precision and pride. Our Communications Division designs and manufactures ruggedized, application-specific communication systems built to perform when failure isn’t an option, serving the military, law enforcement, public safety, and industrial customers worldwide.
• As a core value, we focus on delivering for our customers through innovative technology, superior quality, value, and responsiveness … as a result, our growth continues!
• Employees are our greatest asset, which is why we share our company’s profits to celebrate our collective success.
• As a privately-owned company, we are proud to invest significantly in our community and in our own growth, focusing on long-term business success.
• We are proudly American!

As our Director of Sales - Communications, you’ll take the helm of a dynamic division’s sales and customer service team with the autonomy, resources, and executive visibility to make a lasting mark.

Specifically, we are seeking …

• Strategically minded sales leadership professional with a deep understanding of mission-critical communications markets within the Land Mobile Radio (LMR) ecosystem or direct experience selling sophisticated, ruggedized hardware and/or integrated technology solutions into tactical, defense, or mission-critical operating environments
• Demonstrated success by leading teams that drive revenue and profit expansion within military / tactical procurement channels, as well as public safety end-market, and OEM radio manufacturers
• Exceptional technical aptitude with the ability to quickly grasp customer communication equipment field use criteria and translate into business value through hardware and software selling solutions
• Hands-on leader who can construct business segmentation in conjunction with product life cycle management curves to help accelerate the innovation pipeline and optimize existing product portfolio
• Someone who thrives on building powerhouse teams, enhancing market visibility and brand leadership, a passion for process optimization, and significant experience launching new products

Your Mission: Drive Profitable Growth & Market Leadership

This is more than a sales leadership role—it’s a platform to build, transform, and elevate.

You will:

Build a World-Class Commercial Engine

• Lead and inspire regional sales managers, OEM sales managers, and customer service teams.
• Create a high-performance culture focused on business development and new customer acquisition.
• Align structure, talent, and strategy to outpace the market and exceed ambitious 5-year growth targets.

Own the Growth Strategy

• Develop and execute a bold commercial plan to achieve 1.5X market growth.
• Use an 80/20 mindset to focus on the highest-impact initiatives.
• Drive margin expansion and optimize portfolio mix for long-term value creation.
• Expand relationships with key OEMs, distributors, and channel partners.
• Negotiate and manage multi-level contracts to maximize profitability and minimize risk.
• Proactively manage channel alignment and resolve conflicts with confidence.

Elevate Go-to-Market Excellence

• Design and implement an efficient, customer-aligned go-to-market strategy.
• Partner with Engineering and Marketing to deliver innovative solutions that anticipate evolving needs.
• Optimize product life cycle management and continuously improve product line profitability.

Lead Data-Driven Performance

• Implement systems and dashboards that deliver clear insights into business health.
• Automate forecasting and reporting to power smarter decisions.
• Drive disciplined pricing, customer segmentation, and profitability management.

Build a Powerful Brand Presence

• Lead a modern, metrics-driven marketing function.
• Increase brand awareness in high-margin segments.
• Leverage digital tools, social platforms, and best-in-class web presence to create lasting customer engagement.

Collaborate Across the Enterprise

• Partner with operations, engineering, quality, and finance to ensure seamless execution.
• Oversee budgets, manage performance, and resolve customer concerns with professionalism and urgency.

What You Bring:

• 10+ years of progressive sales leadership experience calling into the (LMR) ecosystem
• Demonstrated track record of delivering results
• Strategic thinker with a builder’s mindset
• Superb communication and negotiation skills
• Self-motivated, goal-oriented, and comfortable in a fast-paced environment
• Strong background in CRM systems (Salesforce or similar preferred)
• Willingness to travel and support extended schedules when needed

What OTTO offers for this specific position:

The hiring range listed in this posting is what we, in good faith, anticipate relying on when confirming a base salary for this position; exceptions may be considered for highly experienced candidates with multiple years of at-level experience.

• Target base salary hiring range: $170,000 to $220,000, based on qualifications and experience.
• Profit Sharing Bonus - OTTO believes that it’s fair to share the profits that the employees help to make; profit sharing is distributed to employees twice a year. OTTO’s profit sharing plan is paid at the discretion of the company and is not a guaranteed bonus or any part of a compensation plan.
• Management incentive: Executive Management Bonus Plan
• Vacation: 160 hours - vacation time is earned on the anniversary date.

Health:

Medical Insurance-

• HMO Plan
• Standard PPO Plan
• Enhanced PPO Plan
• High Deducible PPO Plan
• FSA, LFSA, and HSA
• Base Plan
• Buy-Up Plan

Vision Insurance

401(k) with a company match

Life insurance:

• Life/AD&D
• Voluntary Life/AD&D
• Short-Term Disability
• Long-Term Disability

10 paid holidays

Holiday party

AND numerous OTTO celebrations throughout the year!

OTTO Engineering is an Equal Opportunity Employer: Disability/Veteran

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