North America Sales Director

Job Description

Job Description

This job is posted on behalf of Step Up Recruiting by Top Echelon.

Hybrid | Duluth, GA Area

About the Opportunity

A growing global industrial technology company is seeking an experienced Director of Sales to lead revenue growth across North America. This individual will be responsible for sales strategy, commercial execution, channel development, customer acquisition, and sales team leadership while maintaining ownership of revenue, profitability, and forecasting performance.

This is a highly visible leadership role that will partner closely with executive leadership, engineering, marketing, operations, and international headquarters to drive sustainable growth across multiple industrial markets.

Position Summary

The Director of Sales will develop and execute the North American go-to-market strategy, lead and coach the sales organization, expand channel relationships, and drive OEM design wins. The successful candidate will have experience selling technical solutions through both direct and distribution channels and a proven track record of growing revenue within industrial automation, machine vision, controls, sensors, or related technical markets.

Key Responsibilities Sales Strategy & Business Planning

• Develop and execute the North American sales strategy aligned with company growth objectives.
• Establish sales budgets, forecasting processes, territory plans, and growth initiatives.
• Identify target industries, vertical markets, and strategic accounts.
• Analyze market trends, competitive positioning, and customer requirements to drive revenue expansion.
• Build scalable sales processes that support long-term growth.

Revenue Growth & Account Development

• Own bookings, revenue, gross margin, and forecast accuracy.
• Drive customer acquisition and strategic account expansion.
• Manage complex sales opportunities through the full sales cycle, from opportunity identification through production implementation.
• Lead pricing strategy, contract negotiations, and long-term customer agreements.
• Develop and manage key account plans for strategic customers.

Sales Leadership & Team Development

• Recruit, hire, onboard, and develop a high-performing sales team.
• Provide coaching on consultative selling, account management, and opportunity strategy.
• Establish performance expectations, territory goals, and compensation plans.
• Conduct regular pipeline reviews, performance evaluations, and development discussions.
• Foster a culture of accountability, collaboration, and customer focus.

Channel & Distributor Management

• Develop and manage distributor, representative, and channel partner relationships.
• Establish channel performance metrics and growth plans.
• Resolve channel conflicts and strengthen distributor engagement.
• Ensure partners receive appropriate product, application, and sales training.
• Evaluate channel effectiveness and identify expansion opportunities.

Cross-Functional Collaboration

• Partner with engineering and technical teams to support customer solutions and application requirements.
• Collaborate with marketing on lead generation programs, trade shows, and customer engagement strategies.
• Work with operations and supply chain teams regarding inventory, demand planning, and delivery performance.
• Provide customer and market insights to influence future product development and business strategy.
• Serve as a key liaison between North American leadership and global headquarters.

Sales Operations & Forecasting

• Drive CRM adoption and pipeline management discipline.
• Monitor KPIs, forecasting accuracy, sales activity, and conversion metrics.
• Prepare regular business reviews and leadership reports.
• Evaluate sales performance trends and implement process improvements.

Qualifications Required

• Bachelor's degree in Business, Engineering, Marketing, or a related field.
• 5+ years of experience selling technical B2B solutions within industrial automation, sensors, machine vision, controls, robotics, or related markets.
• 5+ years of sales leadership experience, including hiring, coaching, and developing sales teams.
• Experience managing distributor networks, manufacturer's representatives, or indirect sales channels.
• Proven record of achieving or exceeding significant revenue targets.
• Experience securing OEM design wins and managing long technical sales cycles.
• Strong negotiation, presentation, and executive communication skills.
• Experience utilizing CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or similar solutions.
• Authorized to work in the United States without sponsorship.

Preferred

• Experience within industrial automation, machine vision, safety products, sensors, controls, motion systems, or factory automation.
• Experience managing P&L responsibility.
• Knowledge of industrial safety standards and certifications.
• Experience working with a global organization or international headquarters.
• Technical background in engineering or industrial technology.

Travel & Work Environment

• Hybrid schedule based in the Duluth, GA area.
• Approximately 30-40% travel throughout North America with occasional international travel.
• Regular attendance at customer meetings, industry events, leadership meetings, and trade shows.

Compensation & Benefits

• Competitive base salary
• Performance-based incentive plan
• Car allowance
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Professional development opportunities