Area Sales Director

The Area Sales Director is responsible for driving profitable revenue growth through a mix of managing existing enterprise accounts and winning new business. The role is split approximately: 50% – Managing and growing existing enterprise customers through contract renewals, pricing negotiations, account expansion, and strategic account management. 50% – Generating new business through prospecting, pipeline development, and closing new enterprise opportunities. This position also provides leadership and coaching to the regional sales team while working closely with Customer Success, Operations, and Executive Leadership. Key Responsibilities Manage strategic enterprise customer relationships. Lead contract renewals and ensure timely completion. Negotiate pricing increases and commercial terms. Identify cross-selling and expansion opportunities. Conduct executive business reviews and planning sessions. Partner with Customer Success to ensure strong client outcomes. Maintain executive-level customer relationships. New Business Development Generate new business through prospecting and strategic account targeting. Build and maintain a healthy sales pipeline. Develop territory and account plans. Manage pipeline and forecasts using Salesforce. Utilize sales methodologies such as MEDDPICC, Challenger, Strategic Selling, and Conceptual Selling. Lead complex negotiations and close enterprise-level opportunities. Achieve assigned sales and booking targets. Lead, coach, and develop regional sales team members. Conduct opportunity reviews, forecasting meetings, and performance coaching. Support recruiting, onboarding, and development of new sales talent. Promote collaboration and customer-focused selling. Revenue Growth Increase regional revenue, margins, and new bookings. Build and manage a strong enterprise sales pipeline. Negotiate and close high-value customer agreements. Deliver the company's value proposition consistently to executive-level customers. Qualifications 10+ years of successful B2B sales experience. Experience in calibration, test & measurement, industrial services, life sciences, aerospace, defense, or other regulated industries preferred. Proven success managing and growing enterprise accounts. Experience negotiating multi-year contracts, renewals, pricing, and commercial agreements. Track record of closing complex enterprise sales involving multiple decision-makers. Strong consultative selling and strategic account planning skills. Experience using Salesforce CRM. Excellent communication, negotiation, and relationship-building skills. Education Bachelor's degree in Business, Engineering, or a related field required. MBA or other advanced degree preferred. Knowledge of quality systems and compliance requirements in regulated industries is a plus. #J-18808-Ljbffr