Director of Sales

Director of Sales

Location: Waterloo, Iowa

Salary: $160-200K plus bonus

The Director of Sales is accountable for the direction, management, and growth of North American Sales. The Director of North American Sales is responsible for driving revenue growth, profitability, and market expansion across all North American markets while ensuring alignment with global strategy. This position leads the development and execution of sales strategies, oversees key account management, and ensures effective coordination between Sales, Engineering, Product Management, and Operations. The role is responsible for achieving short- and long-term corporate objectives related to growth, profitability, and market leadership.

This position reports to the Senior Vice President and is responsible for the leadership, direction, and performance of all North American sales activities. The Director of North American Sales operates within a global, matrixed organization and collaborates closely with global counterparts to ensure alignment of strategies, customers, and market approaches. Responsible for leading and developing a team of sales and account management professionals, including Market Managers (On-Road and Off-Road), Account Management, and Customer Relations. The role requires the ability to motivate, develop, and manage personnel to achieve sales targets, profitability goals, and market expansion initiatives. Responsible for identifying and executing profitable growth opportunities across North America by market segment, application, and customer. This includes evaluating market dynamics, competitive positioning, pricing strategies, and customer requirements to develop and implement effective sales strategies and tactical plans. Responsible for managing and expanding relationships with key OEM customers and strategic accounts. You will ensure that our company maintains strong relationships with decision-makers across engineering, purchasing, and executive leadership within customer organizations. Responsible for driving account penetration, increasing share of wallet, and ensuring our company is positioned as a preferred supplier. Works cross-functionally with Engineering, Product Management, and Operations to align product offerings with market needs and ensure successful execution of customer programs. Ensures that all sales activities and customer engagements align with product development processes and quality systems. Responsible for monitoring and managing the profitability of products and accounts within the North American region. Evaluates pricing strategies, cost structures, and product lifecycle performance to ensure alignment with corporate financial goals. When performance falls below expectations, the position leads efforts to implement corrective actions, including pricing adjustments, cost-reduction initiatives, or product rationalization. Responsible for gathering and analyzing market intelligence, including competitor activity, customer trends, and emerging technologies. This information is used to support strategic planning, product development, and investment decisions. Maintain a strong presence in the market through customer visits, industry events, and trade organizations. Travel is required to support customer engagement, team leadership, and market development activities. Responsible for driving performance, ensuring accountability, and fostering a culture aligned with company Mission, Vision, and Values. Ensure that appropriate resources, processes, and systems are in place to support effective sales execution and continuous improvement.

Bachelor's degree in Sales, Engineering, Business, Marketing, or related field. MBA or advanced degree preferred. 8–12+ years in business development, strategic sales, or global account management. Experience with multinational OEM customers in a manufacturing or engineered products environment. Proven success leading complex, cross-regional business opportunities. Experience managing nationwide accounts. Experience with setting expectations and goals for a sales team.