[Hiring] Director of Sales @Federal Mfg

Role Description

The Director of Sales - PCHC is a senior commercial leader responsible for driving revenue growth and expanding market share in the food industry through the sale of integrated capital equipment and engineered solutions. This role combines strategic leadership with hands-on execution, translating business objectives into actionable sales strategies while building a high-performing sales organization.

• Lead complex, consultative sales efforts with PCHC manufacturers.
• Develop and manage a robust pipeline.
• Coordinate cross-functional teams (engineering, operations, service) to deliver turnkey integrated solutions.
• Serve as the link between executive strategy and frontline execution.
• Ensure consistent performance, strong customer partnerships, and predictable revenue growth.
• Report directly to the Vice President Sales – PCHC.
• Support ProMach Integrated Solutions and Zarpac Canada integration divisions.

Mission

• Drive profitable growth in the PCHC market by partnering with manufacturers to design, justify, and deliver integrated capital equipment solutions that improve throughput, food safety, and operational efficiency.
• Increase North American customer base in the PCHC market.
• Meet with clients, lead sales force (both internal and external) with maintaining relationships, negotiating and closing deals.
• Develop and implement market-driven strategies to achieve revenue goals and the company’s mission.
• Act as primary point of contact for accounts in the PCHC market.
• Lead in development and execution of sales strategy & presentation that differentiate PMIS’s value proposition and solutions.
• Negotiate and finalize customer negotiations, working with management and the applications group.
• Foster, promote and facilitate cross-selling of company-wide products, services, capabilities, and systems.
• Promote a customer-oriented focus and develop consultative customer relationships.
• Develop and maintain high profile external relationships within customer constituents, trade organizations, etc.
• Assist with developing sales/marketing operating budgets.
• Contribute to sales forecasting activities and set performance goals accordingly.
• Represent company at tradeshows/association meetings to promote our organization and products.

KPIs

• Revenue & Profitability
  • Achievement of quarterly order intake / revenue targets (%).
  • Gross margin (%) on closed projects.
  • Revenue growth within key food segments.
• Pipeline Health & Forecast Accuracy
  • Pipeline coverage ratio (e.g., ≥3x quota).
  • Pipeline value and quality in target segments.
  • Forecast accuracy (%).
• Sales Effectiveness
  • Win rate (%) on qualified opportunities.
  • Average deal size ($).
  • Sales cycle duration (months).
• Customer & Account Growth
  • Growth in strategic account revenue.
  • Customer retention / repeat business (%).
  • Expansion of multi-site or enterprise accounts.

Requirements

• 7+ years’ experience in B2B capital equipment sales and integration in the PCHC market.
• Proven leadership skills as a sales/business development executive within the PCHC, packaging or manufacturing industry.
• Demonstrated track record of building business and customer relationships.
• Emotional intelligence and adaptability.
• Accountability & ownership mindset.
• Pricing strategy and margin management.
• Pipeline management, forecasting and CRM tools.
• Ability to engage multiple stakeholders (plant, engineering, procurement, executives).
• Communication & Contract negotiation leadership skills.
• Proven history of increasing revenues to meet benchmarks and company goals.
• Proficiency in AutoCAD for system concept design.
• Strong understanding of justification (ROI, payback, throughput improvement).
• Extensive North American travel will be required.

Benefits

• Comprehensive medical/dental programs.
• Life insurance.
• A generous paid time off program.
• A retirement savings plan with a company match.
• A wellness program.
• No waiting period for benefits – eligible on the first day of employment.