[Hiring] National Sales Director @Diversified Machine Systems

Role Description

The National Sales Director – Advanced Materials (CMS NA & DMS) leads the assigned commercial organization to achieve sustainable, profitable growth in line with CMS North America’s strategy and annual business plan. Beyond delivering results, the director builds a proactive, disciplined and scalable sales organization with clear ownership, reliable CRM information, effective channel coverage and repeatable commercial processes. Success requires hands-on leadership, strong customer and market knowledge, sound commercial judgment, effective cross-functional coordination and a demonstrated willingness to improve established practices.

Key Responsibilities

• Commercial Strategy, Budget and Results
  • Develop and execute the annual commercial plan, including order intake, revenues, sales expense, and market penetration objectives.
  • Translate approved budgets into actionable quotas and priorities by product line, territory, channel (direct / indirect), and individual SAM.
  • Distinguish current-year revenue opportunities from order intake that builds future-year backlog; maintain visibility of both.
  • Identify performance gaps early and implement documented recovery actions, with clear owners and deadlines.
  • Optimize pricing and commercial terms in coordination with CEO / CFO and relevant product stakeholders, protecting profitability and competitive positioning.
• Sales Leadership and Accountability
  • Lead, coach and develop SAMs, key account development manager and the broader commercial network through regular reviews and field engagement.
  • Establish clear expectations for prospecting, account coverage, opportunity development, CRM discipline and quota attainment.
  • Conduct structured weekly opportunity and pipeline reviews, monthly performance reviews and periodic individual development discussions.
  • Address underperformance promptly through coaching, measurable improvement plans and appropriate corrective actions.
  • Recruit, onboard, develop and retain sales talent. Document critical customer and market knowledge and reduce dependence on individuals.
  • Build a culture of initiative, collaboration, accountability and continuous improvement rather than reliance on informal practices.
• Business Development and Market Coverage
  • Develop proactive strategies to acquire new customers and penetrate attractive applications, industries and geographic markets.
  • Assess territory potential, competitive dynamics and customer segments to focus resources on the highest-value opportunities.
  • Oversee major opportunities and negotiations, supporting representatives in complex, high-value and long-cycle capital-equipment sales.
  • Develop, evaluate and optimize dealers and channel partners based on market coverage, qualified pipeline, order intake and execution.
  • Identify undercovered markets and underperforming channels; recommend and execute changes where justified.
• Forecasting, CRM and Sales Operating Rhythm
  • Own accurate and punctual monthly and quarterly order intake forecasts, supported by documented CRM opportunity-level assumptions.
  • Maintain adequate qualified pipeline coverage against future commercial targets and monitor forecast accuracy and conversion trends.
  • Champion Microsoft Dynamics as the system of record for opportunities, contacts, activities, expected close dates, next steps and competitive intelligence.
  • Enforce consistent opportunity qualification, stage definitions, probability assessments and timely CRM updates.
  • Support continuous improvement of pricing and quotation tools, including CPQ and more efficient standardized or customized quoting workflows.
• Cross-Functional Collaboration and Customer Experience
  • Work with Marketing to align campaigns, exhibitions, digital activity and lead generation with measurable qualified pipeline and sales conversion. Identify and select tradeshows and campaigns in line with yearly budget.
  • Collaborate with CMS SpA on solution fit, competitive differentiation, emerging applications and customer needs.
  • Coordinate DMS Project Management on quotation accuracy, delivery feasibility, customer commitments and handover quality. Assure all documentation (sales discovery, tax exempt form, proposal) are provided together with a new customer deal and PO. Ensure customer requirements, agreed specifications and commercial commitments are documented and transferred effectively after order acceptance.

Qualifications

• Bachelor’s degree in Business, Engineering, Marketing or a related field; MBA or equivalent experience is a plus.
• Typically 8–12+ years of B2B sales experience in industrial machinery, advanced materials (including composites, plastics and aluminum), CNC machining, manufacturing or capital equipment.
• Typically 3–5+ years of sales leadership or management experience, or demonstrated equivalent leadership responsibility for an internal candidate.
• Knowledge of CMS, DMS or SCM products and North American industrial markets is preferred.
• Working proficiency with CRM, forecasting, budgeting and quoting systems; Microsoft Dynamics and CPQ experience preferred.

Requirements

• Ability to travel up to 50% as business needs require.
• Ability to sit, stand and lift up to 25 lbs regularly, consistent with role requirements.
• Must possess or be able to obtain authorization to work in the United States and a passport.