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Job description
Reports To: Senior Vice President of Sales
Role Overview
The Senior Director of Sales is a senior commercial leadership role responsible for driving revenue, margin, and order flow through plant-aligned sales execution, contractual negotiation, pricing discipline, and commercial planning. This role does not oversee field sales representatives. Instead, it focuses on inside sales, customer service, demand management, pricing strategy, contract negotiation, and coordination between customers and manufacturing operations. The role acts as a critical bridge between customers, sales administration, and plant leadership across the division ensuring we are positioned for success.
Key Responsibilities
Commercial Strategy & Plant Alignment
Develop and execute sales strategies aligned with plant capacity, capabilities, and margin objectives
Balance new business development objectives with profitability goals
Ensure customer orders align with manufacturing capabilities, lead times, and cost structures
Partner with Operations and Plant Sales to support S&OP and demand planning processes
Sales Operations & Inside Sales Leadership
Lead inside sales, customer service, and sales operations teams
Establish standardized processes for quoting, order entry, pricing approvals, market share validation, and contract management
Improve responsiveness, accuracy, and customer communication throughout the order life cycle
Drive accountability for order quality and commercial execution
Pricing & Margin Management
Own pricing strategy and margin performance
Ensure quoted and booked business meets profitability targets
Collaborate with Finance, Engineering, and Operations on cost-based pricing
Identify opportunities to maximize price with an overall view to increasing margin across the businesses
Forecasting & Demand Management
Own sales forecasting and demand signals feeding plant production planning
Drive forecast accuracy to support capacity planning and inventory management
Ensure customer compliance with contractual obligations
Identify demand risks, mix challenges, and opportunities early
Partner with Production and External Customers on backlog and schedule alignment
Key Customer & Program Oversight
Serve as senior commercial owner for strategic customers and long-term programs
Lead contract negotiations across multiple sites with a clear objective to maximize profit while maintaining market share
Manage customer escalations impacting delivery, pricing, or quality
Ensure customer commitments are realistic and operationally executable
Cross-Functional Leadership
Collaborate closely with Plant Leadership, Engineering, Quality, and Supply Chain
Provide market and customer insights to support capital investment and capacity planning
Align commercial priorities with safety, quality, cost, and delivery objectives
Support continuous improvement initiatives tied to customer performance
Talent Development & Leadership
Develop high performing inside sales and commercial teams
Set performance standards, KPIs, and development plans
Build bench strength for future sales and commercial leadership roles
Promote a culture of accountability, collaboration, and customer focus
Qualifications
Bachelor’s degree in business, Engineering, Operations, or related field. MBA/advanced degree preferred.
10+ years of experience in manufacturing-based sales or commercial leadership
Strong understanding of plant operations, capacity planning, and cost structures
Proven experience leading inside sales, sales operations, or customer service teams
Demonstrated success in pricing, margin management, and forecasting
Ability to operate effectively in complex, make-to-order environments
Experience in metals, forgings, machining, industrial components, or heavy manufacturing
Familiarity with ERP systems (SAP, Oracle)
Experience supporting aerospace or industrial customers
Key Performance Indicators (KPIs)
Revenue and gross margin attainment
Pricing compliance and discount control
Forecast accuracy vs. production plan
Order quality and rework reduction
Customer satisfaction and retention
Plant backlog health and mix alignment
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Worksite address
worcester, MA, 01609, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.