Director of Sales, Airport

BEUMER Group • Denver, CO

2h • Onsite

About The Position

The Director of Sales, Airport is responsible for driving sales of BEUMER’s solutions in the North America airport market and for leading the commercial pursuit lifecycle for ICS-related opportunities (new systems, upgrades, and modernization). The role builds senior relationships with airports, airlines, general contractors, and consultants; influences requirements and specifications; and ensures BEUMER brings forward solutions consistent with Airport Division standards—including ICS/controls architecture, integration to security screening, and lifecycle support. This role requires a strategic, externally facing leader who can navigate long sales cycles and multi-stakeholder governance, drive disciplined opportunity qualification and forecasting, and orchestrate cross-functional teams to deliver differentiated technical and commercial solutions—from early concept through contract signature and handover to execution.

Requirements

• Bachelor’s degree in Engineering, Business, or related field
• 12–15+ years of experience leading sales/capture for complex, turnkey automated systems and capital programs, including senior leadership responsibilities
• Proven success managing long sales cycles and securing high-value capital equipment or infrastructure projects
• Strong knowledge of airport baggage handling systems and controls, including ICS/PLC/SCADA concepts, interfaces to screening systems (e.g., TSA/CTX), and operational commissioning considerations
• Demonstrated ability to lead technical sales and bid governance, including solution shaping, commercial strategy, and executive-level stakeholder management
• Excellent communication, presentation, and stakeholder management skills
• Strong analytical, financial, and commercial acumen
• Ability to influence cross-functional teams and drive alignment across a matrix organization
• Direct experience with airport design, construction, or baggage handling system integration
• Background in automated sortation systems or intralogistics solutions
• Experience working within a global, matrix organization and aligning regional execution with Airport Division headquarters standards and processes

Nice To Haves

• MBA preferred

Responsibilities

• Execute the North America airport ICS/controls sales strategy aligned to Airport Division priorities, target accounts, and multi-year growth objectives
• Build and govern a qualified pipeline of major capital programs (BHS, sortation, ICS/controls upgrades, and modernization), ensuring disciplined capture plans and clear win strategies
• Maintain executive visibility into airport capital planning cycles, funding and grant timelines, and procurement methods; translate market signals into actionable forecasts
• Engage senior customer stakeholders to align operational outcomes, performance requirements, and regulatory obligations (including TSA/CTX interfaces)
• Direct early solution shaping with Engineering and Systems Design, ensuring concepts align to Airport Division technical standards and the ICS/controls architecture
• Position BEUMER’s integrated solution (mechanical, electrical, ICS/controls, software, and lifecycle services) as measurable customer value across throughput, reliability, maintainability, and total cost of ownership
• Own bid governance and lead the development of compliant, compelling proposals (technical and commercial), including scope, schedule assumptions, ICS/controls approach, and pricing strategy
• Ensure proposals are competitive and executable, aligned with margin targets, risk position, contracting standards, and internal compliance requirements
• Lead internal executive reviews and approvals; communicate opportunity status, forecast, resource needs, and key risks with clarity and rigor
• Lead or sponsor commercial negotiations and ensure a controlled transition to project execution (scope, commercial terms, ICS/controls deliverables, and stakeholder commitments)
• Partner with Airport Headquarters (Aarhus, Denmark) to harmonize regional pursuits with global strategy, reference designs, and Airport Division/ICS standards
• Lead through influence across a matrix organization, aligning Engineering, Controls/ICS, Finance, Legal, Operations, and Customer Support to deliver winning and executable offers
• Coordinate with Marketing and global stakeholders to strengthen market presence, reference positioning, and thought leadership in the Airports segment
• Monitor market dynamics, competitor positioning, procurement trends, and technology evolution (including ICS/controls and software) to inform strategy
• Represent BEUMER with executive presence at industry events, customer forums, and key account governance meetings
• Provide structured input to long-range planning, offering strategy, and roadmap prioritization—grounded in customer feedback and Airport Division standards
• Provide leadership and governance for sales execution across the pursuit lifecycle, ensuring consistent operating cadence, accountability, and stakeholder alignment
• Drive continuous improvement and standardization of sales processes, tools, and proposal content—harmonized with Airport Division ways of working and ICS best practices
• Ensure adherence to company policies, contracting and compliance requirements, and BEUMER values, acting as a role model for ethical conduct

Benefits

• Medical & Dental Premiums: We cover 100% of the premiums for you and your eligible dependents.
• 401(k) with Generous Match: Secure your financial future with our competitive retirement plan.
• Life Insurance / Long Term Disability: Peace of mind for you and your loved ones. Yes, we cover that too!
• Ancillary Insurances: Including vision, accident, and critical illness insurance.
• Generous Paid Time Off: Achieve the optimal work-life balance.
• Company Holidays: Enjoy paid time off on designated company holidays including additional flex days for times that matter most!
• Performance-Based Bonus: Eligibility to participate in our Target Agreement Plan for bonus potential.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees