Director of Sales and Marketing - Columbia/Okura

Columbia Machine World Headquarters•Vancouver, WA

4d•$125,000 - $165,000•Onsite

About The Position

The Director of Sales & Marketing is Columbia/Okura's senior commercial leader responsible for all sales, marketing, business development, customer engagement, and market expansion activities. This role leads the development and execution of growth strategies designed to increase revenue, profitability, market share, customer satisfaction, and brand recognition throughout the Western Hemisphere, including Mexico, Central America, South America, and the Caribbean. The Director of Sales & Marketing serves as a strategic partner to the President and leadership team, translating corporate objectives into actionable sales and marketing plans. The position is responsible for driving profitable growth through multiple sales channels including direct sales personnel, independent manufacturers' representatives, engineering and design-build firms, OEM partners, systems integrators, and strategic channel relationships. Success in this role requires the ability to combine traditional consultative selling and relationship management with modern digital selling methodologies, AI-enabled sales tools, data analytics, marketing automation, and social selling strategies. The Director of Sales & Marketing is expected to create a high-performance culture focused on customer success, technical expertise, accountability, continuous improvement, and commercial excellence.

Requirements

Bachelor's Degree in Business, Marketing, Engineering, or related field required.
Minimum 10 years of progressive sales leadership experience.
Demonstrated success leading multi-channel sales organizations.
Proven track record of achieving revenue growth and profitability objectives.
Experience with CRM systems, digital marketing, and modern digital selling methodologies required.
Knowledge CRM platforms (Sugar CRM, Salesforce, Microsoft Dynamics, or equivalent).
Knowledge Microsoft Office Suite (Word, Excel, PowerPoint and Outlook).
Skills Analytical, organizational, communication (written and oral), and problem-solving.
Skills Building interpersonal relationships with customers and internal and external staff.
Skills Technical aptitude, ability to deal with abstract and concrete variables with high attention to detail.
Skills project management.
Ability to travel extensively throughout assigned territories and markets.
Ability to analyze market data and sales performance metrics.
Ability to lead complex commercial initiatives.
Ability to develop relationships across all customers organizational levels.
Ability to manage multiple priorities in a fast-paced environment.
Ability and willingness to travel as needed (Clients, Territory Agents, Channel Partners, Trade shows, Trade Associations, etc.).
Spread sheet development and analysis.
Mathematics: Accounting and Financial mechanics and analysis.
Sales forecasting.
Technical data analysis.

Nice To Haves

MBA or advanced degree preferred.
Experience in packaging machinery, automation, robotics, material handling, industrial equipment, or related capital equipment industries preferred.
Experience leading both sales and marketing functions strongly preferred.

Responsibilities

Align sales and marketing strategies with company strategic plans and long-term growth objectives.
Translate strategic initiatives into measurable departmental goals and action plans.
Develop and maintain annual sales plans, marketing plans, budgets, forecasts, and growth strategies.
Identify emerging markets, industries, customer segments, technologies, and partnership opportunities.
Monitor competitive activity, industry trends, and market conditions.
Participate in company strategic planning and leadership activities.
Drive profitable growth while maintaining target margins and business objectives.
Establish annual, quarterly, and monthly sales objectives.
Lead all commercial activities related to prospecting, account management, pipeline development, forecasting, and customer growth.
Develop and execute strategic account plans for key customers and target industries.
Establish effective territory assignments and channel coverage plans.
Monitor opportunity pipelines and forecast accuracy.
Participate directly in major customer pursuits, contract negotiations, and executive-level customer meetings.
Review and approve major quotations, proposals, contracts, and supply agreements.
Ensure disciplined execution of Columbia/Okura's consultative sales process.
Lead the development and execution of the company's overall marketing strategy.
Ensure alignment between marketing initiatives and sales objectives.
Oversee: Branding strategy, Website development and optimization, Digital marketing campaigns, Trade show programs, Industry events, Public relations activities, Content marketing, Product launches, Lead generation programs, Customer engagement campaigns.
Develop thought leadership programs that position Columbia/Okura as an industry leader in robotic palletizing and automation.
Measure and improve marketing effectiveness through analytics and ROI measurement.
Maintain relationships with key customers and strategic accounts.
Regularly visit customer facilities to identify opportunities and strengthen executive relationships.
Develop new customer relationships and strategic partnerships.
Support channel partners, manufacturers' representatives, OEMs, and systems integrators.
Actively identify and pursue new market opportunities and emerging applications.
Ensure superior customer experience throughout the sales and project lifecycle.
Partner with Engineering, Applications, Service, Operations, Project Management, and Finance to ensure successful customer outcomes.
Coordinate internal resources to provide responsive and timely customer support.
Ensure effective handoff from sales to project execution.
Advocate for customer interests throughout the organization.
Promote collaboration and communication across departments.
Champion and actively utilize CRM & Sales Technology (Sugar CRM, Salesforce, Microsoft Dynamics, or equivalent systems), Pipeline management and opportunity tracking, Forecasting and performance analytics, Customer lifecycle management, Sales activity reporting and KPI dashboards.
Champion and actively utilize Social Selling (LinkedIn Sales Navigator and related prospecting tools), Executive-level digital networking, Personal and corporate brand development, Customer engagement through social platforms, Digital lead generation and account targeting.
Champion and actively utilize Marketing Automation (Marketing automation platforms, Email nurturing campaigns, SEO and SEM strategies, Website analytics, Lead scoring and conversion management, Webinar and virtual event technologies).
Lead adoption of modern AI-enabled business tools such as: Microsoft Copilot, Generative AI platforms, Proposal development software, Research automation tools, Customer intelligence platforms, Market analysis technologies.
Recruit, develop, coach, mentor, and retain high-performing sales and marketing personnel.
Conduct regular coaching sessions, field visits, and performance reviews.
Create succession plans and leadership development opportunities.
Foster a culture of continuous learning and professional growth.
Lead departmental continuous improvement initiatives.
Ensure team members remain current on products, technologies, markets, and sales methodologies.
Responsible for the overall direction, coordination, development, and performance of all direct reports.
Establish clear goals, accountability measures, and performance expectations.
Recruit, interview, hire, develop, and retain top talent.
Administer performance evaluations, coaching, corrective measures, and recognition programs.
Lead organizational planning and resource allocation within the Sales and Marketing organization.
Drive employee engagement and professional development.