Director of Sales - Business Development

FECHHEIMER BROTHERS COMPANY•Blue Ash, OH

4d•$160,000 - $0•Remote

About The Position

The Director of Sales – Business Development is responsible for establishing and executing the strategic direction for business development across state agencies, major municipalities, counties, and other public-sector organizations throughout the United States. This role develops national and regional opportunities within public safety, fire, emergency medical services, transit, and government markets, with accountability for new account acquisition, organic revenue growth, customer retention, sales pipeline development, and profitable growth. The Director builds senior-level relationships with end users, government agencies, dealers, and distribution partners while collaborating with regional sales leaders and account representatives to develop and close complex opportunities. The role also strengthens sales effectiveness by providing field coaching, product education, presentation support, and guidance regarding product offerings, custom uniform programs, manufacturing capabilities, and customer solutions. Success in this role requires strategic thinking, strong business acumen, disciplined account and pipeline management, executive-level presentation skills, and the ability to influence customers and internal partners across a geographically dispersed organization.

Requirements

Bachelor’s degree in Business, Marketing, Sales, or a related discipline preferred; equivalent relevant experience will be considered.
Eight or more years of progressive sales, business development, strategic account management, channel sales, or related commercial experience preferred.
Four or more years of national or strategic account management experience required.
Four or more years of sales leadership, sales management, or significant field-coaching experience preferred.
Demonstrated success developing and closing complex, high-value, or long-cycle business opportunities.
Experience using CRM systems for pipeline management, activity tracking, opportunity management, and forecasting required.
Ability to travel nationally up to 75% of the time, including overnight travel and occasional evening or weekend customer and industry events.
Valid driver’s license and ability to meet applicable company driving requirements.
Ability to work remotely and maintain a productive home-office environment.

Nice To Haves

Knowledge of uniforms, apparel, public-safety products, custom product programs, or textile manufacturing is strongly preferred.
Public safety, uniforms/apparel, government, dealer-distribution, or related industry experience strongly preferred.

Responsibilities

Establish and execute a national business development strategy for targeted public safety, fire, EMS, transit, and government markets, with responsibility for new business, organic growth, customer retention, and profitable sales results.
Develop and maintain an annual target-account plan with regional sales leadership, including account priorities, pursuit strategies, milestones, and documented outcomes for opportunities won, lost, deferred, or still in process.
Build senior-level relationships with decision-makers and influencers within state agencies, major cities, large counties, public-safety organizations, and other strategic accounts, including a focus on agencies with more than 500 sworn personnel.
Lead consultative discovery, executive presentations, product demonstrations, and program proposals that align customer needs with Fechheimer’s product portfolio, custom uniform capabilities, service model, quality, and manufacturing strengths.
Develop strong relationships with key dealers and distributors, aligning their market coverage, capabilities, and customer relationships with national and regional business-development opportunities.
Coordinate with dealer partners and regional sales teams to establish clear pursuit strategies, ownership, communication, and follow-through for shared opportunities.
Coach regional sales representatives through field visits, ride-a-longs, account planning, presentations, opportunity development, negotiation, and closing activities.
Lead product training for new and existing sales representatives and develop materials for representatives, dealers, and end users covering product features, customization options, quality, applications, and manufacturing processes.
Build and maintain a qualified pipeline, using CRM to document target accounts, contacts, opportunity value, stages, next steps, expected close dates, and competitive activity.
Analyze sales performance and market data, provide accurate forecasts and leadership updates, identify regional product needs, and take appropriate action to improve pipeline progression, conversion, revenue, and margin.
Guide complex public-sector opportunities through applicable procurement, bid, proposal, product evaluation, pricing, and contract processes in collaboration with appropriate internal and external partners.
Negotiate customer and dealer programs within company pricing, margin, contractual, and approval guidelines, balancing customer requirements with sustainable and mutually beneficial business outcomes.
Collaborate with Operations, Marketing, Customer Service, Product Development, and other business partners to evaluate opportunities, fulfill customer commitments, support successful program launches, and achieve business-plan objectives.
Monitor customer needs, competitor activity, procurement developments, and market trends, translating insights into recommendations for product, service, channel, and go-to-market strategies.
Represent Fechheimer at national and regional trade shows, conferences, dealer meetings, customer events, and industry programs, using pre-event planning and timely follow-up to generate measurable business opportunities.
Perform other duties as assigned in support of Sales and business-development objectives.
Protect confidential customer, pricing, contract, product, and company information.
Follow company policies, ethical business practices, and applicable customer or government requirements.