Director of Sales - Charter Steel

Charter Manufacturing•Saukville, WI

3d•Onsite

About The Position

Charter Manufacturing is seeking a Director of Sales to lead commercial strategy, profitable growth, and customer engagement. This is a builder role focused on scaling the organization by strengthening sales management, improving CRM and data discipline, developing talent, and aligning customer commitments with operational capabilities. The role involves close collaboration with various departments including Customer Experience, Marketing, Technical Services, Operations, and Quality to deliver customer value and achieve business outcomes. The position is based onsite in either Saukville, WI or Cleveland, OH, with approximately 50% travel required. The role leads a multi-level sales organization through sales managers.

Requirements

10+ years of progressive commercial or sales leadership experience, ideally within steel, metals, manufacturing, or industrial B2B sectors.
Demonstrated success leading sales teams to achieve growth and margin targets in complex, technical, or engineering-driven industries.
Strong financial and strategic acumen with the ability to connect commercial decisions to operational, technical, and profitability impacts.
Experience successfully implementing CRM systems, digital sales tools, or service data platforms.
Exceptional communication, negotiation, and relationship-building skills.
Significant experience leading sales managers and a multi-level sales organization in a complex industrial, manufacturing, technical, or engineering-driven B2B environment.
Demonstrated success building or transforming a sales organization, including sales process, management cadence, account planning, forecasting, CRM adoption, coaching, talent development, and performance accountability.
Proven record of delivering measurable revenue, margin, mix, customer-retention, or strategic-account outcomes through the performance of the organization.
Experience assessing organization capability, recruiting and developing talent, addressing performance gaps, and building leadership succession.
Demonstrated ability to balance customer advocacy with capacity, operational capability, technical risk, service requirements, profitability, and long-term enterprise value.
Demonstrated experience leading through sales managers, including setting expectations, establishing management cadence, coaching manager effectiveness, differentiating performance, and holding leaders accountable for team outcomes.
Demonstrated experience personally leading complex, multi-party commercial negotiations and coaching teams through high-value or high-risk customer agreements.
Working knowledge of commercial contracts, terms and conditions, risk allocation, compliance requirements, and contract-governance practices.

Responsibilities

Lead Commercial Strategy and Profitable Growth: Own revenue, margin, mix, customer retention, and strategic-account outcomes. Translate business strategy, market conditions, and customer needs into clear commercial priorities and plans. Develop differentiated value propositions and service models. Guide strategic account planning, customer roadmaps, contracts, and engagement models.
Build a Scalable Sales Operating System: Define, implement, and improve the end-to-end sales process, including market prioritization, opportunity qualification, pipeline management, forecasting, negotiation, and post-sale engagement. Establish clear process definitions, decision criteria, roles, and accountability. Create predictive visibility into pipeline health and commercial performance using CRM, dashboards, and analytics. Improve forecast quality, territory planning, customer insight, and performance management.
Lead Through Managers and Build Organizational Capability: Establish clear roles, decision rights, performance expectations, and operating cadence for sales managers. Build a disciplined coaching system for account and opportunity reviews, skill assessment, and development. Assess organizational capability, recruit and develop talent, strengthen leadership succession, and address performance gaps. Develop managers in strategic selling, negotiation, and commercial decision-making.
Strengthen Customer Relationships and Technical Differentiation: Build deep, strategic customer relationships informed by service data, technical insights, and market trends. Partner with cross-functional teams to deliver a seamless customer journey and position Charter Steel capabilities as differentiators. Evolve the lab into a proactive, customer-facing commercial asset. Create customer feedback loops and ensure insights drive improvements.
Protect Enterprise Value and Drive Disciplined Execution: Lead complex commercial negotiations involving pricing, volume commitments, and supply agreements. Establish negotiation strategies, approval parameters, and contract governance. Balance customer advocacy with operational capability, technical risk, and profitability. Communicate progress, escalate issues, and drive continuous improvement across commercial workflows. Use leading indicators to identify risk and improve outcomes.