Director of Sales

Charter Manufacturing•Cleveland, OH

2d•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 strengthening sales management, improving forecasting and CRM discipline, developing talent, and aligning customer commitments with operational capabilities. The Director will partner with various departments to deliver customer value and achieve business outcomes. The role requires a builder mindset, collaborative influence, high accountability, and strategic and operational discipline.

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 commercial priorities and plans. Develop differentiated value propositions and account coverage strategies. Guide strategic account planning 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 contracting. Establish clear process definitions, roles, and accountability. Create predictive visibility into pipeline health and commercial performance using CRM, dashboards, and analytics.
Lead Through Managers and Build Organizational Capability: Establish clear roles, 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, and strengthen leadership succession. 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 for continuous improvement.
Protect Enterprise Value and Drive Disciplined Execution: Lead complex commercial negotiations involving pricing, volume commitments, and supply agreements. Establish negotiation strategies and contract governance practices. Balance customer advocacy with operational capabilities, profitability, and long-term enterprise value. Communicate progress and risks to leadership, using leading indicators to identify and mitigate risks.