Sales Director

Charter Manufacturing•Cleveland, OH

12d•Onsite

About The Position

The Sales Director at Charter Steel leads commercial strategy, profitable growth, and customer engagement while building the systems, leadership capability, and cross-functional discipline needed to scale the organization. This builder role leads a multi-level sales organization through sales managers, strengthens account planning and forecasting, improves CRM and data discipline, develops talent, and connects customer commitments to operational capability, technical requirements, and long-term enterprise value. The Director partners with Customer Experience, Marketing, Technical Services, Operations, Quality, Supply Chain, and company leadership to translate Charter Steel’s capabilities into customer value and measurable business outcomes. The position is onsite in either Cleveland, Ohio, or Saukville, Wisconsin, and involves approximately 50% travel.

Requirements

10 or more years of progressive commercial or sales leadership experience, including significant experience leading sales managers and a multi-level sales organization in a complex industrial, manufacturing, technical, or engineering-driven B2B environment.
Demonstrated success leading sales teams to achieve growth and margin targets in complex, technical, or engineering-driven industries.
Demonstrated success building or transforming a sales organization, including its sales process, management cadence, account planning, forecasting, CRM adoption, coaching, talent development, and performance accountability.
A proven record of delivering measurable revenue, margin, mix, customer-retention, or strategic-account outcomes through organizational performance.
Strong financial and strategic acumen, including the ability to connect commercial decisions to operational, technical, and profitability impacts.
Experience implementing CRM systems, digital sales tools, or service-data platforms.
Experience assessing organizational capability, recruiting and developing talent, addressing performance gaps, and building leadership succession.
Ability to balance customer advocacy with capacity, operational capability, technical risk, service requirements, profitability, and long-term enterprise value.
Experience leading through sales managers, including setting expectations, establishing management cadence, coaching manager effectiveness, differentiating performance, and holding leaders accountable for team outcomes.
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.
Exceptional communication, negotiation, and relationship-building skills.

Nice To Haves

Experience in steel, metals, manufacturing, or industrial B2B sectors.

Responsibilities

Own revenue, margin, product mix, customer retention, and strategic-account outcomes across key market segments.
Translate business strategy, market conditions, competitor behavior, customer economics, industry trends, and regulatory developments into commercial priorities and measurable plans.
Turn product and customer segmentation models into differentiated value propositions, service models, account coverage, growth priorities, and investment levels.
Guide strategic account planning, customer roadmaps, contracts, and engagement models that support long-term growth and customer loyalty.
Define, implement, and continuously improve the sales process from market prioritization and opportunity qualification through account planning, pipeline management, forecasting, negotiation, contracting, handoffs, and post-sale engagement.
Establish process definitions, decision criteria, roles, management cadence, and accountability across the sales organization.
Use measures such as opportunity quality, conversion, win rate, sales-cycle duration, account potential, forecast accuracy, and expected financial contribution to create visibility into pipeline health and commercial performance.
Use CRM, dashboards, analytics, and service data to improve forecasting, territory and resource planning, customer insight, performance management, and cost-to-serve.
Establish roles, decision rights, performance expectations, and operating cadence so sales managers lead account planning, forecasting, coaching, and performance management within their teams.
Build a coaching system covering account and opportunity reviews, customer-call observation, skill assessment, feedback, development planning, and follow-up.
Assess organizational capability, recruit and develop talent, strengthen leadership succession, recognize strong performance, and address performance or behavioral gaps.
Develop managers who can coach sales-process discipline and strategic selling, negotiation, customer leadership, and commercial decision-making.
Build deep, strategic, multi-level customer relationships and lead proactive engagement informed by service data, technical insights, quality performance, lab results, supply-chain metrics, and market trends.
Partner across Customer Experience, Marketing, Technical Services, Quality, Supply Chain, and Operations to deliver a seamless customer journey and differentiate Charter Steel’s capabilities.
Partner with the Director of Technical Services to develop the lab as a proactive, customer-facing commercial asset for product analysis, performance insight, and strategic collaboration with key accounts.
Create customer feedback loops and ensure insights are captured in CRM and translated into improvements to processes, products, service delivery, and customer experience.
Lead complex commercial negotiations involving pricing, volume commitments, supply agreements, service expectations, risk allocation, concessions, and long-term strategic value.
Establish negotiation strategies, approval parameters, contract-governance practices, and post-negotiation learning.
Balance customer advocacy with capacity, operational capability, technical risk, service requirements, profitability, and long-term enterprise value.
Communicate timely updates, escalate clearly, follow up consistently, and drive continuous improvement across commercial workflows.
Use leading indicators to identify risk, redirect resources, and improve outcomes before revenue or margin gaps appear.