Sr. Director Global Commercial - Defense

CoorsTek, Inc.•Golden, CO

21h•CA$147,000 - CA$230,000

About The Position

DEW Engineering and Development ULC, a wholly owned subsidiary of CoorsTek, Inc., is a multi-divisional defense and aerospace company headquartered in Ottawa, Ontario. It designs and manufactures products and provides services to domestic and international military and commercial customers, including design, testing and evaluation, prototyping and development, manufacturing, and through-life support. The Sr. Director Global Commercial - Defense is a senior commercial leader responsible for identifying, developing, and executing growth strategies across DEW Engineering’s markets. The position is accountable for strategic customer relationships, business development, market expansion, commercial leadership, and end-to-end capture management and ownership of priority opportunities. The role develops North American growth while drawing on knowledge of EMEA and other global markets, and leads efforts to grow revenue, profitability, bookings, margins, and the commercial pipeline. The role works collaboratively with company leadership and commercial, engineering, project management, and manufacturing teams to shape customer solutions, develop capabilities, support localization strategies, and pursue profitable growth. It also builds and leads a high-performing commercial organization, represents DEW in the market, and may travel frequently to customers, trade shows, and conferences. The position works primarily in an office and occasionally in a production environment.

Requirements

Bachelor’s degree in engineering or equivalent.
At least 10 years of progressive leadership experience in technical sales, business development, strategic account management, or commercial leadership.
Demonstrated success planning and executing complex commercial opportunities, developing growth strategies, building executive-level customer relationships, and leading capture management for complex, high-value pursuits in defense, aerospace, advanced manufacturing, advanced materials, or related industries.
Demonstrated track record of materially growing an Aerospace & Defense business and converting strategic relationships into long-term contracts and revenue.
Strong contacts in the Canadian and global defense industry, including government and prime contractors, and established relationships with senior executives and decision-makers across major Aerospace & Defense OEMs, primes, Tier 1/Tier 2 suppliers, and government/defense customers.
Strong negotiation skills.
Strong executive presence and credibility with customers, partners, industry leaders, and internal stakeholders.
Manufacturing background.
Strong financial acumen.
Ability to manage uncertain environments while identifying new business opportunities and maintaining disciplined pipeline forecasting, prioritization, and follow-through.
Ability to work with people from diverse cultures and backgrounds, with strong interpersonal and organizational skills and attention to detail.
Excellent listening, verbal, and written communication skills in English.
Position involves extended periods of computer-based work, typically while seated.

Nice To Haves

Advanced degree in business leadership or engineering.
French language skills; fluent English and French are preferred.
Location in Ottawa, Canada, or Golden, Colorado is preferred.

Responsibilities

Oversee business development and growth opportunities, including ownership of the capture management process for strategic pursuits.
Develop and execute a North American growth strategy, including account-specific plans, to meet and exceed revenue and profitability goals while leveraging knowledge of EMEA and other global markets.
Lead successful deal closings and deliver measurable bookings, revenue, margin, and pipeline growth.
Identify new opportunities and markets and work with company leaders to develop market-penetration strategies across customers, programs, geographies, applications, and market segments.
Maintain awareness of global market conditions, trends, and customer needs to shape sales strategy for existing and prospective customers.
Drive new product development and growth by defining customer and market requirements, acting as a technical liaison with customer teams, and communicating business needs to internal teams.
Match customer needs with DEW capabilities or drive data-supported internal decisions about long-term growth investments, including capital equipment and R&D programs.
Lead or support contract and commercial negotiations as needed.
Build collaborative partnerships across commercial, engineering, and manufacturing teams to deliver customer solutions, support localization strategies, and drive profitable growth with clear ownership and accountability for strategic pursuits.
Raise demand for DEW products and solutions through proactive selling and customer education, including proposals and other forums.
Differentiate DEW from competitors through strategic marketing and communication of its competitive advantages.
Build the company’s market reputation through trade shows, advertising, strategic partnerships, and industry organizations.
Build and lead a high-performing commercial organization and replicate successful growth practices through disciplined processes, team capability, and shared customer relationships.
Conduct bid/no-bid assessments and establish capture plans, win themes, competitive assessments, action plans, and executive reviews for priority pursuits.
Lead teams preparing and writing complex proposals to institutional and commercial customers, ensuring strategy and content align with the approved capture plan and customer requirements.
Monitor customer procurement rules, policies, and practices.
May provide guidance to other colleagues.
Travel to customer locations to promote products, resolve customer problems, and represent the company at trade shows and conferences as needed.