Description
The Director of Sales, Massman Automation is responsible for leading and executing the commercial strategy for Massman Automation and driving profitable revenue growth.
This role leads Regional Sales Managers while establishing disciplined pipeline management, forecast accuracy, margin accountability, and CRM rigor. The Director balances strategic leadership with hands-on sales engagement and serves as the senior commercial leader for the division.
Operating within Massman Companies’ enterprise model, this leader ensures alignment with company-wide commercial standards while delivering strong divisional performance in engineered-to-order capital equipment sales environments.
Key Responsibilities
Commercial Strategy & Growth Execution
· Develop and execute the annual sales strategy aligned with divisional and enterprise growth objectives.
· Drive profitable revenue growth while maintaining margin discipline and deal quality.
· Identify market opportunities, competitive positioning strategies, and targeted growth segments.
· Translate enterprise-level commercial objectives into actionable divisional sales plans.
Sales Leadership & Team Development
· Lead, coach, and develop Regional Sales Managers.
· Establish clear performance expectations, KPIs, and accountability standards.
· Improve win rates, productivity, and commercial effectiveness across the team.
· Recruit and retain high-performing sales talent aligned with Massman values.
Metric-Driven Commercial Excellence
· Establish and manage key commercial KPIs including pipeline health, forecast accuracy, win/loss performance, margin quality, and sales cycle duration.
· Drive disciplined CRM usage and structured forecasting cadence.
· Lead regular pipeline and performance reviews to improve visibility and reduce revenue volatility.
Strategic & Key Account Growth
· Develop and expand relationships with strategic and multi-site manufacturing customers.
· Support enterprise selling initiatives including standardization efforts and preferred supplier positioning where applicable.
· Engage executive-level customer stakeholders to strengthen long-term partnerships and lifecycle value.
Cross-Functional Partnership & Execution
· Partner closely with Engineering, Operations, Service, and Finance to ensure accurate scoping, executable solutions, and reduced project risk.
· Support smooth customer handoff from sales to project execution.
· Align divisional activities with Massman’s simplified customer experience model.
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Requirements
· Bachelor’s degree in Business, Engineering, or related field preferred.
· 8–12+ years of progressive sales experience, including leadership of field sales or account management teams.
· Experience in capital equipment, industrial automation, packaging machinery, or engineered-to-order environments required.
· Demonstrated success driving revenue growth, improving pipeline discipline, and managing margin performance.
· Experience selling complex, long-cycle solutions to manufacturing customers (food, beverage, CPG, industrial preferred).
Summary
Massman Companies is a leader in the design and manufacturing of precision automated machinery. Massman Companies has been providing innovative packaging systems for over 40 years. From liquid filling to case packing to palletizing, Massman has solutions for a wide range of automation needs. Massman Companies include Massman Automation, ADCO, EDL, Ideal Pase, DTM Packaging, and New England Machinery.
Massman Companies prides itself on being family-friendly, with our Values focused on Employee Wellness, Community Leadership, and Integrity.
Employee Wellness: Family first. Creating career, personal, and financial wellness for all employees embodies the Massman Employee Wellness value.
Community Leadership: Lifting communities. Contributing positively where we live with our talents and resources.
Integrity: Honesty always. Doing what is right, not what is easy.