POSITION OVERVIEW:The Director of Sales and Marketing is a senior commercial leadership role responsible for leading the sales team and driving profitable, sustainable growth for Air Monitor Corporation. The position develops and executes market and account strategies, strengthens relationships with key customers and channel partners, directs market development activities, and provides commercial direction for new product development and commercialization. The role works cross-functionally with Engineering, Operations, Marketing, and executive leadership to translate customer and market needs into growth priorities, differentiated solutions, and successful product launches.
SALES LEADERSHIP: - Lead, coach, and develop the sales team, establishing clear goals, priorities, accountability, and performance expectations aligned with company objectives.
- Direct sales planning, pipeline development, opportunity strategy, forecasting, and regular performance reviews.
- Provide leadership on major pursuits, technically complex applications, pricing strategy, proposals, and commercial negotiations.
- Promote disciplined use of sales processes and customer relationship management tools to improve visibility, responsiveness, and forecast accuracy.
- Coordinate with representatives, distributors, and other channel partners to expand coverage, strengthen capabilities, and improve sales execution.
MARKET DEVELOPMENT AND GROWTH:- Develop and execute market and growth plans that support profitable revenue expansion and long-term strategic objectives.
- Identify, evaluate, and prioritize new markets, applications, customers, channels, and geographic opportunities based on strategic fit, market potential, margin, and organizational capability.
- Build Air Monitor's position in high-value industrial and specification-driven markets through targeted application development, technical selling, and differentiated value propositions.
- Monitor market trends, customer requirements, regulatory drivers, competitive activity, and emerging technologies; convert insights into actionable growth initiatives.
- Establish measurable business development objectives and track progress using pipeline, revenue, gross margin, market penetration, and strategic win indicators.
- Represent Air Monitor at customer meetings, industry events, trade associations, and technical forums to strengthen market visibility and identify opportunities.
KEY ACCOUNT MANAGEMENT:- Develop and maintain strategic account plans for key customers, EPC firms, consulting engineers, OEMs, end users, and channel partners.
- Serve as executive sponsor and primary relationship leader for selected strategic accounts, building relationships across commercial, technical, procurement, and leadership functions.
- Understand each key account's business drivers, project pipeline, technical requirements, buying process, and competitive environment.
- Coordinate internal resources to improve customer responsiveness, resolve issues, support project execution, and expand long-term account value.
- Conduct periodic account reviews and maintain clear action plans for retention, growth, specification influence, and new opportunity development.
NEW PRODUCT DEVELOPMENT AND COMMERCIALIZATION:- Provide market-driven direction for new product development by defining customer needs, application requirements, market size, competitive alternatives, target pricing, and commercial value.
- Partner with Engineering and Operations to prioritize product and application development opportunities that align with company strategy and market demand.
- Develop the commercial business case for proposed products and enhancements, including target customers, revenue potential, margin expectations, investment requirements, risks, and launch objectives.
- Lead commercialization planning, including product positioning, value proposition, pricing, sales tools, technical content, channel readiness, customer validation, launch timing, and sales training.
- Ensure that lessons from customers, field applications, and the sales team are incorporated into the product roadmap.
- Monitor customer feedback, competitive response, revenue, and profitability; recommend corrective actions or product improvements.
CROSS-FUNCTIONAL LEADERSHIP:- Support annual planning, budgeting, growth initiatives, and long-range strategic planning with market intelligence and commercial analysis.
- Communicate customer expectations and market priorities clearly across the organization and facilitate timely decisions on critical opportunities.
- Promote a customer-focused, accountable, collaborative, and continuous-improvement culture.
POSITION REQUIREMENTS:- Bachelor's degree in Engineering, Business, Marketing, or a related field; equivalent relevant experience may be considered.
- Ten or more years of progressive experience in technical sales, business development, sales management, product management, or a related commercial leadership role.
- Demonstrated success leading sales teams, developing strategic accounts, and delivering profitable growth in technical or engineered-product markets.
- Strong commercial acumen, including experience with pricing, margin, forecasting, proposals, negotiations, and business-case development.
- Ability to understand and communicate technical concepts and develop credibility with engineers, contractors, EPC organizations, OEMs, channel partners, and end users.
- Experience translating market and customer requirements into new product priorities and commercialization plans.
- Excellent written, verbal, presentation, relationship-building, and negotiation skills.
- Ability to travel as required to support customers, the sales team, channel partners, and industry activities.
PREFERRED EXPERIENCE:- Experience with airflow measurement, industrial instrumentation, controls, HVAC, power generation, process industries, semiconductor facilities, data centers, or related engineered systems.
- Experience managing complex project opportunities with long sales cycles.
- Experience working with manufacturers' representatives, distributors, consulting engineers, EPC firms, and strategic end-user accounts.
- Familiarity with product launches, voice-of-customer methods, competitive analysis, and market segmentation.
LEADERSHIP COMPETENCIES:- Strategic Thinking: Connects market intelligence, customer needs, company capabilities, and financial objectives to establish clear priorities and direction.
- Commercial Acumen: Understands revenue, margin, pricing, risk, and the commercial implications of business decisions.
- Customer Focus: Builds trust, understands customer priorities, and balances responsiveness with sustainable business value.
- Technical Credibility: Communicates engineered solutions accurately and effectively with technical and nontechnical audiences.
- Sales Leadership and Coaching: Sets clear expectations, develops talent, reinforces accountability, and helps the team improve execution and results.
- Collaboration and Influence: Aligns cross-functional teams and gains commitment without relying solely on formal authority.
- Results Orientation: Converts strategy into measurable actions, maintains focus, and follows through on commitments.
- Sound Judgment and Problem Solving: Evaluates facts, risks, alternatives, and consequences to make timely, defensible decisions.
- Communication: Presents complex information clearly, listens effectively, and adapts communication to the audience.
- Change Leadership: Leads through evolving market and organizational conditions while maintaining engagement and business continuity.
COMPUTER SKILLS:- Proficiency with Microsoft 365 applications, including Outlook, Word, Excel, PowerPoint, Teams, and customer relationship management systems.
- Ability to use data and reporting tools to analyze pipeline, sales performance, market opportunities, pricing, and business results.
WORKING CONDITIONS:- Primarily office or remote work, with regular computer and telephone use and extended periods of sitting or standing.
- Travel to customer sites, representative locations, trade shows, and Air Monitor facilities as required.
- May periodically enter manufacturing or industrial environments and must follow applicable safety requirements.
Pay Transparency: We are committed to pay transparency and equitable compensation practices. The compensation range for this position is $165,000-$185,000 annually, depending on factors such as experience, skills, qualifications, and location.
In addition to base compensation, this role includes a comprehensive benefit package which may include health insurance, retirement plans, paid time off, and other benefits.
