Director of Sales Industrial Markets

SUMMARY: The Director of Sales Industrial Markets is responsible for developing and executing the commercial strategy for Cattron's Industrial Market, with a primary focus on expanding market share, strengthening customer relationships, and driving profitable growth. This role provides leadership across sales, applications engineering, and commercial operations to deliver technical solutions that address complex customer applications.
         The ideal candidate combines strong commercial leadership with deep technical sales experience in industrial markets such as overhead cranes, material handling, industrial wireless controls, or related engineered equipment. This individual will work collaboratively across Engineering, Product Management, Operations, Marketing, and Customer Support to identify new markets.

RESPONSIBILITIES

• Develop and execute the strategic vision and commercial plan for Cattron's Industrial Market.
• Lead and develop a high-performing commercial organization focused on customer success, business growth, and operational excellence.
• Build strong relationships with OEMs, distributors, system integrators, and end users to identify new business opportunities and expand existing partnerships.
• Drive new customer acquisition while increasing share of wallet within existing accounts through solution-based selling and cross-functional collaboration.
• Partner with Applications Engineering to develop innovative solutions for complex customer applications across a broad portfolio of industrial wireless control products.
• Work closely with Product Management and Engineering to identify market trends, customer needs, and future product opportunities.
• Analyze market dynamics, competitive activity, customer trends, and sales performance to develop strategies that drive sustainable growth.
• Establish accurate sales forecasts, maintain a healthy opportunity pipeline, and ensure achievement of revenue and profitability objectives.
• Champion a customer-focused culture while coaching and developing team members to maximize individual and organizational performance.
• Collaborate with Marketing, Operations, Customer Service, Finance, and Engineering to ensure alignment of strategic initiatives and successful execution of business objectives.
• Represent Cattron at customer visits, industry events, trade shows, and key association meetings to strengthen market presence and develop strategic relationships.

REQUIREMENTS

• Demonstrated success leading technical B2B sales organizations within industrial markets.
• Strong understanding of consultative, solution-based selling involving engineered products and
• complex customer applications.
• Proven ability to develop and execute commercial strategies that drive profitable growth.
• Experience managing both direct and channel sales organizations.
• Ability to build credibility with customers by understanding technical applications and translating
• customer needs into business opportunities.
• Strong business acumen with experience interpreting sales metrics, market data, and financial
• performance to support strategic decision-making.
• Exceptional leadership, communication, coaching, and team development skills.
• Proven ability to collaborate across multiple functional disciplines including Engineering, Product
• Management, Operations, and Marketing.
• Excellent organizational, negotiation, presentation, and relationship-building skills.
• Willingness to travel approximately 50%.

EDUCATION / EXPERIENCE

• Bachelor’s degree in business, Engineering, Marketing, or a related field preferred.
• Minimum of 10 years of progressive sales leadership experience within industrial or engineered product markets.
• Demonstrated experience leading technical sales teams selling complex industrial products or solutions
• Experience within overhead cranes, material handling, industrial wireless controls, lifting equipment, industrial automation, or closely related industries strongly preferred.
• Experience working with OEMs, distributors, system integrators, and end users preferred.

The strongest candidate will be a hands-on market leader who combines deep knowledge of the overhead crane and material handling ecosystem with the ability to lead a technically sophisticated commercial organization. This person should be equally comfortable discussing customer applications with engineers, developing growth strategy with executive leadership, coaching sales professionals, and driving disciplined execution.

• Established credibility and relationships within the overhead crane, hoist, lifting, material handling, or industrial radio control markets.
• A record of leading sales growth in a mature, technically complex market with a broad product portfolio and diverse applications.
• Experience balancing the needs of legacy customers and established products with new customer acquisition, adjacent-market expansion, and product innovation.
• Strong technical curiosity and the ability to learn product configurations, controls, safety requirements, and customer applications without needing to be the design engineer.
• A visible, accountable leadership style that sets clear expectations, coaches the team, and stays close to customers and the market.
• Ability to simplify complexity, establish priorities, improve commercial discipline, and align sales, applications engineering, product management, and operations.
• A practical, data-informed approach to forecasting, pipeline management, pricing, channel strategy, account planning, and resource allocation.
• Comfort operating as a business leader rather than solely as the head of a sales function