Director of Sales

JOB DESCRIPTIONThe Director of Sales owns revenue growth, commercial strategy, strategic account development, new business acquisition, market positioning, pipeline discipline, and customer relationships. The role converts CEI’s technical capability into profitable growth by targeting the right customers, qualifying the right work, and coordinating technical and operational fit.CEI is a precision engineering and manufacturing firm with more than 35 years in business, operating in a demanding environment where quality, delivery, technical excellence, and disciplined execution are essential to customer success.Essential Job Functions•        Conduct a deep dive on CEI’s manufacturing and engineering capabilities — including equipment, processes, certifications, materials, tolerances, lead times, and capacity — to develop a working command of what the company can deliver.•        Study CEI’s sales successes and past wins to identify the patterns, technical strengths, and customer outcomes that can be used as proof points and examples of capability in customer-facing conversations, proposals, and presentations.•        Define an ideal target customer profile based on industry, company size, geography, technical fit, capacity fit, margin potential, quality requirements, and strategic value.•        Develop and execute a high-level sales strategy that aligns target markets, ideal customer profile, value proposition, and pipeline priorities with company capabilities and growth goals.•        Own new business acquisition and expansion within existing strategic accounts.•        Set revenue, margin, and account-development targets and report progress against them.•        Advise the CEO and leadership team on market opportunities, commercial risk, pricing pressure, customer concentration, and growth priorities.•        Represent the company at customer meetings, industry events, trade shows, plant tours, and executive-level relationship development.•        Build senior-level customer relationships that improve access to future programs, engineering teams, sourcing teams, and executive decision makers.•        Establish a sales operating cadence including pipeline reviews, forecast updates, account reviews, quote reviews, win/loss reviews, and customer-risk reviews.•        Lead the quoting process in partnership with engineering, operations, quality, finance, purchasing, and scheduling.•        Formalize the pricing process, balancing margin expectations, NRE, tooling, lead time, and strategic implications.•        Lead contract negotiations.•        Manage the change order process in coordination with production scheduling.•        Performs other duties as assigned.Key Performance Indicators (KPIs)•        Qualified Pipeline Growth (coverage vs. quota)•        Bookings, Revenue, and Gross Margin vs. Plan•        Win Rate on Target-Account Opportunities•        Customer Diversification & Reduction in Low-Fit / Low-Margin WorkQualificationsMinimum•        7+ years of progressive sales, business development, or commercial leadership experience in precision manufacturing, CNC machining, aerospace, defense, medical, industrial, or contract manufacturing•        Demonstrated success developing profitable revenue streams with technical products, engineered parts, or complex B2B manufacturing services•        Strong understanding of quoting, manufacturability, lead times, quality requirements, capacity constraints, pricing, margin, and customer program development•        Proven ability to define and target ideal customer profiles and translate technical capability into compelling, customer-facing value propositions•        Strong interpersonal, written, and presentation communication skills•        Proficiency in Microsoft 365 and CRM toolsPreferred•        Bachelor’s Degree in Business, Engineering, or a related field•        Familiarity with AS9100 and ITAR-regulated environments•        Experience leading the rollout of a new sales strategy from market assessment through execution•        Government contract experienceWork Environment and Physical Requirements•        Primarily office-based within a manufacturing facility, with regular movement through production areas•        Travel required for customer visits, trade shows, and industry events•        Must be able to remain in a stationary position for extended periods and operate standard office equipment•        May occasionally lift up to 25 pounds (e.g., samples, materials, marketing collateral)Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.This job description is intended to describe the general nature and level of work performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Employment with the Company is “at will” as defined under Arizona law, and nothing in this description shall be construed as creating a contract of employment.