This position would preferably be based out of one of our offices - Albany, OR, Portland, OR or Seattle, WA.
SUMMARY
The Sales and Marketing Director is a senior executive role reporting directly to the CEO and serving as a key member of the Executive Team. This leader owns the full revenue lifecycle for Concept Systems, from market strategy and demand generation through pipeline management and deal closure, while interfacing directly with the Applications Engineering department on pursuit strategy and pricing. The role is responsible for building and leading a high-performing sales and marketing organization, developing and executing go-to-market strategies aligned with the company's strategic plan, and driving sustainable, profitable growth across existing and new markets in the automation and controls integration space.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Serves as a key member of the Executive Team, contributing to company-wide strategic planning, resource allocation, and operational decisions beyond the sales function.
Develops and executes 12-month rolling strategic Sales and Marketing Plan and forecasts to achieve corporate key results and in line with the Corporate Mission Statement and Vision Statement.
Establishes and maintains relationships with industry influencers and key strategic partners
Owns full accountability for booking targets, margin performance, pipeline health, and growth KPIs for the sales and marketing organization.
Identifies and pursues new market opportunities, client segments, and strategic partnerships that expand Concept Systems' addressable market in the automation and controls integration space.
JOB DUTIES
Interfaces directly with the Applications Engineering department in pursuit of strategy, risk assessment, pricing, and margin decisions to ensure alignment with sales objectives and client expectations.
Participates in key account/opportunity pursuits, including but not limited to qualifying accounts, setting strategy, identifying risk, defining risk mitigation plans, and setting margin/price on opportunities.
Provides sales and marketing data and reports to CEO and Executive Team.
Oversees and evaluates market research and adjusts marketing strategy to meet company key results.
Maintains vendor relationships and participates in vendor business planning meetings.
Utilizes comprehensive knowledge of the industry, the competition, and the client to develop and execute value-added strategies that generate business and strengthen the company's position in the marketplace.
Participates in sales calls and customer meetings, as needed.
Work with HR Manager to ensure employee motivation, engagement, training and development, and compliance with established employment laws.
Works with Controller on wage and benefit administration and compliance with established laws around wages.
Coordinate with HR Manager to determine annual hiring needs.
Manages Sales Team, including:
Establishes, maintains, and provides monthly reviews of KPIs
Actively works with each Sales Engineer to establish a 12-month Sales Plan and related strategies via the Sales Accountability Plan
Manages Sales and Marketing Team, including:
Provides coaching and timely, relevant feedback to assist team members in better serving their customers and achieving goals
Assists in developing individual career paths
Offers and recommends appropriate training
Conducts bi-annual success planning with each individual
Oversee the established sales and marketing processes, procedures, and reports.
Looks for opportunities to continually improve the sales and marketing department's processes, procedures, and reports.
Manages the annual Sales and Marketing budget.
Assures compliance with established policies and procedures within the department.
Participates in technical, sales, and marketing training.
Directs involvement with senior level relationships at key accounts.
Establishes and implements short- and long-range departmental goals, objectives, policies, and operating procedures.
Promotes positive relations with all partners, customers, vendors, and distributors.
Travel periodically to meet with clients and customers across various geographical areas.
Travels to various conferences, industry events, and training seminars.
Maintains an enthusiastic, highly motivated team.
Implements initiatives to improve productivity, quality, and efficiency of sales and marketing.
Represents the company in presentations, sales events, community events, etc.
Meets or exceeds annually established KPIs for the department.
Maintains healthy, productive relationships across all departments.
Manages expenses within the established budget.
Maintains punctual, regular, and predictable attendance.
SUPERVISORY RESPONSIBILITIES
Directly supervise Sales Engineers, Account Managers, Sales Coordinator and Marketing Manager. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
QUALIFICATIONS
Ability to perform essential duties with or without reasonable accommodation and without posing a direct threat to the safety or health of employees or others. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE
Bachelor's Degree (BS) in Engineering, Business, or related field required. 10+ years of progressive sales leadership experience in technical professional services, engineering services, or automation/controls industries. Demonstrated track record of building and scaling sales teams, developing go-to-market strategies, and consistently meeting or exceeding revenue targets. Experience with consultative, solution-based selling in long-cycle B2B environments is strongly preferred. MBA or advanced degree is a plus.
COMMUNICATION SKILLS
Exceptional written and verbal communication skills with the ability to present complex technical solutions to both technical and non-technical audiences. Ability to craft compelling proposals, executive presentations, and strategic plans. Strong negotiation skills and the ability to influence at the C-suite level with clients and prospects. Ability to read, analyze, and interpret financial reports, contracts, and technical documentation.
ANALYTICAL SKILLS
Strong financial acumen with the ability to analyze sales performance data, pipeline metrics, margin analysis, and booking forecasts. Proficiency in interpreting project-based financial models, and key performance indicators to inform strategic decision-making. Ability to develop and manage departmental budgets and translate business data into actionable growth strategies.
TECHNOLOGY SKILLS
Proficiency with CRM platforms and sales pipeline management tools. Working knowledge of Microsoft Office Suite, business intelligence and reporting tools, and ERP systems. Ability to leverage technology and data analytics to drive sales performance, forecast accuracy, and marketing ROI. Experience with marketing automation platforms is a plus.
CERTIFICATES, LICENSES, REGISTRATIONS
A valid insurable Driver's License is required.
VALUES IN ACTION
At Concept Systems our values shape how we work every day - and what we expect from every team member:
INSPIRED: We bring curiosity, energy, purpose, and passion to our work, lead by example, support our teammates, and turn challenges into opportunities while staying connected to the bigger mission.
RESOURCEFUL: We take initiative, think creatively, and use every available resource to solve problems, adapt to change, and make progress-even without perfect information.
COMMITTED: We take ownership, support one another and our customers, and consistently deliver high-quality work with care, purpose, accountability, and a focus on results.
Team members are expected to consistently demonstrate these values in their work, decisions, and interactions.
