The Director, Sales & Business Development, North America. is responsible for developing and executing the sales strategy to grow Capital I Industries from approximately $8 million to $15 million in annual revenue, while protecting margins and building sustainable customer relationships. Capital I manufactures road maintenance equipment serving municipalities, contractors and industrial customers. This role requires an industry expert with strong dealer network experience, proven success growing equipment sales, and the ability to turn market opportunities into a practical strategic plan with measurable results.
As a member of the leadership team, the Director, Sales & Business Development, North America. will lead sales planning, forecasting, business development and dealer performance. This individual must be comfortable setting strategic direction while personally developing relationships, supporting dealers and closing business.
Key Responsibilities
Strategic Planning and Revenue Growth
- Develop and execute a strategic sales plan that establishes a clear path from $8 million to $15 million in annual revenue, with agreed timelines, milestones and resource requirements.
- Identify and prioritize growth opportunities by product, territory, customer segment and distribution channel.
- Translate the strategy into annual budgets, quarterly priorities, territory plans and individual sales targets
Dealer Network Development
- Strengthen and expand the dealer network through targeted recruitment, onboarding, training and relationship management.
- Equip dealers with product knowledge, demonstrations, sales tools and support.
Sales Forecasting and Pipeline
- Own the sales forecast and provide clear visibility into expected orders, revenue, timing, risks and opportunities.
- Develop forecasts using historical performance, seasonality, dealer activity, customer purchasing cycles and qualified pipeline information.
- Maintain a disciplined sales pipeline with clear opportunity stages, next steps and realistic close dates.
- Work with operations and finance to align sales commitments with production capacity, inventory, lead times and financial plans.
Business Development and Customer Relationships
- Personally lead strategic account development, major opportunities and key negotiations.
- Build credibility with dealers, municipalities, contractors and other equipment purchasers through strong industry and product knowledge.
- Understand customer applications and demonstrate the operational and financial value of Capital I’s equipment.
- Oversee quotations, proposals and tender opportunities, ensuring timely follow-up and commercially sound commitments.
- Represent Capital I at industry events, trade shows, dealer meetings and customer demonstrations.
- Partner with the President and finance team to establish pricing and dealer programs that support profitable growth.
Sales Leadership and Collaboration
- Lead and coach the sales team for activity, pipeline quality, customer service and results.
- Identify the people, systems and capabilities required to support the growth plan.
- Bring customer and dealer feedback to product development and operational planning.
- Work collaboratively across the business to ensure commitments made during the sales process can be delivered.
Required Qualifications and Experience
- Significant sales experience in road maintenance equipment, heavy equipment, attachments or a closely related industry, including senior sales leadership responsibility is required.
- Demonstrated industry expertise, including knowledge of equipment applications, dealer economics, competitive products and customer purchasing decisions.
- Proven experience developing, managing and growing a dealer or distributor network.
- A track record of materially increasing revenue in a manufacturing or equipment business, with clear evidence of personal contribution to that growth.
- Experience developing and executing strategic sales plans with measurable revenue, margin and market expansion outcomes.
- Strong sales forecasting, budgeting and pipeline management experience.
- Commercial judgment in pricing, negotiations, dealer programs and account profitability.
- Experience selling to municipalities, contractors and equipment dealers; familiarity with public procurement and tender processes is an asset.
- Experience using CRM systems and sales data to improve execution and accountability.
- Post-secondary education in business, sales, engineering or a related discipline, or an equivalent combination of education and relevant industry experience.
- Ability to travel regularly for dealer development, customer visits, demonstrations and industry events.
