Area Sales Director

Position Summary

The Area Sales Director is responsible for driving profitable growth through a combination of enterprise account management, contract renewals, commercial negotiations, and new business acquisition. This role manages a portfolio of strategic enterprise customers while also leading assigned sales personnel within the region. Approximately 50% of the role is focused on retention and expansion of existing enterprise customers through contract renewals, pricing initiatives, commercial negotiations, and account growth strategies. The remaining 50% is focused on generating new bookings through prospecting, pipeline development, qualification, and closing new business opportunities. The Area Sales Director partners closely with Customer Success, Operations, and Executive Leadership to ensure profitable revenue growth and long-term strategic account development.

Role & Responsibilities

Enterprise Sales Management

• Own and develop relationships within strategic enterprise accounts.
• Lead contract renewal activities and ensure renewals are completed on time.
• Negotiate annual price increases and commercial terms that support SIMCO's profitable growth objectives.
• Develop multi-year account growth strategies focused on retention, expansion, and cross-selling opportunities.
• Identify whitespace opportunities across enterprise customer organizations.
• Conduct executive business reviews and strategic planning sessions with customers.
• Partner closely with Customer Success to ensure successful service delivery and customer outcomes.
• Maintain executive-level relationships across customer organizations.
• Drive expansion opportunities through additional locations, service offerings, and enterprise agreements.

New Business Development

• Generate profitable new bookings through direct prospecting and strategic account targeting.
• Build and maintain sufficient pipeline coverage to achieve annual growth objectives.
• Develop territory and account plans focused on acquiring new enterprise customers.
• Execute disciplined pipeline management and forecasting through Salesforce.
• Apply advanced sales methodologies including MEDDPICC, Challenger, Strategic Selling, and Conceptual Selling.
• Lead complex negotiations involving multiple stakeholders and buying centers.
• Achieve assigned new business quota and win-rate objectives.

Team Leadership

• Lead, coach, and develop assigned sales personnel.
• Conduct regular opportunity reviews, forecasting sessions, and performance coaching.
• Foster accountability, collaboration, and customer-centric selling behaviors.
• Support recruiting, onboarding, and development of future sales talent.
• Share best practices and contribute to overall sales process improvement initiatives.

Revenue & Customer Growth

• Grow revenue and margin and win new bookings for the region.
• Build and manage a strong pipeline across enterprise, key accounts, and regional business.
• Ensure forecasting accuracy and disciplined pipeline management through Salesforce.
• Negotiate and close high-value contracts with regional customers.
• Maintain executive-level relationships and deliver SIMCO's value proposition consistently.

Team Development & Collaboration

• Lead, mentor, and develop a high-performing regional sales team.
• Foster a culture of accountability, collaboration, and continuous improvement.

Expertise Desired

• 10+ years of successful B2B sales experience, preferably within calibration, test & measurement, industrial services, life sciences, aerospace, defense, or other regulated industries.
• Demonstrated success managing and growing strategic enterprise accounts.
• Proven track record negotiating multi-year agreements, renewals, pricing actions, and commercial terms.
• Experience developing and closing complex enterprise opportunities involving multiple stakeholders.
• Prior sales leadership or people management experience preferred.
• Strong understanding of strategic account planning and consultative solution selling.
• Experience with Salesforce CRM and disciplined pipeline management.
• Excellent communication, negotiation, and executive relationship-building skills.

Education and/or Experience

• Bachelor's degree in business, engineering, or related field required. MBA or advanced degree preferred.
• Familiarity with compliance requirements of quality systems in regulated industries.

Location and Travel

Candidates must reside in one of the following markets:

• San Francisco Bay Area / Silicon Valley
• Southern California
• Phoenix, Arizona
• Salt Lake City, Utah

Travel up to 50% is required for selling, team leadership, industry events, and corporate meetings.