Director of Sales - Communications

About OTTO Engineering

At OTTO, we don’t just manufacture products—we engineer mission-critical solutions with precision and pride. Our Communications Division designs and manufactures ruggedized, application-specific communication systems built to perform when failure isn’t an option, serving the military, law enforcement, public safety, and industrial customers worldwide. As a core value, we focus on delivering for our customers through innovative technology, superior quality, value, and responsiveness … as a result, our growth continues! Employees are our greatest asset, which is why we share our company’s profits to celebrate our collective success. As a privately-owned company, we are proud to invest significantly in our community and in our own growth, focusing on long-term business success. We are proudly American!

About the Role

As our Director of Sales - Communications, you’ll take the helm of a dynamic division’s sales and customer service team with the autonomy, resources, and executive visibility to make a lasting mark. This is more than a sales leadership role—it’s a platform to build, transform, and elevate.

What We’re Seeking

• Strategically minded sales leadership professional with a deep understanding of mission-critical communications markets within the Land Mobile Radio (LMR) ecosystem or direct experience selling sophisticated, ruggedized hardware and/or integrated technology solutions into tactical, defense, or mission-critical operating environments
• Demonstrated success by leading teams that drive revenue and profit expansion within military / tactical procurement channels, as well as public safety end-market, and OEM radio manufacturers
• Exceptional technical aptitude with the ability to quickly grasp customer communication equipment field use criteria and translate into business value through hardware and software selling solutions
• Hands-on leader who can construct business segmentation in conjunction with product life cycle management curves to help accelerate the innovation pipeline and optimize existing product portfolio
• Someone who thrives on building powerhouse teams, enhancing market visibility and brand leadership, a passion for process optimization, and significant experience launching new products

Your Mission: Drive Profitable Growth & Market Leadership

You will:

• Build a World-Class Commercial Engine: Lead and inspire regional sales managers, OEM sales managers, and customer service teams. Create a high-performance culture focused on business development and new customer acquisition. Align structure, talent, and strategy to outpace the market and exceed ambitious 5-year growth targets.
• Own the Growth Strategy: Develop and execute a bold commercial plan to achieve 1.5X market growth. Use an 80/20 mindset to focus on the highest-impact initiatives. Drive margin expansion and optimize portfolio mix for long-term value creation.
• Strengthen Strategic Partnerships: Expand relationships with key OEMs, distributors, and channel partners. Negotiate and manage multi-level contracts to maximize profitability and minimize risk. Proactively manage channel alignment and resolve conflicts with confidence.
• Elevate Go-to-Market Excellence: Design and implement an efficient, customer-aligned go-to-market strategy. Partner with Engineering and Marketing to deliver innovative solutions that anticipate evolving needs. Optimize product life cycle management and continuously improve product line profitability.
• Lead Data-Driven Performance: Implement systems and dashboards that deliver clear insights into business health. Automate forecasting and reporting to power smarter decisions. Drive disciplined pricing, customer segmentation, and profitability management.
• Build a Powerful Brand Presence: Lead a modern, metrics-driven marketing function. Increase brand awareness in high-margin segments. Leverage digital tools, social platforms, and best-in-class web presence to create lasting customer engagement.
• Collaborate Across the Enterprise: Partner with operations, engineering, quality, and finance to ensure seamless execution. Oversee budgets, manage performance, and resolve customer concerns with professionalism and urgency.

Qualifications

• Bachelor’s degree required; MBA preferred
• 10+ years of progressive sales leadership experience calling into the (LMR) ecosystem
• Demonstrated track record of delivering results
• Strategic thinker with a builder’s mindset
• Data-driven decision maker
• Superb communication and negotiation skills
• Self-motivated, goal-oriented, and comfortable in a fast-paced environment
• Strong background in CRM systems (Salesforce or similar preferred)
• Willingness to travel and support extended schedules when needed

Pay & Benefits

Target base salary hiring range: $170,000 to $220,000, based on qualifications and experience.

Profit Sharing Bonus: OTTO believes that it’s fair to share the profits that the employees help to make; profit sharing is distributed to employees twice a year. OTTO’s profit sharing plan is paid at the discretion of the company and is not a guaranteed bonus or any part of a compensation plan.

Management incentive: Executive Management Bonus Plan

Vacation: 160 hours - vacation time is earned on the anniversary date.

Benefits:

• Health: Medical Insurance-HMO Plan, Standard PPO Plan, Enhanced PPO Plan, High Deductible PPO Plan, FSA, LFSA, and HSA
• Dental Insurance-Base Plan, Buy-Up Plan
• Vision Insurance
• 401(k) with a company match
• Life insurance: Life/AD&D, Voluntary Life/AD&D
• Short-Term Disability
• Long-Term Disability
• 10 paid holidays
• Company picnic
• Holiday party
• Numerous OTTO celebrations throughout the year