Director of Sales, Industrial

Duties and Responsibilities

• Own and deliver the annual revenue plan for assigned territories, product lines, or market segments; develop and execute territory sales strategies that drive new equipment revenue, aftermarket growth, and market share expansion in alignment with the Global VP of Sales’ commercial objectives.
• Lead, coach, and develop a team of Regional Sales Managers and/or direct sales contributors; set performance expectations, conduct regular pipeline and account reviews, and build a high-performance sales culture grounded in accountability and customer focus.
• Manage and grow a portfolio of key accounts and strategic relationships across PI’s core vertical markets including petrochemical, semiconductor, industrial gas, pharmaceutical, and environmental; serve as an executive-level commercial contact for priority customers.
• Drive rigorous pipeline management and forecast accuracy; maintain a healthy, well-qualified pipeline in Salesforce and provide regular revenue forecasts, win/loss analysis, and market intelligence reporting to the Global VP of Sales.
• Partner with the Director of Global Applications and Applications Engineering teams to ensure technically credible sales support is deployed effectively on complex or high-value opportunities.
• Collaborate with Product Management and Marketing to develop vertical market sales strategies, competitive differentiation messaging, and territory-level go-to-market plans.
• Identify and develop new business opportunities beyond the existing customer base; support Business Development initiatives and ensure Regional Sales Managers are prospecting effectively in whitespace accounts and emerging applications.
• Oversee distributor and channel partner relationships within assigned territories; set performance expectations, provide training and commercial support, and hold partners accountable to revenue and activity targets.
• Partner with the Director of Aftermarket to ensure coordinated commercial coverage of the PI install base; drive service contract attachment, renewal rates, and aftermarket revenue growth within the sales team.
• Represent PI at industry trade shows, conferences, and key customer events; build PI’s commercial presence and executive relationships in priority markets.

Qualifications and Skills

• Bachelor’s degree in Engineering, Chemistry, Business, or a related field required; MBA or advanced degree preferred.
• 10+ years of demonstrated experience selling analytical instrumentation, process analyzers, or measurement solutions into one or more of PI's core industrial markets: petrochemical, refining, oil & gas, industrial gas, or chemical processing.
• 3+ years in a sales leadership or management role.
• Familiarity with process analytical technology (PAT) concepts, online measurement applications, and the technical buying process for capital instrumentation in industrial processing environments.
• Demonstrated track record of meeting or exceeding revenue targets and building high-performing sales teams in a technical capital equipment or instrumentation business.
• Strong technical foundation; ability to engage credibly with engineers, process scientists, and procurement professionals on complex measurement applications and solution requirements.
• Proven experience managing channel partners, distributors, and direct sales teams across multiple geographies.
• Expert-level proficiency with CRM platforms (Salesforce preferred) for pipeline management, forecasting, and commercial reporting.
• Superior written and verbal communication skills; polished and persuasive in customer-facing, executive-level, and cross-functional settings.
• Domestic and international travel required as needed; valid passport and driver’s license required.
• Deep familiarity with at least two of PI’s core vertical markets: petrochemical, refining, semiconductor, industrial gas, pharmaceutical, or environmental.
• Experience coordinating with applications engineering or technical sales support teams to close technically complex opportunities preferred.
• Proficiency with data analytics platforms (OnePI Data Warehouse or equivalent) for territory performance analysis and commercial decision-making.
• Ability to manage multiple competing priorities and follow through on commitments with team, channel partners, and executive leadership.