Director of Sign Sales

Duties / Responsibilities

• Partner with the VP of Signs to develop and execute regional sales strategies aligned with corporate growth objectives. This includes direct sales engagement, collaboration with select channel partners, and a hands-on approach to closing strategic business opportunities.
• Lead and manage the Sign Sales team, providing strategic direction, coaching, and performance management to drive consistent revenue growth and team development.
• Develop and execute comprehensive sales strategies to expand market share and increase revenue across the company’s full portfolio of Sign products, including Dynamic Message Signs, Blank-Out Signs, and Illuminated Street Name Signs.
• Establish and monitor sales goals, quotas, and performance metrics to ensure achievement of revenue, growth, and margin targets.
• Develop long-term market expansion strategies to increase the company’s presence in transportation infrastructure and intelligent transportation systems (ITS) markets.
• Identify and pursue new business opportunities within the State and Local Government market, while strengthening relationships with existing customers and strategic partners.
• Build, maintain, and expand key customer relationships with transportation agencies, municipalities, contractors, and other stakeholders.
• Collaborate with marketing, product management, engineering, and operations teams to align sales initiatives with product capabilities, market demand, and organizational objectives.
• Oversee pipeline development, forecasting, and reporting to ensure visibility into sales performance and market opportunities.
• Mentor and develop sales team members to improve selling skills, product knowledge, and overall performance.
• Support major project pursuits and strategic accounts, including participation in high-value proposals, presentations, and negotiations.
• Monitor market trends, competitor activity, and emerging technologies to identify opportunities for growth and innovation.
• Represent the company at industry events, conferences, and customer meetings to strengthen market presence and brand recognition.
• Ensure compliance with company policies, contract requirements, and government procurement processes.

Requirements

• Bachelor’s degree in business, marketing, engineering, or a related field, or equivalent industry experience.
• 8+ years of progressive sales experience, with a strong record of driving revenue growth in technical, infrastructure, or transportation-related industries.
• Proven leadership experience managing and developing high-performing sales teams.
• Strong knowledge of transportation infrastructure products and solutions, including Dynamic Message Signs, Blank-Out Signs, Illuminated Street Name Signs, or related ITS technologies.
• Demonstrated success selling to State and Local Government agencies, municipalities, or transportation authorities.
• Experience navigating government procurement processes, RFPs, and contract negotiations.
• Strong strategic planning and business development skills with the ability to identify and capitalize on market opportunities.
• Excellent communication, presentation, and relationship-building skills with both internal stakeholders and external customers.
• Able to analyze sales performance metrics, forecast revenue, and manage pipeline development.
• Strong leadership, coaching, and team development capabilities.
• Valid driver’s license with a good driving record required.
• Ability to travel as needed to support customers, projects, and industry events.
• Proficiency with CRM systems, Microsoft Office Suite, and sales reporting tools.

Physical Conditions / Requirements

• No unusual physical requirements and work is typically performed in a comfortable indoor facility.
• Occasional – Routine deadlines; usually sufficient lead time; variance in work volume involves occasional exposure to demands and pressures from persons other than immediate supervisor.
• Job frequently requires standing, sitting, lifting to 10 lbs., bending, and handling objects with hands.
• Vision requirements – Ability to see information in print and/or electronically.
• Occasionally talking on the phone with internal and external customers. Ability to read, hear, and verbally communicate in English.
• Hearing requirements: Ability to hear people over the telephone and in person.
• Job frequently requires domestic travel up to 50% by car or air.