Director of Business Development

Company Overview

Our client, based in St. Michael, Minnesota, is a leading U.S. manufacturer of ultra-high pressure waterjet cutting systems. Since 1984, they have specialized in building the most durable and precise waterjet solutions for mission-critical applications. Unlike competitors, our client designs and manufactures both pumps and motion systems in-house, offering unmatched reliability and integration.

Their customers span the aerospace & defense, metals distribution, automotive, medical, marine, construction, and industrial manufacturing sectors. With a reputation for 24/7/365 operation, best-in-class after-sales support, and industry-leading reliability, our client is entering an exciting new phase of growth with a sharpened vertical focus and ambitious market expansion.

Core Values

• Think Yes First – seeing problems as opportunities to create value.
• Strive Together to Achieve Excellence – collaborating as a team to solve complex challenges.
• Continuously Inventive – adapting to evolving markets and customer needs.
• Dedicated to Customer Success – measuring success by customers’ long-term results.

Position Overview

The Director of Business Development for Metals Distribution will be a strategic individual contributor for a defined vertical market, accountable for building our client’s presence, expanding market share, and driving enterprise sales. This role combines strategic leadership with hands-on execution: setting direction for the vertical, identifying opportunities for growth, and managing the full sales cycle with support from a dedicated technical team.

One of our client’s primary focus verticals is Metals Distribution (Metals Service Centers and Primary Metals Production). In these demanding industries, their durable system design, precision High Rail platform, and exceptional after-sales service have earned strong customer loyalty. The Director of Business Development will leverage this value proposition to meet vertical-specific needs, build executive-level relationships, and deliver measurable growth.

Essential Responsibilities

• Cultivate long-term relationships with decision-makers across target verticals
• Act as a trusted advisor by understanding customer challenges and presenting tailored solutions
• Represent our client at trade shows, conferences, and industry events
• Develop and execute vertical-specific growth strategies
• Prioritize and pursue high-potential prospects with tailored pursuit plans
• Lead consultative sales engagements, demos, solution design, and ROI discussions
• Manage pipeline, forecasting, and reporting through CRM tools
• Partner with application engineers, marketing, and product experts to deliver solutions
• Collaborate with marketing on campaigns and vertical-specific initiatives

Skills, Qualifications & Key Competencies

Must-Have

• 10 years of enterprise sales or business development experience in capital equipment, industrial technology, or manufacturing solutions
• Bachelor’s degree (Business, Engineering, or related field) or equivalent experience
• Proven track record of vertical market presence and revenue growth in demanding industries
• Success managing complex, high-value sales cycles ($250K–$600K typical deal size)
• Deep industry expertise and established relationships within target verticals • Strategic market analysis and vertical growth planning
• Value-based and consultative selling — able to connect our client’s differentiators (durability, precision, reliability, after-sales support) to customer ROI
• Executive-level relationship building and trusted advisor influence
• Contract negotiation and deal structuring expertise
• Disciplined pipeline management and forecasting with CRM tools
• Strong technical acumen to credibly communicate product differentiators
• Effective cross-functional collaboration (no direct reports, but high influence)
• Willingness to travel nationally up to 50%
• Resilient, persistent, and results-driven mindset
• High integrity and professional credibility

Preferred

• Strong industry presence through networking, trade shows, and associations
• Experience selling into highly regulated industries • Innovative and adaptable approach to changing market conditions
• Customer-success orientation beyond the initial sale

Compensation & Benefits

• Base salary with performance-based incentives (commission/bonus)
• Full benefits package (medical, dental, 401K, PTO, etc.)
• Professional development opportunities and direct engagement with executive leadership