Director of Sales - Business Development

Director of Sales - Business Development Cincinnati Office - Cincinnati, OH 45242 Overview Salary Range $160,000.00 Salary/year Level Management Position Type Full Time Education Level 4 Year Degree Travel Percentage Road Warrior Category Sales Description Director of Sales - Business Development Company Background: Fechheimer was founded in 1842 and is a proud member of the Berkshire Hathaway family of companies. Fechheimer Brothers Company is the premier uniform manufacturer servicing the military, federal, state, and local public safety service markets. Our uniforms represent the honor, respect, and pride reflective in public safety today and at Fechheimer we take pride in serving those who serve us. Our goal is to bring to market premier products and programs through our two brands; Flying Cross® and Vertx® to continue our tradition of providing superior products & service through innovation and technology that continually meets and exceeds our customers' expectations. At Fechheimer, not only do we pride ourselves on our products and programs but on our company culture. We offer a comprehensive benefits package, a fun and relaxed work environment, and the opportunity for continued growth and learning. Benefits Offered: Competitive PayVacation, Sick, and Personal Paid Time Off10 Paid HolidaysHealth, Vision, and Dental InsuranceFSA and HSA AccountsLong and Short-Term Disability - Employer Paid Life Insurance and Voluntary Life InsuranceAccidental and Critical Illness InsuranceEmployee Assistance ProgramPaid Parental LeaveTuition Assistance401(k) Plan with Employer Match Pay Rate: Starting at $160,000 per year plus commission (base salary to be based on experience) Region: Nationwide Work Location: Fully remote. Candidate must live in one of the territories listed above. Position Summary: The Director of Sales – Business Development is responsible for establishing and executing the strategic direction for business development across state agencies, major municipalities, counties, and other public-sector organizations throughout the United States. This role develops national and regional opportunities within public safety, fire, emergency medical services, transit, and government markets, with accountability for new account acquisition, organic revenue growth, customer retention, sales pipeline development, and profitable growth. The Director builds senior-level relationships with end users, government agencies, dealers, and distribution partners while collaborating with regional sales leaders and account representatives to develop and close complex opportunities. The role also strengthens sales effectiveness by providing field coaching, product education, presentation support, and guidance regarding product offerings, custom uniform programs, manufacturing capabilities, and customer solutions. Success in this role requires strategic thinking, strong business acumen, disciplined account and pipeline management, executive-level presentation skills, and the ability to influence customers and internal partners across a geographically dispersed organization. Territories for This Role: Nationwide Responsibilities: In this role, you will be required to... Business Development & Growth

Establish and execute a national business development strategy for targeted public safety, fire, EMS, transit, and government markets, with responsibility for new business, organic growth, customer retention, and profitable sales results. Develop and maintain an annual target-account plan with regional sales leadership, including account priorities, pursuit strategies, milestones, and documented outcomes for opportunities won, lost, deferred, or still in process.

Strategic & National Account Development

Build senior-level relationships with decision-makers and influencers within state agencies, major cities, large counties, public-safety organizations, and other strategic accounts, including a focus on agencies with more than 500 sworn personnel. Lead consultative discovery, executive presentations, product demonstrations, and program proposals that align customer needs with Fechheimer's product portfolio, custom uniform capabilities, service model, quality, and manufacturing strengths.

Dealer & Distribution Channel Development

Develop strong relationships with key dealers and distributors, aligning their market coverage, capabilities, and customer relationships with national and regional business-development opportunities. Coordinate with dealer partners and regional sales teams to establish clear pursuit strategies, ownership, communication, and follow-through for shared opportunities.

Sales Coaching & Capability Development

Coach regional sales representatives through field visits, ride-a-longs, account planning, presentations, opportunity development, negotiation, and closing activities. Lead product training for new and existing sales representatives and develop materials for representatives, dealers, and end users covering product features, customization options, quality, applications, and manufacturing processes.

Pipeline, Forecasting & Performance

Build and maintain a qualified pipeline, using CRM to document target accounts, contacts, opportunity value, stages, next steps, expected close dates, and competitive activity. Analyze sales performance and market data, provide accurate forecasts and leadership updates, identify regional product needs, and take appropriate action to improve pipeline progression, conversion, revenue, and margin.

Public-Sector Opportunities & Profitable Growth

Guide complex public-sector opportunities through applicable procurement, bid, proposal, product evaluation, pricing, and contract processes in collaboration with appropriate internal and external partners. Negotiate customer and dealer programs within company pricing, margin, contractual, and approval guidelines, balancing customer requirements with sustainable and mutually beneficial business outcomes.

Cross-Functional Collaboration & Market Intelligence

Collaborate with Operations, Marketing, Customer Service, Product Development, and other business partners to evaluate opportunities, fulfill customer commitments, support successful program launches, and achieve business-plan objectives. Monitor customer needs, competitor activity, procurement developments, and market trends, translating insights into recommendations for product, service, channel, and go-to-market strategies.

Industry Representation

Represent Fechheimer at national and regional trade shows, conferences, dealer meetings, customer events, and industry programs, using pre-event planning and timely follow-up to generate measurable business opportunities. Perform other duties as assigned in support of Sales and business-development objectives.

General Responsibilities

Protect confidential customer, pricing, contract, product, and company information. Follow company policies, ethical business practices, and applicable customer or government requirements. Perform other duties as assigned in support of Sales and business-development objectives.

Required Knowledge, Skills and Abilities:

Demonstrated ability to develop and execute national or multi-region business-development strategies that produce revenue growth, margin improvement, customer retention, and new-account acquisition. Strong knowledge of strategic account development, consultative selling, complex sales cycles, opportunity qualification, presentations, negotiation, and closing. Ability to build credibility and maintain senior-level relationships with public-sector agencies, public-safety organizations, dealers, distributors, and internal business partners. Strong business and financial acumen, including the ability to evaluate sales performance, pricing, margins, product mix, program requirements, and the long-term value of an opportunity. Ability to coach sales professionals and improve account planning, product knowledge, presentation effectiveness, opportunity management, and sales execution. Working knowledge of dealer/distributor channel management and government or public-sector procurement practices. Strong executive-level communication, presentation, organization, and interpersonal skills, with the ability to manage multiple strategic opportunities across geographic markets. Proficiency with CRM platforms, sales reporting, Microsoft 365, smartphones, tablets, and other technology required for remote and field-based work. Knowledge of uniforms, apparel, public-safety products, custom product programs, or textile manufacturing is strongly preferred.

Job Requirements:

Bachelor's degree in Business, Marketing, Sales, or a related discipline preferred; equivalent relevant experience will be considered. Eight or more years of progressive sales, business development, strategic account management, channel sales, or related commercial experience preferred. Four or more years of national or strategic account management experience required. The proposed JD identifies four or more years of national account management as a requirement. Four or more years of sales leadership, sales management, or significant field-coaching experience preferred. The proposed JD currently requests four or more years