Director of Sales & Business Development – Glastonbury, CT

EMPLOYER BRAND

Highway Safety, a Race Rock Company provides a culture of personal and professional achievement through learning, development, collaboration, deep care for each other, a passion for service, and a commitment to continuous improvement.

ORGANIZATIONAL VALUES

Highway Safety and all Race Rock Companies hire, promote and live by our shared Organizational Values. We believe that success comes not only from technical expertise and job-specific skills but also from embracing and embodying the core values of HEART (defined below) that define our culture. As a valued member of our team, you will be expected to uphold these values in every interaction, decision, and task. Your ability to not only meet performance expectations but also to contribute to a positive, values-driven environment is key to success and growth within the company.

• Honesty
• Engagement
• Accountability
• Respectfulness
• Teamwork

JOB SUMMARY

The Director of Highway Sales & Development will lead sales strategies and business growth for Race Rock's Highway Safety and Infrastructure product lines, focusing on transportation safety solutions. Based in Glastonbury, CT, the role involves expanding market presence, building relationships with key stakeholders, and driving collaboration between Sales and Operations teams. Candidates should have strong sales experience, preferably in infrastructure, construction products or manufacturing, with a track record of managing customer satisfaction. This is an opportunity to shape the future of critical infrastructure under a dynamic, sustainability-focused company.

Daily Expectations

1. Timely and consistent attendance
2. Compliance with all company policies and procedures
3. Participate in continual improvement

DUTIES AND RESPONSIBILITIES

• Direct management of a team of Sales Account Managers.
• Develop and implement strategic sales plans to expand market presence across North America.
• Identify new business opportunities within transportation infrastructure and related industries.
• Build and maintain strong relationships with existing customers and business partners, state agencies, contractors, and other key stakeholders.
• Lead cross-functional efforts to identify bottlenecks and streamline processes between product development, manufacturing, and sales teams necessary to support sales order fulfilment and ensure a positive customer experience.
• Partner closely with the leadership team to align business goals with Race Rock's broader infrastructure strategy.
• Collect and manage data needed to report on MTD and YTD sales numbers, bookings, bid activity and remaining month/year forecasts.
• Prepare annual sales budgets by product segment, market region and customer.
• Analyze market trends and customer feedback to refine product offerings, pricing and improve service and delivery.
• Oversee and manage coordinated sales efforts to achieve revenue and profit targets and ensure complete customer satisfaction.
• Other duties and responsibilities as assigned.

MINIMUM JOB REQUIRMENTS:

• Bachelor’s or Associates degree in Business, Engineering, or a related field; MBA preferred, or  8+ years of experience in sales or business development, preferably within the infrastructure, construction, or manufacturing sectors.

KNOWLEDGE SKILLS & ABILITES REQUIRED:

• Industry Knowledge: Expertise in transportation infrastructure, highway safety standards, and government contracting processes.
• Sales & Business Development: Proven ability to manage long-term sales cycles, negotiate contracts, and grow market share.
• Leadership & Team Management: Experience leading and developing regional sales teams to meet revenue and performance goals.
• Strategic Thinking: Ability to align business development initiatives with company goals and market trends.
• Relationship Building: Strong interpersonal skills to foster relationships with government agencies, contractors, and clients.
• Analytical Skills: Proficiency in market analysis to identify trends and refine product offerings.
• Communication: Clear and persuasive communication for engaging stakeholders and collaborating across departments.
• Travel Flexibility: Willingness to travel domestically to meet clients and support regional operations.

CONDITIONS OF EMPLOYMENT:

• Successful candidate must consent to post offer pre-employment:
  • Physical examination
  • Medical history check
  • Drug testing
  • Background Check

WORKING CONDITIONS AND PHYSICAL EFFORT:

• Significant time working at a desk using a computer.
• Ability to occasionally lift/move office supplies and equipment (up to 20 lbs.).
• Manual Dexterity - The ability to quickly move your hand, your hand together with your arm, or your two hands to grasp, manipulate, or assemble objects.
• Near vision—see objects at close range.
• Visual color discrimination.