Albany International Corp.

Role Description The Director, Business Development – Technical Sales serves as the primary interface between Engineering, R&T, Business Development, Marketing, and Operations. This role drives the insertion of AEC’s emerging composite material technologies into defense and commercial platforms, fuels profitable growth through strategic segment leadership, and ensures customer-centric execution from concept (TRL 4) through validation (TRL 7). Key Responsibilities - Strategic Segment & Technical Leadership: - Define and execute a tailored business development strategy for assigned segments (defense, commercial, or other verticals), grounded in deep market and technical insight. - Act as the technical lead for composite structures, capturing new opportunities and guiding application developments with both new and existing customers. - Lead customer-facing and internal initiatives to accelerate adoption of AEC’s technologies, including funded development projects (TRL 4–7). - Client Engagement & Relationship Development: - Manage inbound and outbound interactions, qualify leads, and convert prospects into high-value pipeline opportunities. - Cultivate strong, lasting relationships with key customer stakeholders—engineering, procurement, and senior leadership—to surface needs where AEC’s differentiating technology offers clear solutions. - Represent AEC at industry events, trade shows, and technical forums to elevate brand presence and thought leadership. - Technical Scoping, Proposals & Pricing: - Develop detailed technical scopes of work and proposals that articulate AEC’s value proposition and technical differentiation. - Establish directional production pricing targets and competitive pricing models to maximize margin without compromising win potential. - Provide hands-on technical guidance and mentorship to project engineers during execution, ensuring alignment to scope, schedule, and quality objectives. - Cross-Functional Enablement & Alignment: - Partner with Marketing to craft segment-specific campaigns, collateral, and thought-leadership content. - Collaborate with Product Management and R&T to influence roadmap priorities based on customer insights and emerging market trends. - Coordinate with Operations and Delivery teams to ensure solution readiness, scalability, and customer success. - Business Development Capability Ownership: - Embed and mature capabilities within your segment to ensure repeatable, scalable growth. - Manage incoming inquiries and leads; run targeted outbound prospecting to build a robust pipeline. - Develop and maintain playbooks, collateral, training, and battle cards that equip sales teams for technical engagements. - Optimize territory design, quota setting, and incentive plans; analyze performance and refine processes. - Implement CRM best practices for lead scoring, opportunity tracking, and timely follow-up to maximize conversion. - Design segment-aligned pricing models and discount structures to balance competitiveness and profitability. - Champion deep segment knowledge—regulatory, procurement cycles, and competitive landscape—to inform all go-to-market efforts. - Performance Tracking & Reporting: - Define segment KPIs—revenue attainment, pipeline velocity, win/loss rates, capability maturity—and build dashboards for real-time visibility. - Present regular executive briefings on segment health, project status, risks, and strategic recommendations. - Leadership, Culture & Safety: - Model AEC’s values: Albany Wins Together, Count on Each Other, Own Your Actions, Care About Each Other, Share Your Enthusiasm. - Prioritize safety at all times—ensuring every project decision upholds our “never compromise on safety” commitment. - Mentor peers and junior staff in both technical and business development disciplines, fostering a collaborative and high-performance culture. Qualifications - 7+ years of B2B business development or sales leadership, ideally within composite materials, advanced manufacturing, or aerospace/defense sectors. - Proven track record of driving technology adoption from concept through low-rate production (TRL 4–7). - Strong analytical and strategic planning skills, with hands-on experience in pricing strategy, pipeline analytics, and sales operations. - Exceptional communication, negotiation, and stakeholder management abilities—comfortable interacting with C-suite and technical audiences alike. - Bachelor’s degree in Engineering or Business; advanced degree (MBA or Master’s in materials/composites) preferred. Location Position can be fully remote, up to 50% travel required.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Director, Business Development – Technical Sales serves as the primary interface between Engineering, R&T, Business Development, Marketing, and Operations. This role drives the insertion of AEC’s emerging composite material technologies into defense and commercial platforms, fuels profitable growth through strategic segment leadership, and ensures customer-centric execution from concept (TRL 4) through validation (TRL 7). - Define and execute a tailored business development strategy for assigned segments (defense, commercial, or other verticals), grounded in deep market and technical insight. - Act as the technical lead for composite structures, capturing new opportunities and guiding application developments with both new and existing customers. - Lead customer-facing and internal initiatives to accelerate adoption of AEC’s technologies, including funded development projects (TRL 4–7). - Manage inbound and outbound interactions, qualify leads, and convert prospects into high-value pipeline opportunities. - Cultivate strong, lasting relationships with key customer stakeholders—engineering, procurement, and senior leadership—to surface needs where AEC’s differentiating technology offers clear solutions. - Represent AEC at industry events, trade shows, and technical forums to elevate brand presence and thought leadership. - Develop detailed technical scopes of work and proposals that articulate AEC’s value proposition and technical differentiation. - Establish directional production pricing targets and competitive pricing models to maximize margin without compromising win potential. - Provide hands-on technical guidance and mentorship to project engineers during execution, ensuring alignment to scope, schedule, and quality objectives. - Partner with Marketing to craft segment-specific campaigns, collateral, and thought-leadership content. - Collaborate with Product Management and R&T to influence roadmap priorities based on customer insights and emerging market trends. - Coordinate with Operations and Delivery teams to ensure solution readiness, scalability, and customer success. - Embed and mature business development capabilities within your segment to ensure repeatable, scalable growth. - Define segment KPIs—revenue attainment, pipeline velocity, win/loss rates, capability maturity—and build dashboards for real-time visibility. - Present regular executive briefings on segment health, project status, risks, and strategic recommendations. - Model AEC’s values: Albany Wins Together, Count on Each Other, Own Your Actions, Care About Each Other, Share Your Enthusiasm. - Prioritize safety at all times—ensuring every project decision upholds our “never compromise on safety” commitment. - Mentor peers and junior staff in both technical and business development disciplines, fostering a collaborative and high-performance culture. Qualifications - 7+ years of B2B business development or sales leadership, ideally within composite materials, advanced manufacturing, or aerospace/defense sectors. - Proven track record of driving technology adoption from concept through low-rate production (TRL 4–7). - Strong analytical and strategic planning skills, with hands-on experience in pricing strategy, pipeline analytics, and sales operations. - Exceptional communication, negotiation, and stakeholder management abilities—comfortable interacting with C-suite and technical audiences alike. - Bachelor’s degree in Engineering or Business; advanced degree (MBA or Master’s in materials/composites) preferred. Requirements - This director-level role serves as a driving force behind segment growth, ensuring alignment with broader sales and marketing goals, and contributing to strategic decision-making through customer intelligence and market expertise. Location - Position can be fully remote, up to 50% travel required.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description - Identify and secure high-value business opportunities across relevant markets - Lead the development and execution of strategic sales plans aligned with corporate objectives - Perform advanced market and competitive analyses to guide positioning and differentiation - Monitor industry dynamics to inform evolving sales approaches - Act as a primary relationship leader with key customers and industry partners - Collaborate across teams to deliver customized proposals and presentations - Ensure consistent customer satisfaction and drive high retention through proactive engagement - Lead cross-functional collaboration across Product, Marketing, Engineering, and Program Management - Mentor and develop sales professionals to elevate performance and succession planning - Establish and report KPIs, identify performance trends, and present insights to senior leadership Key Performance Indicators (KPIs) - Revenue from new business, sales target attainment, conversion rates - Satisfaction scores, retention metrics - Deal cycle length, close rate - Training, promotion pipeline, employee productivity Core Competencies - Strategic Communication and Executive Presence - High-level Negotiation and Contracting Skills - Advanced Market Insight and Business Acumen - Relationship Management and Influence Building - Complex Problem Solving and Decision Making - Industry and Product Expertise - Cross-Functional Leadership Qualifications - Bachelor's degree in Business, Marketing, Engineering, or a related field required - MBA or equivalent advanced degree strongly preferred - 10+ years of progressive experience in sales, business development, or commercial leadership - Proven track record of revenue growth and customer relationship management in a technical or industrial setting - Experience leading cross-functional teams and shaping business strategies at a senior level - Familiarity with engineered materials, aerospace, or manufacturing sectors is highly advantageous Requirements - Position can be fully remote, up to 50% travel required.