Director of Sign Sales

We are seeking a dynamic and results-driven Director of Signs Sales to lead the Company’s Sign Sales team and is responsible for developing and executing strategic sales initiatives that drive growth across the organization’s full line of Sign products, including Dynamic Message Signs, Blank-Out Signs and Illuminated Street Name Signs.

This role oversees sales performance, customer acquisition, and key account management within the State and Local Government market while ensuring the team meets defined revenue goals, growth targets, and margin objectives. The Director of Sign Sales will mentor and develop the sales team, build strong customer relationships, and work cross-functionally to expand the Company’s presence in target markets.

Duties / Responsibilities

1. 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.
2. Lead and manage the Sign Sales team, providing strategic direction, coaching, and performance management to drive consistent revenue growth and team development.
3. 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.
4. Establish and monitor sales goals, quotas, and performance metrics to ensure achievement of revenue, growth, and margin targets.
5. Develop long-term market expansion strategies to increase the company’s presence in transportation infrastructure and intelligent transportation systems (ITS) markets.
6. Identify and pursue new business opportunities within the State and Local Government market, while strengthening relationships with existing customers and strategic partners.
7. Build, maintain, and expand key customer relationships with transportation agencies, municipalities, contractors, and other stakeholders.
8. Collaborate with marketing, product management, engineering, and operations teams to align sales initiatives with product capabilities, market demand, and organizational objectives.
9. Oversee pipeline development, forecasting, and reporting to ensure visibility into sales performance and market opportunities.
10. Mentor and develop sales team members to improve selling skills, product knowledge, and overall performance.
11. Support major project pursuits and strategic accounts, including participation in high-value proposals, presentations, and negotiations.
12. Monitor market trends, competitor activity, and emerging technologies to identify opportunities for growth and innovation.
13. Represent the company at industry events, conferences, and customer meetings to strengthen market presence and brand recognition.
14. Ensure compliance with company policies, contract requirements, and government procurement processes.

1. Bachelor’s degree in business, marketing, engineering, or a related field, or equivalent industry experience.
2. 8+ years of progressive sales experience, with a strong record of driving revenue growth in technical, infrastructure, or transportation-related industries.
3. Proven leadership experience managing and developing high-performing sales teams.
4. Strong knowledge of transportation infrastructure products and solutions, including Dynamic Message Signs, Blank-Out Signs, Illuminated Street Name Signs, or related ITS technologies.
5. Demonstrated success selling to State and Local Government agencies, municipalities, or transportation authorities.
6. Experience navigating government procurement processes, RFPs, and contract negotiations.
7. Strong strategic planning and business development skills with the ability to identify and capitalize on market opportunities.
8. Excellent communication, presentation, and relationship-building skills with both internal stakeholders and external customers.
9. Ability to analyze sales performance metrics, forecast revenue, and manage pipeline development.
10. Strong leadership, coaching, and team development capabilities.
11. Valid driver’s license with a good driving record required.
12. Ability to travel as needed to support customers, projects, and industry events.
13. 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.

As a member of our team, you will enjoy

• A GREAT work environment with fun, friendly, knowledgeable and helpful team members.
• Benefits package to support you and your family’s health. From medical, dental, and vision, to flexible spending accounts for both health and dependent care.
• Educational reimbursement to help keep your career updated.
• Save money on tickets to the San Diego Zoo, other amusement parks, movies, indoor skydiving and so much more with our employee discount program.
• Paid time off, holidays, company-matched 401(k) plan and more!