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Albany International Corp. · 2 weeks ago

Director, Business Development -Technical Sales

Salt Lake City, UT

Full-time

Hybrid

Director/Executive

7+ years exp

Albany International Corp. is seeking a Director of Business Development – Technical Sales to drive the insertion of emerging composite material technologies into defense and commercial platforms. This role involves strategic leadership, customer engagement, and collaboration across various departments to fuel profitable growth and ensure customer-centric execution.

3D PrintingIndustrialManufacturingTextiles

Responsibilities

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

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

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

Qualification

Business DevelopmentComposite MaterialsSales LeadershipAnalytical SkillsStrategic PlanningPricing StrategyStakeholder ManagementCustomer EngagementCommunication SkillsNegotiation SkillsMentorshipTeam Collaboration