A Director of Sales directs and is responsible for performance of sales for an entire organization. May manage sales managers. Plans and directs sale of products or services to customers. Coordinates sales distribution. Establishes sales territories, quotas and/or goals for staff, and provides training for sales representatives.
The Director Field Sales is responsible for identifying, developing, and capturing business opportunities by engaging customers at a strategic level. This role focuses on understanding customer needs, shaping and selling integrated solutions, and driving profitable growth through consultative technical sales. The Director will lead cross-functional teams, develop account strategies, and foster executive-level relationships to position Kopin as a trusted solutions partner.
JOB DUTIES AND RESPONSIBILITIES
Identify and Qualify Opportunities:
Proactively find and evaluate business opportunities that align with Kopin's capabilities and strategic direction, focusing on customer challenges and solution fit rather than specific products.
Solution Selling:
Develop and deliver compelling, value-based proposals and presentations that address customer needs, leveraging Kopin's technical strengths to create differentiated solutions.
Customer Engagement:
Build and maintain trustful relationships with customers at all levels, including executive and technical stakeholders. Act as the single voice of the customer within Kopin, synthesizing complex customer organizations and guiding internal teams on engagement strategy.
Strategic Account Management:
Develop detailed account plans, coordinate customer activities, and harmonize Kopin's efforts across geographies and business units. Drive engagements between Kopin and customer executives.
Technical Credibility:
Lead technical briefings, evaluate system architectures, and provide market-driven input to shape demonstration and prototype hardware development. Collaborate with engineering and R D teams to ensure solution relevance.
Team Leadership:
Motivate and lead cross-functional teams to achieve business goals, leveraging internal resources and managing change aligned with corporate strategy.
Contract Negotiation:
Manage and negotiate complex contracts, pricing agreements, and development partnerships, ensuring mutually beneficial outcomes.
Reporting and Forecasting:
Ensure regular and accurate reporting in accordance with internal procedures and guidelines. Use innovative customer management and forecasting systems.
Industry Engagement:
Attend trade shows, conferences, and industry events to network, identify new opportunities, and stay abreast of market trends. Approximately 50% travel required.
MINIMUM JOB REQUIREMENTS
Kopin is a defense contractor and is subject to International Traffic in Arms Regulations (ITAR). You must be a US Citizen or Permanent Resident (green card holder) to be considered for this position. BA degree in electrical, optical, or mechanical engineering or related discipline. Masters preferred. 5-8 years in business development or technical sales with a manufacturing or technology company; experience in solution selling and strategic account management preferred. Experience with government contracting and interfacing with major DOD prime contractors. Outstanding leadership, team building, and collaboration skills. Proven ability to work in dynamic, matrixed organizations. Working knowledge of microdisplays, display system architecture, and optics (e.g., lenses, waveguides). High-level understanding of embedded system integration, including FPGA/MCU-based platforms and digital interfaces—sufficient for technical customer discussions. Awareness of OLED/MicroLED technologies and relevant manufacturing considerations. Understanding of defense sector requirements, including ITAR-regulated environments. Proficient in Microsoft Word, Excel, Project, PowerPoint; experience with customer management and reporting systems.
PREFERRED JOB REQUIREMENTS
Familiarity with end-product systems that incorporate Kopin technologies (e.g., AR/VR devices, HUDs/HMDs, imaging and sensor systems). Broad understanding of display/micro-display, optical systems, night vision, and thermal imaging systems. Ability to translate technical capabilities into customer solutions. Strong planning, budgeting, and financial skills. Experience managing and coordinating sales projects on a global scale. Ability to interpret customer operational needs and translate them into system-level requirements for engineering teams.
PHYSICAL REQUIREMENTS
Work is performed in an office environment, whether on-site or remotely, and requires the ability to operate standard office equipment. Must have the ability to lift and carry small parcels, packages, and other items, walk short distances. Ability to travel. •Salary range for this position is $225k to $250k annually, plus bonus•Kopin Corporation is an Equal Employment Opportunity and Affirmative Action employer and as such all qualified applicants will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class. If an applicant needs a reasonable accommodation due to a disability with the application process, there is additional information on our website at www.kopin.com/about/careers . To apply please send your resume to: Jobs@Kopin.com Upload Your Resume Fields marked with an • are required First Name Last Name Email Phone Number Upload Resume • Only .pdf, .docx and .jpg are allowed. Upload any file
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