The Director of Sales, Airport is responsible for driving sales of BEUMER’s solutions in the North America airport market and for leading the commercial pursuit lifecycle for ICS-related opportunities (new systems, upgrades, and modernization). The role builds senior relationships with airports, airlines, general contractors, and consultants; influences requirements and specifications; and ensures BEUMER brings forward solutions consistent with Airport Division standards—including ICS/controls architecture, integration to security screening, and lifecycle support. This role requires a strategic, externally facing leader who can navigate long sales cycles and multi-stakeholder governance, drive disciplined opportunity qualification and forecasting, and orchestrate cross-functional teams to deliver differentiated technical and commercial solutions—from early concept through contract signature and handover to execution.ResponsibilitiesSales Strategy & Pipeline Management:Execute the North America airport ICS/controls sales strategy aligned to Airport Division priorities, target accounts, and multi-year growth objectivesBuild and govern a qualified pipeline of major capital programs (BHS, sortation, ICS/controls upgrades, and modernization), ensuring disciplined capture plans and clear win strategiesMaintain executive visibility into airport capital planning cycles, funding and grant timelines, and procurement methods; translate market signals into actionable forecastsCustomer Engagement & Solution Development:Engage senior customer stakeholders to align operational outcomes, performance requirements, and regulatory obligations (including TSA/CTX interfaces)Direct early solution shaping with Engineering and Systems Design, ensuring concepts align to Airport Division technical standards and the ICS/controls architecturePosition BEUMER’s integrated solution (mechanical, electrical, ICS/controls, software, and lifecycle services) as measurable customer value across throughput, reliability, maintainability, and total cost of ownershipProposal Leadership & Commercial Execution:Own bid governance and lead the development of compliant, compelling proposals (technical and commercial), including scope, schedule assumptions, ICS/controls approach, and pricing strategyEnsure proposals are competitive and executable, aligned with margin targets, risk position, contracting standards, and internal compliance requirementsLead internal executive reviews and approvals; communicate opportunity status, forecast, resource needs, and key risks with clarity and rigorLead or sponsor commercial negotiations and ensure a controlled transition to project execution (scope, commercial terms, ICS/controls deliverables, and stakeholder commitments)Cross-Functional & Global Collaboration:Partner with Airport Headquarters (Aarhus, Denmark) to harmonize regional pursuits with global strategy, reference designs, and Airport Division/ICS standardsLead through influence across a matrix organization, aligning Engineering, Controls/ICS, Finance, Legal, Operations, and Customer Support to deliver winning and executable offersCoordinate with Marketing and global stakeholders to strengthen market presence, reference positioning, and thought leadership in the Airports segmentMarket Intelligence & Industry Engagement:Monitor market dynamics, competitor positioning, procurement trends, and technology evolution (including ICS/controls and software) to inform strategyRepresent BEUMER with executive presence at industry events, customer forums, and key account governance meetingsProvide structured input to long-range planning, offering strategy, and roadmap prioritization—grounded in customer feedback and Airport Division standardsLeadership & Process Ownership:Provide leadership and governance for sales execution across the pursuit lifecycle, ensuring consistent operating cadence, accountability, and stakeholder alignmentDrive continuous improvement and standardization of sales processes, tools, and proposal content—harmonized with Airport Division ways of working and ICS best practicesEnsure adherence to company policies, contracting and compliance requirements, and BEUMER values, acting as a role model for ethical conductCompensation Range: $160,000-180,000 Annually 
The posted salary range reflects the compensation the company reasonably expects to offer for this position. Actual compensation will not be less than the posted minimum and will be based on multiple factors.
