Director of Sales - Ceilings, Non-Structural Containment & Mesh

Job Type: Full-time, Exempt

Duration of role: Permanent

Location: Remote - Occasional travel to Baltimore, Maryland region.

About Us

At Tate we are passionate about everything we do. As an independent brand operating within Kingspan Group, a global plc group of companies, Tate has been recognized worldwide as an industry leader in the development and manufacture of data center infrastructure solutions and commercial office raised access floors, for over 60 years. With revenues of over $600m and growing, Tate plays a pivotal role in offering expertise in cutting edge design engineering in order to craft solutions, by working collaboratively with clients as a trusted partner.

Tate continues to grow and expand, operating multiple manufacturing and commercial sites across the US, Europe, the Middle East, Asia, and Australia. We are excited about our fresh, dynamic, and inclusive team of experts working on new innovations and forward-thinking designs, as we remain a market leading player within our industry. We continue to invest heavily in the best available manufacturing tools and equipment needed to adhere to Tate’s world class standards and in keeping with our Planet Passionate sustainability strategy, our focus is on having minimal climate impact.

We are excited by potentially welcoming you as part of our team as we continue to grow on a worldwide scale.

About the Role

The Director of Sales, Ceilings, NS Containment & Mesh is responsible for leading the national commercial sales organization for Tate's Ceilings, Non-Structural (NS) Containment and Mesh product portfolio and delivering profitable, sustainable growth across these businesses. Reporting to the General Manager, this leader translates business strategy into clear sales priorities, builds a high-performing and accountable national sales team, strengthens customer and channel relationships, and provides the market visibility required to support sound business decisions.

The role owns sales execution, revenue performance, margin discipline, pipeline health and forecast accuracy. It works closely with Finance, Operations, Planning, Customer Service, Project Management, Estimating, Engineering, Marketing and Product Development to ensure commercial commitments are aligned with capacity, customer requirements and the overall strategy of the Ceilings, NS Containment & Mesh business.

What You’ll Do

Commercial Strategy & Profitable Growth

• Develop and execute the sales strategy for Ceilings, NS Containment & Mesh in alignment with annual operating plans and long-range growth objectives.
• Own achievement of sales, bookings and margin objectives across assigned territories, customers and product lines.
• Translate market conditions, customer needs, competitive activity and business priorities into clear commercial actions and measurable sales plans.
• Drive disciplined pricing, product mix and opportunity selection in support of profitable growth and established margin expectations.
• Identify opportunities to expand market share, strengthen regional coverage, develop new customers and increase penetration within strategic accounts.

Sales Leadership & Accountability

• Lead, coach and develop the Regional Sales Management team and other assigned sales resources, establishing clear expectations, objectives and accountability for results.
• Establish and manage a consistent operating cadence including one-on-ones, pipeline reviews, major project reviews, forecast reviews and performance discussions.
• Set meaningful KPIs for the sales organization and use them to assess performance, identify gaps and drive corrective action.
• Build organizational capability through recruiting, onboarding, coaching, succession planning and timely performance management.
• Create a culture of ownership, collaboration, responsiveness and continuous improvement.

Pipeline, Forecasting & Commercial Discipline

• Own the quality and accuracy of the sales forecast, providing reliable visibility into bookings, revenue timing, margin, major opportunities and commercial risks.
• Maintain disciplined pipeline management and opportunity qualification, with particular focus on major projects, strategic pursuits, conversion probability and timing.
• Ensure consistent use of Salesforce and other commercial systems as the source of record for opportunities, customer activity, pipeline status and forecasting.
• Monitor sales performance against plan and use data to identify trends, gaps and actions required to improve results.
• Partner with Finance and business leadership in budgeting, forecasting and periodic business reviews.

Customer, Channel & Market Leadership

• Build and maintain senior-level relationships with key customers, contractors, distributors, partners, specifiers and other market stakeholders relevant to the Ceilings Business.
• Support the team on strategic pursuits, complex negotiations, major customer issues and high-value opportunities.
• Develop a strong understanding of regional market dynamics, customer priorities and competitive positioning, and provide timely market intelligence to the business.
• Represent Tate at appropriate customer meetings, industry events, trade associations and conferences.
• Ensure the sales organization communicates a clear value proposition based on technical capability, service, reliability and total customer value rather than price alone.

Cross-Functional Business Leadership

• Partner closely with Operations, Planning and Finance to align demand, backlog, capacity and commercial priorities.
• Work with Project Management, Customer Service and Estimating to improve the customer experience from opportunity development through order execution and handoff.
• Collaborate with Engineering, Product Development and Marketing to translate customer and market needs into product, application and go-to-market priorities.
• Provide clear commercial input on product strategy, new product opportunities, market requirements and competitive threats.
• Escalate material commercial risks early and help drive cross-functional resolution with clear ownership and follow-through.

Safety, Quality & Compliance

• Demonstrate visible leadership in support of Tate's safety culture and ensure the sales organization understands its responsibility for safe conduct at customer, project and company locations.
• Maintain awareness of and compliance with applicable quality, environmental, product compliance and company policies.
• Promote ethical business practices and ensure commercial activities are conducted in accordance with company standards and applicable requirements.

What You’ll Bring

• Bachelor's degree in Business, Marketing, Engineering, Construction Management or a related field preferred; equivalent relevant experience will be considered.
• 10+ years of progressive B2B sales experience, including significant sales leadership responsibility in building products, construction products, engineered systems, industrial manufacturing or a related technical/project-driven market.
• Required experience successfully managing a national sales team across multiple territories or regions.
• Required experience leading a sales organization responsible for at least $100 million in annual sales.
• Proven record of delivering revenue growth while maintaining pricing and margin discipline.
• Strong experience with sales forecasting, pipeline management, CRM discipline and data-driven performance management; Salesforce experience preferred.
• Experience managing complex, project-based sales cycles and working effectively with contractors, distributors, end users, design/specification stakeholders or other construction-market participants.
• Strong commercial judgment, negotiation capability and financial acumen, including the ability to understand margin, mix, pricing and customer economics.
• Ability to work cross-functionally with operations, finance, planning, engineering, project management, customer service and marketing.
• Executive-level communication skills with the ability to build credibility with customers, employees and senior leadership.
• Ability and willingness to travel 65% or more, including regular field travel with the national sales team, customers, projects and industry events.

What You’ll Get

• Career Scope and Advancement: As we grow, new positions and career opportunities arise, offering accelerated paths for the right candidates, locally and globally.
• World of Wellness Philosophy: We empower you to take charge of your health and well-being. You’ll have access to a wide range of medical, dental, and vision benefits, along with personalized guidance from a “Health Advocate.” We also offer other supplemental options, including 401k, legal, disability, and theft insurance, to ensure your financial wellness.
• Corporate Social Responsibility: Through Planet Passionate we are determined to reduce our manufacturing carbon (CO2e) emissions to as close to zero as technically possible, together with halving carbon intensity in our primary supply chain. We are very involved in our community, and you will have ample opportunities to support us in creating a better world.
• Skills Development: Given the dynamic pace of our business and a strong collaborative environment, your new role will be diverse and multifaceted – allowing you to be more versatile and develop a broader skill set.
• Mentorship and development: At Tate, we don’t believe in hierarchy, we work together as one team for one common goal. You will have access and exposure to our senior leaders and experts for learning in your role, and additionally mentorship for the future.
• Culture: We have a great team culture, highly collaborative, supportive, and social. Together we innovate, collaborate, take ownership, and strive for excellence.

Stay connected with us on LinkedIn for insights into life at Tate. Join us in our mission to make a difference through exceptional solutions.

Tate Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to legally protected characteristics. We are committed to providing reasonable accommodation to qualified individuals with disabilities. Employment may be contingent upon completion of post-offer requirements in accordance with applicable law.