Director of Sales, Engineered Surface Solutions (ESS)

The Apogee Performance Surfaces business segment generates $200M in revenue and EBITDA margins of 20-25%. Our brands in the Performance Surfaces portfolio develop and manufacture high-performance coated materials for a variety of applications, including wall decor, museums, graphic design, architectural interiors, digital display, and industrial flooring markets. We are the global leader in anti-reflective, conservation grade electrostatic dissipative, high-definition, and abrasion resistance coatings, that provide protection, innovative designs, and exceptional durability.

Position Summary

The Director of Sales, Engineered Surface Solutions (ESS), is responsible for driving commercial growth across the glass and polymer coatings portfolio through strategic market development, OEM specification development, customer acquisition, and pipeline management. This role owns execution of the ESS commercial strategy by identifying new market opportunities, expanding demand for ESS technologies, building strategic customer relationships, and partnering with Marketing, R&D, Operations, and Customer Service to commercialize new technologies. The Director will play a critical role in achieving the organization's five-year growth objective of approximately $50 million in new revenue.

Responsibilities

• Commercial Growth

  • Develop and execute annual sales and business development plans aligned with ESS growth objectives.

  • Drive market demand for ESS coating technologies across glass and polymer substrates.

  • Develop OEM specifications that create long-term pull-through demand.

  • Build relationships with OEMs, distributors, converters, fabricators, and strategic partners.

  • Identify, qualify, and convert new business opportunities into commercial programs.

  • Support tolling business development and strategic coating partnerships.

• Market Development

  • Identify and prioritize attractive industry verticals and market segments.

  • Evaluate emerging applications and customer needs.

  • Develop market-entry strategies for new technologies and applications.

  • Partner with Marketing to develop messaging, campaigns, trade show strategy, and industry engagement.

  • Represent ESS at customer visits, conferences, and trade shows.

• Salesforce & Pipeline Management

  • Own Salesforce CRM accuracy, opportunity progression, forecasting, and reporting.

  • Build and maintain a robust sales pipeline capable of supporting long-term growth.

  • Establish KPIs for pipeline generation, win rate, conversion, forecast accuracy, and customer engagement.

  • Drive disciplined opportunity management through the sales process.

• New Product Introduction (NPI)

  • Serve as the commercial lead for NPI projects.

  • Partner with R&D to translate Voice of Customer into commercially viable products.

  • Support pilot programs, product validation, and commercialization.

  • Prioritize new developments based on market opportunity and strategic fit.

  • Lead Stage-Gate commercialization activities from concept through production.

• Cross-Functional Collaboration

  • Partner closely with Manufacturing, Operations, Engineering, Quality, Supply Chain, Customer Service, Marketing, and Estimating.

  • Support quoting, pricing, production planning, and successful customer launches.

  • Ensure smooth transition of projects from development into production.

• Customer Development

  • Lead technical sales discussions alongside engineering and R&D.

  • Develop long-term account growth strategies.

  • Support commercial negotiations and customer agreements.

  • Travel as required to develop customer relationships and identify growth opportunities.

• Team Leadership

  • Lead and develop one Project Coordinator / ISR.

  • Establish annual objectives, KPIs, and performance expectations.

  • Coach, mentor, prioritize workload, and ensure CRM discipline and customer responsiveness.

• Success Metrics

  • Revenue growth

  • Pipeline creation

  • OEM specification wins

  • New customer acquisition

  • New market penetration

  • NPI commercialization success

  • Salesforce compliance

  • Forecast accuracy

  • Gross margin growth

  • Trade show ROI

  • Team KPI achievement

Personal Attributes and Experience

• 8-10 years of B2B sales or business development experience in technical or industrial markets.

• Experience selling engineered products, coatings, specialty materials, glass, polymers, films, or advanced manufacturing solutions preferred.

• Strong consultative selling and relationship management skills.

• Experience with Salesforce CRM.

• Bachelor's degree in Business, Marketing, Engineering, or related field preferred.

• Willingness to travel approximately 40%.

• Strategic application of artificial intelligence (AI) tools and technologies to drive business outcomes, enhance decision-making, and improve operational efficiency.

Work Environment

This job is primarily performed in an office environment. The noise level in the office is generally moderate.

Salary Range:

• $185,000-235,000

Our Benefits

Apogee and our brands are an Equal Opportunity Employer.

Salary : $185,000 - $235,000