Director, Channel Sales - Commercial

Overview

Fortress Perimeter Solutions is a global leader in steel and aluminum perimeter security systems. Our portfolio includes advanced ornamental, crash-rated systems, and high-security barrier solutions. Fortress delivers durable, innovative, and high-quality products for critical infrastructure, residential, commercial, industrial, transportation hubs, commercial developments, and secured government environments.

Essential Duties and Responsibilities

• Own the commercial go-to-market strategy for Perimeter Solutions across Commercial, Industrial, Transportation, and Mission-Critical sectors.
• Build and execute a multi-year strategic plan that accelerates profitable revenue growth and increases specification share in priority verticals.
• Develop territory optimization and pipeline development models aligned with division goals.
• Build, lead, and manage a team of Channel Account Managers with a high-performance sales culture focused on accountability, execution, and measurable results.
• Recruit, hire, develop, and retain top commercial sales talent with experience in AEC influence, critical infrastructure, perimeter security, and/or building materials.
• Partner with Product Management, Marketing, Operations, and Senior Leadership to deliver cohesive market strategies and new product launches.
• Align field feedback with product roadmaps and commercialization plans for new perimeter solutions.
• Lead collaboration across domestic and international teams to ensure strategic alignment on growth initiatives.
• Drive sales strategies targeting general contractors, developers, EPC firms, security integrators, and government/transportation authorities.
• Increase specification inclusion and grow brand awareness through AEC outreach and architectural marketing.
• Manage pricing strategy, margin optimization, and commercial negotiation for high-value projects.
• Oversee national and enterprise accounts to secure multi-location, multi-market wins.
• Lead efforts for off-season sales growth, promotional programs, and targeted vertical campaigns.
• Build and track annual budgets, forecasts, and KPIs across the commercial sales organization.
• Monitor pipeline activity, sales performance, and key metrics through CRM and reporting tools.
• Ensure the team consistently hits quarterly and annual revenue, margin, and specification goals.

Supervisory Responsibilities

• Direct responsibility to lead, manage, and hold accountable the following positions and indirect responsibility for all employees that report into these positions. Responsibilities include interviewing, hiring, and developing direct reports; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
• Channel Account Managers

Competencies

• Achievement Focus
• Analytical
• Adaptability
• Attention to Detail
• Business Acumen
• Communications
• Consultative Selling
• Cohoperation
• Financial Management
• Judgement
• Leadership
• Managing Customer Focus
• Managing People
• Performance Coaching
• Planning/Organizing
• Problem Solving
• Strategic Thinking
• Technical Expertise
• Use of Technology

Qualifications

• Bachelor’s degree in relevant field
• 10+ years of progressive sales management experience with demonstrated history of developing and implementing successful sales strategies
• 5+ years of specifications selling experience preferably in the building materials industry
• 2+ years of applied professional experience leading managers
• One, three, and five-year strategy development experience
• Excellent interpersonal and customer interfacing abilities
• Solid customer service attitude with excellent negotiation skills
• Excellent communication and presentation skills with the ability to build an industry presence
• An ability to create, understand, and analyze sales performance metrics
• Knowledge of CRM software and Microsoft Office Suite
• Willingness to travel more than 50% of the time
• Dallas area residency preferred
• Bilingual – English/Spanish a plus