Position Summary

OBE is seeking a strategic, transformational, and results-oriented Director of Inside Sales to lead the Inside Sales organization across North America in support of both OBE and CRL product lines. This senior leadership role is responsible for developing and executing the overall inside sales strategy, driving revenue growth, optimizing sales operations, and building a high-performing sales organization that supports customers across the United States and Canada.

The Director of Inside Sales will lead a geographically dispersed team of managers, supervisors, and Inside Sales Representatives while partnering closely with executive leadership, field sales, operations, marketing, product management, customer service, and business unit leaders. This individual will establish sales processes, performance standards, and customer engagement strategies that drive profitable growth, increase market share, improve customer retention, and strengthen alignment across all commercial channels.

The successful candidate will combine strategic vision with operational excellence, leveraging data, technology, and market insights to enhance sales effectiveness, develop talent, and ensure consistent execution across the North American business.

Key Responsibilities

Strategic Leadership & Organizational Development

• Develop and execute the North American Inside Sales strategy aligned with OBE and CRL growth objectives.
• Lead, mentor, and develop Inside Sales managers, supervisors, and sales professionals across multiple locations and remote environments.
• Build organizational capabilities that support scalability, customer engagement, and long-term business growth.
• Establish sales goals, performance metrics, compensation alignment, and accountability frameworks for the Inside Sales organization.
• Partner with executive leadership to develop annual operating plans, sales forecasts, and strategic growth initiatives.
• Drive a culture focused on performance, customer centricity, continuous improvement, and employee development.
• Lead succession planning and talent development initiatives to strengthen the leadership pipeline.

Revenue Growth & Commercial Strategy

• Drive revenue growth, profitability, market penetration, and customer retention initiatives across North America.
• Develop sales programs that increase customer acquisition, cross-selling, upselling, and share-of-wallet opportunities.
• Evaluate market trends, competitive activity, customer needs, and industry developments to inform sales strategy.
• Partner with field sales leadership to create a coordinated customer engagement model that maximizes coverage and effectiveness.
• Identify and prioritize strategic growth opportunities within key market segments, products, and customer channels.
• Monitor sales performance and implement corrective actions to ensure attainment of business objectives.

Sales Operations & Performance Management

• Establish best-in-class sales processes, forecasting methodologies, pipeline management standards, and CRM utilization practices.
• Lead performance management initiatives through KPI tracking, reporting, analytics, and business reviews.
• Utilize data and sales analytics to improve productivity, conversion rates, customer engagement, and revenue generation.
• Drive continuous improvement efforts that enhance team efficiency, responsiveness, and customer experience.
• Collaborate with Sales Operations, IT, and Marketing to implement tools, technologies, and automation that improve commercial effectiveness.
• Ensure consistency in sales execution, reporting, and customer management practices across all regions.

Customer Experience & Business Partnership

• Champion customer-focused strategies that enhance satisfaction, loyalty, and long-term account growth.
• Serve as an executive escalation resource for strategically important customer relationships and complex sales opportunities.
• Collaborate with Operations, Customer Service, Marketing, Product Management, and Supply Chain teams to align customer solutions and business objectives.
• Support key account strategies and major commercial initiatives across OBE and CRL business segments.
• Strengthen relationships with distributors, glazing contractors, fabricators, architects, and other strategic industry stakeholders.

Sales Enablement & Product Leadership

• Lead sales enablement initiatives including onboarding, training, product knowledge, sales methodologies, and ongoing professional development.
• Ensure teams are equipped with competitive intelligence, market insights, and effective value-based selling approaches.
• Partner with Marketing and Product Management to support product launches, promotional campaigns, and strategic initiatives.
• Help establish a scalable sales infrastructure that supports future growth and evolving customer needs.

Qualifications

Required Experience

• Minimum 10 years of progressive sales leadership experience, including leadership of multi-location or geographically dispersed Inside Sales organizations.
• Minimum 5 years of experience leading sales leaders, managers, or supervisors.
• Proven record of driving revenue growth and organizational performance within a complex commercial environment.
• Experience developing and executing sales strategies across large territories or multiple business units.
• Strong background in sales operations, CRM management, forecasting, analytics, and performance management.
• Demonstrated success building, coaching, and leading high-performing teams.
• Excellent executive communication, presentation, and stakeholder management skills.

Preferred Experience

• Experience within architectural glass, glazing, building products, construction materials, architectural hardware, industrial distribution, or related industries.
• Experience supporting customers throughout the United States and Canada.
• Experience integrating multiple product lines, business units, or sales organizations.
• Experience leading organizational transformation, process improvement, or sales modernization initiatives.
• Bilingual Spanish preferred.

Key Competencies

• Executive Leadership
• Strategic Planning & Execution
• Commercial Strategy
• Organizational Development
• Revenue Growth Management
• Customer Experience Leadership
• Sales Operations Excellence
• Forecasting & Business Analytics
• Talent Development & Coaching
• Change Management
• Cross-Functional Leadership
• Negotiation & Influence
• Financial & Business Acumen
• Process Improvement
• Data-Driven Decision Making

Travel Requirements

• Travel up to 25% across North America for leadership meetings, customer engagement, team development, industry events, and business planning activities.

Success Measures

The successful candidate will:

• Achieve or exceed North American revenue, profitability, and growth objectives.
• Increase customer retention, engagement, and lifetime value.
• Improve sales productivity, pipeline quality, and forecast accuracy.
• Build a highly engaged, high-performing Inside Sales organization.
• Strengthen alignment and collaboration across Inside Sales, Outside Sales, Operations, and Commercial Leadership.
• Establish scalable sales processes and organizational capabilities that support long-term growth.
• Improve employee development, retention, and succession readiness throughout the Inside Sales organization.

This version positions the role as a true North American sales leadership function rather than a Southeast regional people leader.