Commercial Sales Director

New Business Development

Prospect for potential new key or strategic accounts and convert these into increased business.
Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
Identify potential key clients and the decision makers within the client organization.
Research and build relationships with new key clients.
Set up meetings between client decision makers and Sales Reps.
Plan and execute approaches and pitches and share best practice with Sales Reps.
Work with Sales Reps to develop proposals that speak to the client’s needs, concerns, and objectives.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Business Development Planning

Attend industry functions as required, such as association events, tradeshows and conferences, and provide feedback and information on market and creative trends.
Present to and consult with senior level management on local business trends with a view to developing new services and markets.
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Use knowledge of the market and competitors, to identify and develop the company’s unique selling propositions and differentiators.

Personnel Plan and Implement

• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each Sales Rep team member.
  Set individual market/territory sales targets and administer the commission plan.
  Personally observe the performance of Sales Reps in the field on a regular basis.
  Responsible for the planning, recruitment, direction, organization and control of sales representatives/estimators to accomplish specific objectives.
  Provide high standards of ongoing training for the sales reps so that they possess sufficient technical knowledge to present information on the company’s services in an accurate and balanced manner.
  Train new salespeople to ensure success.
  Coach and develop direct reports.

Administration

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advise senior management on maximizing business relationships and creating an environment where customer service can flourish.
  Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
  Assign sales territories, set sales goals, and establish training programs for the organization’s sales team.
  Track sales team metrics and report data to leadership on a regular basis.
  Implement performance plans according to company procedure.

Planning

• Aid in the development of the annual sales strategy and plan, specifically advising on realistic forecasts for each service line and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force and sales promotion program plans.
  Analyze sales statistics to determine sales potential and inventory requirements and to monitor clients' preferences.

Qualifications (Experience, Education & Certifications, Key Attributes)

• Bachelor’s degree preferred, or relevant past experience in sales.
  Minimum of 7+ years successful experience of sales management and experience carrying an individual quota, preferrable in construction services.
  Ability and experience selling to Manager and Director levels within the organization.
  Experience managing and directing the entire project cycle from beginning to close.
  Candidate will be strategic in finding new business using technical knowledge and skillset.
  Creation and execution of quarterly and annual business plans.
  Good management presence, communication skills, and credibility.
  Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
  Attentive to forecasting and business reporting responsibilities.
  At least an intermediate level in using Microsoft Office products. Especially Excel, Word, and PowerPoint.
  Techological orientation to utilize all software solutions for CRM, bid preparation and job cost.

Physical Requirements

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
  Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
  Moving self in different positions to accomplish tasks in various environments, such as stooping, kneeling, or crouching: Rarely
  Moving objects in all directions: Rarely
  Talking and hearing to communicate with others: Constantly
  Sight to perform job duties at close range, such as monitors or screens: Constantly
  Sight to perform job duties at a distance, such as driving or operating equipment: Occasionally
  Repeating motions that may include the wrists, hands and/or fingers: Constantly
  Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like: Rarely
  Operating machinery and/or power tools: Rarely
  Operating motor vehicles or heavy equipment: Occasionally
  The ability to travel regionally or nationally: Occasionally
  Physical Demands: Sedentary work that primarily involves sitting/standing: Constantly
  Light work that includes moving objects up to 20 pounds: Occasionally
  Medium work that includes moving objects up to 50 pounds: Occasionally
  Heavy work that includes moving objects up to 100 pounds or more: Rarely
  Working Conditions: Low temperatures: Rarely
  High temperatures: Occasionally
  Outdoor elements such as precipitation and wind: Occasionally
  Noisy environments: Occasionally
  Hazardous conditions: Rarely
  Shift work, to include overnight work: Never
  Office environment: Constantly

Benefits

Pave America and it's companies offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

Equal Opportunity Employer

We are an Equal Opportunity Employer and comply with OFCCP regulations. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Pave America and it's companies promote a drug-free workplace. We will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries.