Sales Team Lead

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.
Grow, maintain, and leverage your network.
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, 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.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Personnel

• Serve as a mentor and resource to Sales Representatives, Estimators, and Project Managers by sharing best practices and supporting professional development.
  Aid in recruiting, interviewing, onboarding, and training new sales team members.
  Provide ongoing coaching and field support to help team members strengthen customer relationships, improve sales effectiveness, and achieve performance objectives.
  Conduct ride-alongs and field observations to provide constructive feedback and identify development opportunities.
  Partner with company leadership to identify training needs and contribute to sales training programs and educational initiatives.
  Support the implementation of sales strategies, processes, and tools that improve team effectiveness and customer experience.
  Provide input to leadership regarding territory planning, compensation programs, and organizational development initiatives.
  Foster a collaborative, high-performing sales culture through leadership, communication, and leading by example.

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.

Qualifications (Experience, Education & Certifications, Key Attributes)

• Bachelor’s degree preferred, or relevant past experience in sales.
  Minimum of 5+ years successful experience of sales management and experience carrying an individual quota, preferable 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.
  Techical 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
  Seeing to perform job duties at close range, such as monitors or screens: Constantly
  Seeing 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

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
  Frequent overtime, including weekends: Never
  Office environment: Constantly

Pay

$100,000 – $115,000 salary base + variable compensation, based on experience.

Schedule

Not specified.

Benefits

Pave America and its companies offer a comprehensive, competitive, and inclusive set of health, financial, and other benefits that support your total well-being. 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 its 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. In compliance with OFCCP requirements, we invite applicants to voluntarily self-identify their gender, race, and veteran status. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment.