Leads commercial growth across 8–12 Midwest operating companies by improving sales processes, pipeline management, forecasting, CRM adoption, strategic accounts, recurring service revenue, and cross-company collaboration. Coaches regional sales and operating leaders, supports talent development, drives account expansion, and establishes consistent commercial operating rhythms while preserving local autonomy.
Reports To: Chief Revenue Officer
Region Supported: Midwest Division (8-12 operating companies)
Key Responsibilities
Commercial Growth
- Partner with company leadership to develop and execute growth strategies.
- Increase owner-direct revenue, recurring service sales, and strategic account penetration.
- Identify market expansion and cross-selling opportunities.
- Support enterprise and regional account initiatives.
Commercial Excellence
- Drive adoption of Crete United's sales processes, pipeline management standards, forecasting methodology, and CRM best practices.
- Establish a consistent commercial operating rhythm across the region.
- Improve sales execution while preserving local autonomy.
Coaching & Talent Development
- Coach Presidents, General Managers, Sales Managers, Account Managers, and business development professionals.
- Provide field coaching, deal strategy guidance, and customer engagement support.
- Assist in recruiting, onboarding, and developing sales talent.
- Build future sales leadership capability across the region.
Pipeline & Forecast Management
- Lead regular pipeline and forecast reviews.
- Improve opportunity qualification, forecast accuracy, and sales accountability.
- Ensure disciplined Salesforce usage and data integrity.
- Identify performance gaps and drive corrective actions.
Service & Account Growth
- Expand maintenance agreements, inspections, repairs, and replacement programs.
- Improve customer retention and project-to-service conversion.
- Support strategic account development and multi-company pursuits across HVAC, Mechanical, Electrical, Plumbing, Controls, Fire Protection, Security, and Low Voltage businesses.
Regional Collaboration
- Promote sharing of best practices, sales tools, customer intelligence, and market expertise.
- Strengthen collaboration among operating companies to maximize growth opportunities and customer value.
Key Performance Indicators
Growth
- Organic revenue growth
- Service revenue growth
- Maintenance contract growth
- Owner-direct revenue
- Gross margin improvement
- Customer acquisition and retention
Commercial Effectiveness
- Pipeline coverage and quality
- Forecast accuracy
- Win rates
- Average deal size
- CRM adoption and data quality
- Strategic account plan execution
Talent Development
- Sales talent retention and promotion
- New hire onboarding effectiveness
- Coaching and training participation
Qualifications
Required
- 10+ years of sales leadership experience.
- Experience leading regional or multi-location sales organizations.
- Proven success driving growth within service-based businesses.
- Strong forecasting, CRM, sales management, and strategic account development experience.
- Ability to influence senior leaders and drive change through collaboration.
Preferred
- Commercial HVAC, Mechanical Services, Electrical Contracting, Building Automation, Facilities Services, or related industries.
- Experience with private equity-backed organizations and national account programs.
Core Competencies
- Executive presence and influence
- Strategic thinking and business acumen
- Consultative selling and account development
- Coaching and talent development
- Forecasting and performance management
- Collaboration, accountability, and results orientation
First-Year Success
The successful candidate will:
- Become a trusted commercial advisor to operating company leadership.
- Improve forecast accuracy, pipeline discipline, and CRM adoption.
- Increase recurring service and owner-direct revenue.
- Establish a consistent commercial operating cadence across the region.
- Strengthen collaboration among operating companies.
- Develop scalable sales processes and talent pipelines that support sustainable, profitable growth.
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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