Regional Sales Director, NOVA and Baltimore

Reports To: Regional VP, Service

Job Summary:          

• Lead the Sales and Account Management teams across two existing high-growth regions of ColonialWebb-Northern Virginia and Baltimore.
• Planning, organization and management of sales team in order to drive success.
• Secure new customers via sales of Maintenance Agreement contracts, performance based contracts, and facility maintenance. Focus on exceeding annual team quotas.
• Implementation of strategies to capture key emerging markets, such as Data Centers.
• Help support the team with customer engagement/meetings/proposals as required to capture new business. 
• Reinforce and strengthen existing programs for Customer Retention/Customer Experience.
• Supervise the maintenance of healthy customer relationships from the perspective of sales responsibility and customer retention focus.
• Support the Operations team as necessary to ensure technician retention is aligned with new customer acquisition.
• Other leadership duties-Coaching 1/1’s, Commission review, Performance reviews, CRM, Strategy Planning, Reporting, Regional Marketing, Associations and other-outlined below.   
• Some travel within assigned region and occasional travel for ColonialWebb and CS USA meetings.

Requirements: 

• Driven to win.
• Growth orientation.
• Ability to handle day-to-day departmental management tasks relating to work assignments, recruiting, and personnel development.
• Ability to deal diplomatically and effectively with customers and employees.
• Extensive experience in handling personnel issues.
• Excellent administrative and analytical skills.
• Ability to coordinate and perform multiple activities in a timely manner.
• Normal industry experience in the same field of 10 years with a minimum of 5 years in supervision.
• Ability to sell effectively at executive levels in the areas of Maintenance Agreements, Performance Based Contracts and Facility Maintenance.  History of excellence in achieving and/or exceeding annual sales quotas.
• Sales Process (targeting-close-post sale) knowledge.
• Business proficiency and tools (CRM, Estimation, Word, Excel, Powerpoint).

Specific Duties:

• Ensure that all sales activities are performed in accordance with company practices through the effective management of sales personnel.
• In conjunction with the Regional VP, Service-develop objectives and strategies in support of overall business development goals with focus on all Service Group products.
• Perform and direct research to identify and prioritize potential customers.
• Prepare and implement business development action plans for targeted customers and market segments. Approve and monitor execution of action plans prepared by subordinate personnel.
• Conduct individual sales efforts with focus on high-level opportunities.
• Provide direct leadership and management of special maintenance agreement sales programs.
• Direct and supervise the development of major proposals and presentations. Train and assist sales personnel in the making of effective presentations.
• Plan, staff, train, and supervise the sales department including personnel administration. Define and/or clarify subordinate’s functions, duties, responsibilities, and power to act.
• Work closely with the Field Operations Manager, and the Operations Supervisor, NOVA and Baltimore Service Divisions, to resolve conflicts between sales and operations, handle customer problems or stressful relationships, and ensure the profitability of our work
• Attend periodic meetings with the Field Operations Manager NOVA and Baltimore Service Divisions, in order to provide an update on sales objectives and obtain feedback on field perception as it relates to work scope definition, accuracy of estimating, and level of communication between sales and field operations.
• Conduct weekly meetings with subordinates to review progress as it relates to sales order objectives and customer development activities.
• Review weekly reports to monitor sales results in comparison to quotas. Develop plans and take action where required to obtain necessary results.
• Prepare and implement business development action plans for targeted customers and market segments. Approve and monitor execution of action plans prepared by subordinate personnel.
• Provide weekly update to the Regional VP, Service on sales objectives, individual results, and short term forecasts.
• Provide technical and sales strategy assistance to subordinates as needed during the performance of day-to-day work activities.
• Attend meetings, as necessary, with current and future customers to ensure healthy relationships and/or successful business development.
• Conduct performance reviews with subordinates. Initiate requests for pay increases where applicable and take disciplinary action where necessary.
• Review and approve new work set-ups for the NOVA and Baltimore Service Divisions.
• Perform additional assignments as requested by the Regional VP, Service. 

About ColonialWebb:

ColonialWebb is one of the largest commercial, mechanical, and electrical contractors in the Mid-South, specializing in Construction, Service, Industrial Refrigeration, and Manufacturing. We provide service to customers ranging from small businesses to Fortune 500 companies.

We install, maintain and upgrade mechanical systems for America’s best buildings. We can build, service, or retrofit systems for virtually any type of building – from schools and museums to high-rise office buildings and hospitals – even industrial plants that manufacture everything from potato chips to computer chips. We provide customers with engineering, design, construction, manufacturing, maintenance and repair support in the fields of HVAC, Refrigeration, Plumbing, Process Piping, Building Automation and Controls, Electrical, Green Energy Solutions, and Water Treatment Systems.

Physical Requirements:

• See well (either naturally or with correction).
• Ability to wear personal protection equipment such as hard hat, safety glasses, hearing protection, gloves, fall protection, safety shoes, and others as required.
• Physically capable of working with hands and legs as outlined below. All employees are expected to use good judgment while performing physical job requirements and aware of their own personal physical limitations. *Any lifting greater than 60 pounds requires the use of material lifting equipment, personnel assistance, or additional help as required.