Commercial Roofing Director of Sales

Commercial Roofing Director Of Sales

The Director of Sales is a senior, company-wide leadership role responsible for building, directing, and elevating Eskola's sales organization across all three of the company's regions. This director owns sales revenue generation across all three of Eskola's business lines: Production, Service, and Waterproofing. Commanding a large, geographically distributed team, this leader must understand the distinct dynamics of each region and business line while driving the organization toward unified goals and standards.

This is not a role for the top-producing individual contributor seeking a title upgrade. It is a role for a disciplined, process-driven leader whose career demonstrates a verifiable track record of developing people, managing complex matrixed organizations, and achieving sustained revenue growth through system and strategy rather than heroics. The ideal candidate is equally at home in a data dashboard as they are on a job site, and brings the backbone and judgment to make clear-eyed decisions about where to compete, what to pursue, and what to walk away from, always in alignment with the capacity and capabilities of our operations teams in each market. This person creates opportunity at volume, builds teams that outlast any single deal, and holds themselves and others to a high and measurable standard.

Job Duties and Responsibilities:

• Lead, coach, and develop the Eskola sales team across all three regions and all three business lines (Production, Service, and Waterproofing), ensuring accountability to clear performance standards and individual growth plans.
• Establish and enforce a disciplined, process-oriented sales culture rooted in data: pipeline hygiene, activity metrics, conversion rates, and forecast accuracy are non-negotiable.
• Own company-wide sales revenue targets and translate them into actionable, business line-specific and region-specific strategies that reflect the realities of each market.
• Define and continuously refine the sales playbook: how the team prospects, qualifies, pursues, and closes opportunities across Production roofing, Service, and Waterproofing.
• Partner closely with the VP of RevOps to align sales strategy with estimating capacity, operational bandwidth, and company growth objectives across all three regions.

• Recruit, onboard, mentor, and retain high-caliber sales professionals across a large, multi-region team; development of people is a central deliverable of this role, not an afterthought.
• Conduct regular ride-alongs, call reviews, and one-on-ones to coach skill gaps and reinforce winning behaviors.
• Identify and cultivate future leaders within the team; build organizational depth, not dependency on any single contributor.
• Create structured performance improvement pathways that are clear, fair, and consistently applied across all regions and business lines.

• Drive a high volume of qualified lead generation through systematic outreach, relationship development, and market intelligence, combining creativity, tenacity, and data-driven targeting across Production, Service, and Waterproofing.
• Ensure the team remains laser-focused on Eskola's Ideal Customer Profile: facility owners, property managers, general contractors, and consultants across property management, industrial, manufacturing, healthcare, education, and institutional verticals.
• Establish and govern prospect prioritization criteria that reflect both market opportunity and the actual capacity of each region's operations team. Know when to pursue and when to pass.
• Build and maintain strategic relationships with key stakeholders, associations, and centers of influence across all three regions.

• Own CRM discipline across the entire sales organization. Ensure complete, accurate, and timely data entry and use it to manage performance, coach behavior, and forecast revenue by region and business line.
• Analyze pipeline data across all three regions and business lines to identify trends, risk, and opportunity; present findings and recommendations to senior leadership with clarity and confidence.
• Continuously evaluate and refine sales processes, removing friction and introducing repeatable systems that scale across markets and teams.
• Leverage data to make strategic decisions about market prioritization, territory design, and resource allocation.

• Navigate and thrive in a matrixed organizational structure, collaborating closely with estimating, operations, project management, and executive leadership without requiring constant escalation or hand-holding.
• Serve as the connective tissue between what is sold and what can be delivered; build trust with operations leaders by exercising judgment about what the company should and should not pursue in each region.
• Facilitate alignment between three regionally diverse sales teams and shared company standards, keeping local market nuance intact while driving toward common goals across all business lines.
• Represent the sales function in cross-departmental planning, capacity discussions, and strategic initiatives.

• Operate with a high degree of autonomy: self-directed, proactive, and capable of setting direction without waiting to be told what to do.
• Develop and maintain a current, nuanced understanding of each regional market, including competitor positioning, client base, project pipeline, and economic conditions relevant to Production, Service, and Waterproofing.
• Make clear-eyed go/no-go decisions on pursuits, informed by both market intelligence and an honest assessment of Eskola's operational readiness in each region.
• Represent Eskola at trade shows, association events (e.g., NRCA, BOMA, IIBEC), and industry networking opportunities across all three regions.

Job Requirements and Qualifications:

• Bachelor's degree highly preferred; business, construction management, or related field preferred.
• 10+ years of progressive experience in commercial construction, roofing, or a related industry, with at minimum 5 years in a genuine people-management or team leadership capacity.
• Must be able to successfully complete a pre-employment background check and drug screening as a condition of hire.
• Must possess a valid driver's license and a dependable personal vehicle to travel to job sites as required.

• Demonstrated, verifiable history of leading large, geographically dispersed sales teams across multiple regions or business lines; not just managing individual contributors, but building organizations.
• Proven track record in matrixed environments, working across functions and influencing without direct authority.
• Deeply analytical and data-driven; fluency in CRM platforms (HubSpot, Salesforce, or equivalent), pipeline management, and sales performance reporting is required.
• Excellent communicator, able to synthesize complex information, deliver hard messages, and inspire diverse teams toward shared objectives.
• Strong financial acumen; comfortable with P&L context, margin awareness, and revenue forecasting across multiple business lines.
• Willingness and ability to travel extensively across all three regions (expected 40-60% travel).

• Familiarity with commercial roofing and waterproofing systems (TPO, EPDM, PVC, modified bitumen, BUR, metal) at a level sufficient to credibly support and evaluate the sales team's technical conversations.
• Experience selling or leading teams across multiple service or product categories, such as construction production, service and maintenance contracts, and specialty waterproofing.
• Experience working directly with Eskola's Ideal Customer Profile verticals: property management, industrial, manufacturing, healthcare, education, and institutional.
• Background in construction estimating, operations, or project management; understanding how work gets done, not just sold.
• Familiarity with regional commercial building codes, energy efficiency programs, and roofing-related compliance standards.

Additional Information:

This job description is not intended to be an exhaustive list of all responsibilities, duties, or qualifications. Additional tasks may be assigned as needed to support business objectives.

Ideal Candidate:

To be direct: this role is not the right fit for every experienced sales professional. We are not looking for someone whose primary identity is "best salesperson in the room," who leads with personal production numbers, or who has accumulated management titles without the substance to back them up. We are not interested in candidates who need close supervision, frequent direction, or external motivation to perform. We are not looking for someone who will treat this role as a platform for personal branding. We are looking for a builder and a developer of people: a strategic operator who lets results speak, and whose career trajectory leaves no doubt about the caliber of leader they are.

Why Eskola, LLC?

At Eskola, LLC, we take pride in delivering top-tier commercial roofing services while cultivating a culture of excellence, integrity, and continuous learning. As a valued member of our Corporate Sales Team, you will enjoy:

• Competitive salary and comprehensive benefits.
• Opportunities for advancement and career development.