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.