Sales Excellence Program Manager

Company Overview

Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.

Position Summary

Upchurch is building a more disciplined, connected, and repeatable commercial operating system. The Sales Excellence Program Manager is the enterprise deployment leader who turns the company’s commercial priorities into an adopted, measurable way of working across Upchurch.

This high-impact, enterprise-facing role owns the deployment and continuous improvement of Upchurch’s commercial growth program. The Program Manager builds the rollout roadmap, operating cadence, adoption plan, performance visibility, and cross-line-of-business alignment needed to make the program real in the field. Strategic direction is set by the Chief Market Officer, while sales strategy remains within each line of business’s sales-management team. This role ensures those priorities are deployed consistently, with clear ownership and visible follow-through.

The right person is a commercially credible program leader with strong change-management instincts, data fluency, and the executive presence to influence senior leaders. You will connect enterprise priorities to local execution, build alignment without taking over line-of-business sales strategy, and help Upchurch scale profitable, repeatable growth.

Key Responsibilities

Lead enterprise deployment and adoption

• Own the enterprise rollout of the Sales Excellence program, translating CMO priorities into a sequenced deployment roadmap, operating cadence, adoption plan, and measurable outcomes.

• Lead cross-functional mobilization across lines of business; define program milestones, workstreams, decision forums, owners, dependencies, and escalation paths that keep deployment moving.

• Establish program governance, executive-ready operating reviews, and a disciplined action-management rhythm that holds enterprise commitments visible until resolved.

• Measure adoption, identify barriers to execution, and lead corrective interventions with line-of-business leaders, managers, and functional partners.

Lead commercial operating discipline and performance visibility

• Support the enterprise forecast and performance-management cadence, using approved CRM, finance, ERP, and line-of-business sources to create timely, trusted commercial visibility.

• Own the standards and review rhythm for CRM forecast quality, variance analysis, hard backlog, soft backlog, pipeline, priority pursuits, revenue/profit contribution, and key growth indicators.

• Manage practical minimum standards for opportunity readiness, next-step discipline, data quality, and executive review preparation; partner with sales leaders to strengthen local adoption.

• Partner with Finance and commercial leaders to resolve missing, stale, conflicting, or potentially duplicative information and establish durable reporting controls.

• Serve as the CMO’s program lead for large-project and executive commercial reviews, ensuring leadership has a clear view of commercial readiness, key risks, actions, and decision needs as reported by business leaders

Scale enterprise account management and cross-selling

• Lead deployment of the Strategic and Key Account program across Upchurch, including accountable account leadership, executive sponsorship, account-plan expectations, review cadence, and adoption measures.

• Build enterprise account visibility that connects customer relationships, service/solution penetration, buyer influence, relationship holders, growth opportunities, and cross-line-of-business collaboration.

• Facilitate high-value strategic-account and customer-growth reviews that convert enterprise priorities into coordinated customer actions, executive engagement, and cross-selling plans.

• Surface systematic barriers to account growth and cross-selling, align the right leaders to resolve them, and track execution through closure.

Own sales-process deployment, enablement, and field adoption

• Own the enterprise deployment of commercial sales resources, including account-planning tools, go/no-go guidance, qualification references, conversation-planning tools, and large-project commercial practices.

• Lead the governance of commercial resources and standards: establish review cycles, coordinate updates and approvals, maintain version discipline, and retire superseded materials.

• Build and execute an adoption plan that combines manager enablement, practical field tools, workshops, site visits, reinforcement, and feedback loops across Upchurch.

• Use field feedback, adoption data, and performance outcomes to continuously improve the program; recommend enhancements to the CMO and support leaders through implementation.

Build enterprise cadence, accountability, and change momentum

• Lead cross-line-of-business sales forums, forecast reviews, strategic-account reviews, and CMO-led Sales Excellence sessions that turn enterprise priorities into coordinated action.

• Own meeting and decision governance: set high-value agendas, ensure pre-read readiness, capture decisions, assign accountable owners, and drive closed-loop follow-through.

• Build “One Upchurch” collaboration by sharing customer wins, market learning, lessons learned, and cross-selling practices that can be applied across teams.

• Establish operating rules for data completeness, report refreshes, metric definitions, source references, record ownership, and program-health reporting.

• Sponsor practical CRM, SharePoint, Monday.com, dashboard, and workflow improvements that make the program easier to use, easier to govern, and easier to scale.

Required Qualifications

• 8+ years of progressively responsible experience in sales excellence, commercial operations, revenue operations, business transformation, strategic-account programs, or a similar enterprise program-lead role.

• Demonstrated success leading enterprise or multi-site program deployment from design through adoption, with clear governance, milestones, change-management tactics, and measurable results.

• Strong executive presence and ability to influence senior leaders, sales managers, and cross-functional partners without direct line authority.

• Advanced command of commercial performance concepts and data — including forecast, backlog, pipeline, revenue, margin, opportunity quality, customer exposure, and operating metrics — with the judgment to turn insight into action.

• Strong working knowledge of CRM reporting, Excel or similar analysis tools, PowerPoint/Google Slides, and collaboration/document-management tools; capable of building executive-ready operating materials.

• Ability and willingness to travel up to 25% to Upchurch locations, line-of-business teams, customer/account working sessions, and enterprise program meetings.

Preferred Qualifications

• Experience in construction, mechanical/electrical contracting, critical-environment/data-center, industrial, technical B2B, professional-services, or another decentralized multi-line-of-business commercial organization.

• Experience leading sales-process adoption, enterprise account management, strategic account planning, cross-selling, opportunity qualification, or commercial transformation.

• Experience working with CRM and ERP data, SharePoint, Monday.com, business-intelligence dashboards, controlled document libraries, or other commercial operating platforms.

• Familiarity with General Contractor, owner, channel/partner, or complex-project commercial environments.

• Degree in business, analytics, operations, communications, or a related field; project-management or change-management credentials are a plus. Equivalent relevant experience is valued.

Benefits:

• Competitive pay based on experience.

• Health, dental, and vision insurance.

• Paid time off and holiday pay.

• Opportunities for professional development and certification assistance.

Equal Employment Opportunity:

Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.