About this role
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.