Vice President - Commercial Transformation

The Vice President - Commercial Transformation will serve as the execution engine for PremiStar's "PremiStar Way - Customer Growth" initiative bridging strategy to field adoption. Partnering with the executive leadership team and external advisors, this role will design and lead the enterprise rollout of a standardized commercial playbook including pipeline discipline, account management, pricing/quoting practices, and performance management across a multi branch organization. Reporting to the COO, this leader will partner closely with Regional Presidents, Regional Commercial owners, and Business Unit (BU) leaders, to roll out the commercial playbook across the organization. This leader will translate strategy into execution by building a scalable commercial operating system that increases win rate, conversion, margin, retention, and repeatable organic growth.

ESSENTIAL RESPONSIBILITIES:

• Establish a commercial operating model and governance:
• Act as the "right hand" to the COO in translating growth strategy into daily commercial field operations.
• Define a scalable commercial operating model across regions/branches/business units:
• Coverage model (territories, verticals, named accounts)
• Roles and handoffs (BDR/inside sales, field sales, estimating, operations, account management)
• Growth meeting cadence (weekly pipeline, monthly forecast, quarterly business reviews)
• Implement governance for pricing/discounting, deal approval, and pipeline hygiene.
• Build a repeatable commercial integration model that allows the company to absorb future acquisitions with minimal friction.

• Build Commercial Playbook and ensure commercial transformation becomes real in the field through consistent pricing discipline, stronger sales execution, scalable commercial capabilities, and repeatable commercial operating rhythms.
  • Launch through pilot groups (lighthouses) and build best in class commercial performance and continue cascading across organization with end goal to roll out and scale proven commercial playbook across entire organization in a wave based model.
  • Field Engagement in Customer Growth: Spend significant time on-site (50-75% travel) conducting ride-alongs and branch audits to identify adoption barriers. Reinforce adoption through practical coaching in the field on what good looks like.

• Building systems for pricing, quoting, and deal economic improvement
• Partner with Pricing/Finance/Operations to strengthen:
• Quote-to-cash processes
• Margin guardrails and approval thresholds
• Standard terms, scope clarity, and risk controls
• Drive post-mortems on margin erosion and create corrective actions.
• Sales Performance Management & Manager Effectiveness

• Build a performance framework: activity standards, pipeline coverage requirements, conversion benchmarks, win/loss discipline.
• Equip frontline leaders with coaching routines and inspection points.
• Create consistency in hiring profiles, onboarding paths, and time-to-productivity expectations.

• Commercial Enablement and Change Management
  • Build enablement programs that stick: onboarding, BU site assessment, manager coaching, sales skills training.
  • Lead a structured change plan: communications, field pilots, champions network, reinforcement.
  • Ensure transformation is practical for a field-based organization: simple, repeatable, measurable.
  • Partner with Ops/Delivery to ensure sales promises match execution capacity and customer outcomes.
  • Collaborate with HR on role clarity, incentives, training, and leadership development.

• Consultant Liaison: Manage the transition from consultant-led design to internal-led execution, ensuring no loss of momentum once the external advisors exit.

MINIMUM AND/OR PREFERRED QUALIFICATIONS:

EDUCATION:

• Bachelor's degree preferred; MBA a plus.

EXPERIENCE:

• 15+ years in leadership roles in decentralized roll-up environments
• 3+ years in a top-tier management consulting firm (McKinsey, BCG, Bain) or equivalent PE operating role.

• Proven track record building and deploying a commercial operating system at scale (not just designing it).

• Operational Background: Prior experience in HVAC, facility services, or decentralized "roll-up" environments is highly preferred.

• Leadership Style: A "get it done" mentality; comfortable navigating a boardroom one day and a mechanical room the next.
• Analytics: Proficiency in using data to tell a story and holding branch managers accountable to new KPIs.
• Strong cross-functional leader with credibility across Sales, Finance, Ops, and Marketing.
• Data-driven, systems thinker; strong comfort with CRM, dashboards, and performance metrics.
• Exceptional change leadership: can drive standardization while respecting local realities.

CERTIFICATES, LICENSES, REGISTRATIONS:

• None required

SKILL REQUIREMENTS:

• Commercial playbook design and adoption
• Sales process standardization and enablement
• Frontline leader coaching systems
• Pricing/discount governance and deal economics
• CRM discipline and dashboard-driven management
• Executive communication and stakeholder influence
• Program management and change leadership

PHYSICAL DEMANDS

• Sit/Stand for up to 8 hours a day
• Travel weekly via car and plane
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

WORK ENVIRONMENT:

This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time.


REASONABLE ACCOMODATION:

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company's business operations.


OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Employees understand the above job description and agree to comply with and be subject to its conditions. Employee further agrees this job description does not alter his/her at-will employment status. Employees understand the Company reserves the right to delegate, remove, expand or change all responsibilities. Employees acknowledge that he/she can fulfill the above duties with or without reasonable accommodation.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
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