Sales Team Lead

Job Description

Job Description

The Sales Team Lead is responsible for driving the growth and retention of Pave America clients through direct sales efforts and by serving as a leader, mentor, and resource to the sales team. This role combines individual sales responsibilities with team leadership, supporting the planning, implementation, and execution of sales initiatives that contribute to the organization's revenue and customer retention goals.

Working in partnership with the Divisional President and Pave America Vice President of Sales, the Sales Team Lead helps implement sales strategies, supports recruiting and onboarding efforts, and assists in the training and development of sales team members, project managers, and estimators. This position provides guidance, shares best practices, and helps foster a collaborative, high-performing sales culture while maintaining personal responsibility for business development and key customer relationships.

The Sales Team Lead maintains ownership of a personal sales territory and quota, actively pursuing new business opportunities and expanding relationships within the assigned market. The role also supports the development and execution of market growth strategies, customer engagement initiatives, and training programs for both clients and team members.

This position serves as a "player-coach" role—leading by example, providing day-to-day support and mentorship to the sales team, and influencing performance and results without formal personnel management responsibilities such as performance reviews, disciplinary action, or direct supervisory authority.

Compensation: $100,000 – $115,000 salary base + variable compensation, based on experience.

Essential Job Duties & Responsibilities:

New Business Development:

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential key clients and the decision makers within the client organization.
• Research and build relationships with new key clients.
• Set up meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches and share best practice with Sales Reps.
• Work with Sales Reps o develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Business Development Planning:

• Attend industry functions, such as association events, tradeshows and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on local business trends with a view to developing new services and markets.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Personnel:

• Serve as a mentor and resource to Sales Representatives, Estimators, and Project Managers by sharing best practices and supporting professional development.

• Assist with recruiting, interviewing, onboarding, and training new sales team members.

• Provide ongoing coaching and field support to help team members strengthen customer relationships, improve sales effectiveness, and achieve performance objectives.

• Conduct ride-alongs and field observations to provide constructive feedback and identify development opportunities.

• Partner with company leadership to identify training needs and contribute to sales training programs and educational initiatives.

• Support the implementation of sales strategies, processes, and tools that improve team effectiveness and customer experience.

• Provide input to leadership regarding territory planning, compensation programs, and organizational development initiatives.

• Foster a collaborative, high-performing sales culture through leadership, communication, and leading by example.

Administration:

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
• Assign sales territories, set sales goals, and establish training programs for the organization’s sales team.
• Track sales team metrics and report data to leadership on a regular basis.
• Implement performance plans according to company procedure.

Qualifications (Experience, Education & Certifications, Key Attributes):

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree preferred, or relevant past experience in sales
• Minimum of 5+ years successful experience of sales management and experience carrying an individual quota, preferrable in construction services
• Ability and experience selling to Manager and Director levels within the organization
• Experience managing and directing the entire project cycle from beginning to close
• Candidate will be strategic in finding new business using technical knowledge and skillset
• Creation and execution of quarterly and annual business plans
• Good management presence, communication skills, and credibility
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
• Attentive to forecasting and business reporting responsibilities
• At least an intermediate level in using Microsoft Office products. Especially Excel, Word, and PowerPoint
• Technological orientation to utilize all software solutions for CRM, bid preparation and job cost.

Physical Requirements : (Each to have one of the following based on the position: Never, Rarely, Occasionally, Constantly)

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
• Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
• Moving self in different positions to accomplish tasks in various environments, such as stooping, kneeling, or crouching: Rarely
• Adjusting, moving and lifting objects in all directions: Rarely
• Talking and hearing to communicate with others: Constantly
• Seeing to perform job duties at close range, such as monitors or screens: Constantly
• Seeing to perform job duties at a distance, such as driving or operating equipment: Occasionally
• Repeating motions that may include the wrists, hands and/or fingers: Constantly
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like: Rarely
• Operating machinery and/or power tools: Rarely
• Operating motor vehicles or heavy equipment: Occasionally
• The ability to travel regionally or nationally: Occasionally

Physical Demands :

• Sedentary work that primarily involves sitting/standing: Constantly
• Light work that includes moving objects up to 20 pounds: Occasionally
• Medium work that includes moving objects up to 50 pounds: Occasionally
• Heavy work that includes moving objects up to 100 pounds or more: Rarely

Working Conditions :

• Low temperatures: Rarely
• High temperatures: Occasionally
• Outdoor elements such as precipitation and wind: Occasionally
• Noisy environments: Occasionally
• Hazardous conditions: Rarely
• Shift work, to include overnight work: Never
• Frequent overtime, including weekends: Never
• Office environment: Constantly

Pave America and it's companies offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

We are an Equal Opportunity Employer and comply with OFCCP regulations. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Pave America and it's companies promote a drug-free workplace. We will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries. In compliance with OFCCP requirements, we invite applicants to voluntarily self-identify their gender, race, and veteran status. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment.