Regional Sales Director

Job Description

Job Description

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.