Sales Representative

Job Description

Job Description

Description:

McCormick Construction is seeking a field-based Sales Representative to lead business development efforts across industrial and process-driven markets, helping to shape how the company goes to market and grows. This individual will build relationships with plant managers and key decision-makers, proactively generate new opportunities through direct outreach and industry connections, and lead practical, curiosity-driven discovery conversations to uncover real operational challenges. Using a consultative, relationship-driven approach that inspires trust and confidence, they will translate those insights into qualified, executable work aligned with McCormick’s capabilities. As the external face of the company, this role will guide prospects through the full sales cycle from initial engagement through close, while collaborating closely with internal teams to ensure solutions are clearly defined, feasible, and positioned to win, ultimately driving sustainable growth and long-term client partnerships.

KEY RESPONSIBILITIES

Planning & Accountability : Executing a systematic approach to sales planning, holding themself accountable for meeting sales targets including:

· Developing and executing a strategic sales plan that identifies high-potential target accounts, prioritizes key activities, and establishes measurable milestones aligned with company objectives and designed to drive consistent opportunity generation.

· Building, managing, and advancing a qualified, primarily self-generated pipeline by prioritizing opportunities based on fit, timing, and likelihood to convert, with a focus on real, actionable work.

· Continuously evaluating pipeline performance, adjusting strategy and activity based on data driven insights, while clearly communicating progress, key opportunities, and support needs to leadership.

Sales Process : Driving new revenue growth through personal efforts, by articulating the value of McC to prospective customers and closing sales. This includes:

· Proactively driving new business through targeted outreach, site visits, referrals, and industry relationships, building a qualified pipeline of high-value opportunities.

· Leading consultative discovery conversations to understand client operations, challenges, and goals, qualifying opportunities based on fit, timing, and alignment with McCormick’s capabilities.

· Collaborating with internal teams to develop, position, and present practical, executable solutions—translating technical concepts into clear customer value and ensuring alignment on scope, approach, and feasibility.

· Driving opportunities through to close by maintaining momentum, addressing objections, guiding decision-making, and securing commitment, while positioning McCormick for repeat and expanded work.

Managing Up: Maintaining proactive, transparent communication with leadership by providing progress updates, market insights, and strategic recommendations to support informed decision-making.

· Providing clear, data-driven updates to leadership on pipeline, key opportunities, risks, and performance, using insights to adjust strategy and focus on what is generating real work.

· Bringing market intelligence from the field—including customer needs, emerging opportunities, and competitive activity—while staying aligned with leadership on priorities, capacity, and direction.

· Collaborating closely with internal teams to ensure shared understanding of opportunities and next steps, acting quickly on feedback, and applying sound business judgment when advancing work.

Cross-Functional Collaboration: Partnering closely with internal teams to deliver seamless client experiences and drive strategic growth opportunities.

· Leading a smooth handoff to project teams, providing a complete and organized transfer of knowledge, including client goals, scope, stakeholders, commitments, risks, and key insights ensuring full clarity and alignment.

· Confirming alignment across sales, estimating, and project management on scope, deliverables, timelines, and execution approach, and proactively addressing questions or gaps.

· Supporting a seamless transition and early execution by participating in client kickoff, remaining available to resolve issues, maintaining accountability for alignment, and following up to ensure a positive client experience.

Client Success & Expansion: Building trust-based, long-term relationships that extend well beyond the initial sale, by proactively supporting clients, delivering consistent value, clear communication, and a high-quality experiences aligned with McC’s standards.

· Maintaining relationships with key stakeholders, providing strategic, value-driven guidance through proactive communication, follow-up, and practical recommendations that help clients improve operations, execute projects effectively, and identify opportunities for future work.

· Conducting post-project follow-up to gather feedback, reinforce value delivered, and generate referrals and new opportunities.

Networking & Industry Presence: Actively engaging with industry professionals, associations, and events to build relationships, generate leads, and position McC as a trusted leader.

• Developing strategic networks by leveraging events, referrals, and client relationships to build credibility, alliances, and new opportunities within McC’s core markets.
• Strengthening market insight by tracking trends, competitor moves, and emerging technologies.

Forecasting & Data Management:

• Maintaining accurate and timely records of client interactions, opportunities, and forecasts.
• Providing regular updates to leadership on pipeline health and sales performance.
• Capturing key business intelligence from prospects to drive future sales strategy.

QUALIFICATIONS

• Proven consultative sales expertise with 5+ years of success in complex B2B environments, with a strong track record of generating and developing new business through relationship-based selling.
• Practical understanding, or ability to quickly learn, industrial operations and facility environments, with the ability to ask informed questions and identify operational improvement opportunities.
• Strategic hunter mindset that combines proactive prospecting, curiosity-driven discovery, and persistence to uncover and advance real, viable opportunities.
• Established network or demonstrated ability to quickly build credibility and open doors, within industrial, construction, or process-driven environments (e.g., agriculture, grain handling, ethanol, food & beverage, manufacturing).
• Experience working with technical teams (estimating, design, operations) to translate customer needs into practical, executable project solutions.
• Strong stakeholder management skills, with the ability to navigate complex buying processes, engage plant managers, engineers, and leadership, and align multiple decision-makers.
• Strong communicator and problem-solver with sound business judgment, resilience in long sales cycles, and the ability to position value, address objections, and drive toward mutually beneficial outcomes.

REQUIREMENTS

· Alignment with company core values

· Ability to attend networking events

· Willingness and ability to travel approximately 60% of the time (averaging 3 out of 5 days per week) to meet with clients, support field activities, and drive business development initiatives

WHAT SUCCESS LOOKS LIKE

· Consistent generation of qualified, executable opportunities

· Strong, growing pipeline aligned with company goals

· High-quality opportunities that convert efficiently

· Effective collaboration leading to successful project execution

· Repeat business, referrals, and expanded client relationships

About McCormick Construction

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