Executive Director of Sales - Maintenance Division

EXECUTIVE DIRECTOR OF SALES - MAINTENANCE DIVISION Position Summary The Executive Director of Sales - Maintenance Division provides strategic leadership for the division's sales, marketing, estimating, pricing, and contract-development activities. This position is responsible for maximizing the effectiveness of the division's people, systems, and budget to achieve revenue, profitability, customer-retention, and growth objectives. The Executive Director develops and executes the division's sales strategy, leads a high-performing sales organization, strengthens key customer relationships, and ensures pricing and contracting decisions align with PTTG's financial objectives and risk tolerance. The position works closely with executive leadership, operations, finance and other functional teams to support profitable and sustainable growth. Essential Duties and Responsibilities Leadership and Strategy • Model the highest ethical and professional standards and ensure all areas of responsibility operate in accordance with those standards. • Develop and execute sales strategies supporting the Maintenance Division's growth objectives and align with PTTG's risk tolerance. • Build, lead, coach, and retain a high-performing sales team. • Establish clear expectations and accountability for the sales organization. • Collaborate with executive leadership and other departments to align sales priorities with operational capacity and company objectives. • Support and lead approved AI and technology initiatives improving sales effectiveness, customer service, forecasting, or decision-making. • Identify market opportunities and strategies to improve revenue, profitability, and competitive position. • Maintain a strong commitment to PTTG's safety culture and reinforce safety as a core organizational value. Sales Performance and Business Development • Develop monthly, quarterly, and annual sales goals aligned with Board-approved budgets and company objectives. • Establish individual sales targets for account executives and regularly monitor performance against those targets. • Oversee sales activity, pipeline development, forecasting, and team performance. • Monitor and assist as necessary long-term relationships with new and existing customers. • Create and execute plans to generate qualified leads and acquire new customers through direct selling, prospecting, referrals, industry relationships, and other appropriate channels. • Maintain direct interaction with customers as required, particularly key and strategic accounts. • Build and manage major corporate accounts and establish effective processes for managing the broader customer portfolio. • Lead continuous-improvement efforts related to key-account management, customer retention, and customer experience. • Participate in relevant professional associations, industry organizations, conferences, and events. • Promote, productive internal and external relationships, beneficial to the organization. Pricing, Estimating, and Profitability • Oversee the administration of pricing programs within approved guidelines. • Ensure quotations, estimates, and special-pricing arrangements are strategic, accurate, appropriately approved, and well documented. • Oversee the development of proposals for large, complex, or strategically important projects. • Review financial and operating reports to compare estimated results with actual performance. • Use financial and operational findings to implement improvements to estimating, pricing, sales strategy, and field execution. • Partner with operations, finance, and estimating teams to improve project selection, margin performance, and overall profitability. Contracts and Risk Management • Review and negotiate customer contracts to ensure accurate scope, commercially acceptable terms, and appropriate risk mitigation. • Ensure contract decisions remain within established approval authority and are consistent with PTTG's risk tolerance. • Coordinate with executive leadership, operations, and finance, as appropriate, on material contractual or commercial risks. • Support effective contract handoff and execution by communicating scope, pricing assumptions, customer commitments, and identified risks to the appropriate operational teams. Sales Operations and Marketing • Monitor sales metrics, key performance indicators, forecasts, and market trends to identify strengths, risks, and opportunities for improvement. • Ensure consistent and effective use of the company's customer relationship management system. • Maintain accurate and complete records of customer contacts, opportunities, proposals, and material communications. • Use sales data to evaluate performance, improve forecasting, and guide resource allocation. • Oversee the preparation and delivery of sales materials, trade-show exhibits, presentations, and promotional programs. • Develop and implement ongoing sales training, including product and service knowledge, consultative selling, CRM practices, and collaborative negotiation skills. • Ensure compliance with all applicable company policies and procedures within the position's areas of responsibility. Additional Responsibilities The duties listed above are not intended to be exhaustive. Other duties reasonably associated with the position may be assigned based on business needs. Qualifications Education and Experience • Bachelor's degree in business, marketing, construction management, engineering, or a related field preferred. Equivalent relevant experience may be considered. • At least five years of progressively responsible sales or business-development experience, preferably in construction, industrial services, infrastructure maintenance, or a related industry. • Demonstrated experience leading and developing a diverse sales team. • Experience with strategic planning, sales execution, pipeline management, forecasting, and performance accountability. • Experience reviewing and negotiating construction or commercial contracts strongly preferred. • Experience managing strategic or major corporate accounts preferred. Knowledge, Skills, and Abilities • Strong understanding of business-to-business sales processes, prospecting methods, and negotiation strategies. • Working knowledge of construction contract terms, commercial risk, pricing, estimating, and project scope. • Ability to interpret financial and operational reports and use the findings to make sound business decisions. • Strong customer focus and the ability to build credible, long-term relationships. • Exceptional leadership, communication, negotiation, and organizational skills. • Ability to collaborate effectively across sales, estimating, operations, finance, and executive leadership. • Proficiency with CRM systems and sales-performance reporting. • Sound judgment, integrity, accountability, and a commitment to workplace safety. FLSA Classification: Exempt Regular Work Schedule: In Office. Monday through Friday, generally 7:00 a.m. to 5:00 p.m. Additional hours and travel may be required based on business and customer needs.