Vice President of Sales I Commercial & Light Industrial

ABOUT US:   

We are a nationally ranked, safety-focused, and talent-driven organization focused on delivering project management services through tailored delivery models. Our strength is our ability to match a delivery model to specific project needs, making the construction process feel easy.  

Our foundation is built on our people, culture, and values. Our teammates come first. We support each other through successes and failures and respect each other's ideas and opinions. We are a people-first company. We know there is always a way to do it better, so we seek and nurture curious minds with a desire to solve problems and move forward by being creative and curious together. We celebrate each other's successes and acknowledge hard work, because we know our people are the backbone of our success. #BetterTogether!   

Leading with safety is our no. 1 priority. We believe it is a fundamental human right to have a safe workplace, so we dedicate ourselves to creating safe environments for our people and everyone we do business with.  

In addition to a positive atmosphere, a happy, healthy, and supportive work environment is especially important. Upon joining CSM Group we will provide you with a robust onboarding program to expose you to broad aspects of the organization by meeting with operations, business leaders and peers to better understand how we operate.  

We invest considerable time and effort in selecting the right people for our team. We equip you with the tools necessary to provide superior service for our clients. We do this by utilizing StrengthsFinder2.0 and DISC assessment tools to help our people to understand themselves and their teammates and how they work. Along with ongoing training opportunities, team-building activities, wellness programs and an annual company Summit we are dedicated to helping our people by investing in their future. This is where you come in…   

SUMMARY:

The Vice President of Sales will report to the Senior Vice President of Divisional Operations and will partner directly with the CEO to spearhead new market-specific business initiatives and drive sales revenue growth across commercial and light industrial market verticals in the U.S. specifically in the Dallas/Fort Worth and great Texas region. This role is pivotal in expanding our company footprint across our at-risk construction business, cross selling with our project and program services division, and propelling our sales and business development efforts. This newly created position will allow you to shape and guide the future sales strategy at CSM Group.

The VP of Sales must come from a Construction background and be laser-focused on bringing in new business and developing client relationships within the specific market segment and region mentioned above. This VP must also have a demonstrated ability to network with other business leaders and close deals within large-scale commercial or light industrial construction projects such as semiconductor and data centers. Leadership in this position comes from the ability to have a strategic impact over the sales process rather than managing a team, although building a sales team is a possibility in the future.

The individual in this role will demonstrate mastery both in the delivery models that CSM Group uses to support our clients, and an ability to offer the most appropriate service to our clients based upon their individual and project needs. They will understand cost, revenue, and profit structures, have an ability to model profitability of each pursuit, and be capable of presenting this information to the wider executive team. They must possess a technical aptitude that enables them to discuss specifics around a project’s scope with the client and have an ability to engage with clients on their respective levels.

This is a full-time FLSA exempt position. The position requires 40 work hours per week with the ability to work more if necessary.     

ESSENTIAL DUTIES & RESPONSIBILITIES:

Business Development: 

• Identify and pursue new business opportunities by seeking out, targeting and contacting prospective customers within target verticals and industries.
• Build and maintain strong relationships with potential clients, existing clients, industry stakeholders, and key decision-makers.
• Demonstrated ability to close deals, with a history of established books of business in the commercial and light industrial, “At Risk” construction industry.
• Leverage industry knowledge to tailor our sales approach and value propositions to meet the unique needs of clients in the at-risk construction sector.
• Ability to manage and lead project pursuits including lead generation, proposal development, project pricing, and overall win strategy.

Strategic Partnerships: 

• Cultivate and maintain strategic partnerships/network with key industry players, including general contractors, architects/designers and subcontractors in the commercial and light industrial sectors.
• Partner with the CEO and Sr. VP, Divisional Operations to define and execute the company's current and long-term sales strategy and growth objectives.
• Partner with internal marketing team to develop advertising campaigns as well as capture plans for specific clients/projects.
• Collaborate closely with various internal teams including Marketing, Finance, People Operations, Divisional Operations and General Counsel.  
• Experience in developing customer-focused strategies that prioritize client needs and enhance satisfaction, leading to repeat business and referrals.

Industry Knowledge:

• Ability to understand active production environments and operations.
• Ability to read and understand project specifications, drawings and scopes of work.
• Understands basic construction management vernacular.
• Demonstrates mastery in the construction management process, including the resources required to do so within commercial/light industrial construction markets.
• Ability to spot emerging trends and gaps in the market that could lead to new pursuits.
• Possess the ability to analyze competitive data and turn insights into actionable strategies that drive growth and innovation.
• Attends industry events, conferences, and networking functions to enhance the company's visibility and establish valuable connections. 

Financial Performance:  

• Analyze sales performance metrics and reporting to develop strategies to address any gaps or opportunities for improvement.
• Develops and manages sales/BD KPIs.
• Reports KPIs against performance targets.
• Sets specific targets for bookings, revenue, gross profit, etc.
• Develops growth plans for each market segment and makes targeted efforts to grow each at a commensurate percentage.

REQUIRED COMPETENCIES: 

Builds Networks:

• You build strong formal and informal networks.
• You maintain relationships across a variety of functions and locations.
• You draw upon multiple relationships to exchange ideas, resources, and know-how.
• Drives Vision and Purpose.
• You talk about future possibilities in a positive way.
• You create milestones to rally support behind the vision.
• You articulate the vision in a way everyone can relate to.
• You create organization-wide energy and optimism for the future.
• You show personal commitment to the vision.

Drives Vision & Purpose:

• You talk about future possibilities in a positive way.
• You create milestones to rally support behind the vision.
• You articulate the vision in a way everyone can relate to.
• You create organization-wide energy and optimism for the future.
• You show personal commitment to the vision.

Strategic Mindset:

• You anticipate future trends and implications accurately.
• You readily pose future scenarios.
• You articulate credible pictures and visions of possibilities that will create sustainable value.
• You create competitive and breakthrough strategies that show a clear connection between vision and action.

Organizational Savvy:

• You are sensitive to how people and the organization function.
• You anticipate land mines and plan approaches accordingly.
• You deal comfortably with organizational politics.
• You understand how to steer through the organization to get things done.
• You understand the origin and reasoning behind key policies, practices, and procedures.

MINIMUM REQUIREMENTS: 

• Bachelor's degree in Business, Construction Management, Engineering, Business Administration or a related field.
• Minimum of 10 years of experience in sales leadership within the construction industry, with a strong background in CM at-risk and GC construction projects.
• Proven track record of success in business development and sales growth, particularly within the commercial, light industrial and healthcare sectors.
• Understands and can articulate acquisition cost as a percentage of gross profit.
• Ensures that a certain ratio is maintained between your salary and the gross profit bookings that you are closing.
• Experience with robust CRM platforms, such as Hubspot or similar.
•  Exceptional interpersonal and communication skills, with the ability to build and maintain strong relationships with clients and stakeholders.
• Strong strategic thinking and problem-solving abilities, with a focus on results-driven performance.
• Ability to travel up to 50% or more, including our Kalamazoo, MI HQ.

Valued, but not required 

• Familiarity with Procore (a construction management software).

BENEFITS FOR THIS POSITION INCLUDE BUT NOT LIMITED TO:  

• Medical, Dental & Vision Package
  • Eligibility begins date of hire
  • Telemedicine included in benefit package at no additional charge to employee
  • Company provided annual HSA contributions
  • Dependent care FSA, Medical FSA, Limited care FSA
• Unlimited Paid Time Off
• Holiday Pay
  • 6 Paid U.S. Holidays
  • 2 Paid Floating Holidays
  • Employees hired on or after July 1 will receive 1 Floating holiday that year.
• Retirement Savings Plan 401(k)
  • Employees have the option to contribute to Traditional and/or Roth 401(k) plans.
  • Company 401(k) Matching Contributions
  • Individual & group learning sessions on portfolio planning
  • 100% vesting after 3 years of service
• Bi-weekly cell phone stipend
• Employer Paid Enhanced Employee Assistance Program (EAP)
  • Including but not limited to: Emotional well-being, family and relationships, legal and financial matters, healthy lifestyles, work and life transitions
  • Access to EAP professionals 24 hours a day, seven days a week
  • 3 face-to-face sessions with a counselor (per area of support per household per calendar year)
  • Service includes eligible dependents
• Personal, competency-based development program to assist in future career growth
• Wellness Program
• Paid Parental Leave Policy: Maternal, Paternal & Adoption
• Company Paid Short and Long-Term Disability Insurance
• Optional Term Life and AD&D Insurance 
• Annual apparel allotment
• Corporate and Community Events

Physical Demands & Work Environment – Jobsite 

The physical demands & work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Please reach out to People Operations should you require such accommodation(s). 

While performing this job, the employee may be regularly required to drive to and from the jobsites/assigned locations, sit, walk, stand, talk, hear, and smell. A major portion of the employees’ tasks require extensive walking around the jobsite, including active construction areas. The employee is required to traverse uneven terrain and work from ladders, scaffolds, and other structures, as well as work at variable heights. The employee is frequently required to use hands to handle tools, controls, and for fine motor coordination like computer work. The employee is occasionally required to reach with hands and arms. The employee is occasionally required to climb or balance, stoop, kneel, crouch, and/or crawl. The employee must also occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. 

For Field positions, while performing this job, the employee must frequently inspect the project site and may be exposed to ongoing construction activities, vibrations, noise, and various outside weather conditions (in all seasons). Work environment involves moderate risks which may require safety precautions. The noise level in the work environment may range from quiet to loud.  The proper use of Personnel Protective Equipment (including but not limited to safety boots, hardhat, and protective eyewear) is required on the jobsite. This Position Description reflects the position’s essential functions and does not prescribe or restrict the tasks that may be assigned. 

CSM Group is an Equal Opportunity Employer (EOE). We celebrate diversity and invite all qualified applicants to apply without fear of judgement and pledge to not discriminate against individuals because of their race, color, religion, sexual orientation, national origin, gender or gender identity, pregnancy, physical or mental disability, veteran status, age, or any other status protected under applicable laws.