Regional Sales Director

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.