Reports to: Senior Vice President, Science & Technology
FLSA Status: Exempt

The ideal candidate would reside on the West Coast/Pacific Time Zone

Position Summary
Responsible for the overall management and direction of the Business Development and Sales department. Drives national sales strategies in assigned regions. Assists in developing objectives in support of overall corporate business development goals. Manages and develops sales team to meet applicable regional goals.

Duties and Responsibilities:

• Drive client and customer development. Maintain current owner, contractor and architectural accounts. Generate new business with target customers and locate new construction opportunities.
• Maintain and distribute monthly sales revenue, profit and market projections. Responsible for high level of accuracy for order entry projections, pending projects, closure reports, bid recaps, and transitions between other departments.
• Establish and meet or exceed overall sales goal, ship and bill goals, and profit goals annually and manage against department overhead accounts
• Responsible for managing all risk in estimates (independently if necessary).
• Lead and develop strategic direction of contract & direct sales staff and architectural reps to create higher closures and margins.
• Manage department personnel including hiring, performance evaluations, promotion and development, compensation & separations
• Conduct regular sales meetings; develop and execute sales and marketing presentations from PowerPoint, new, or existing materials.
• Quality control accuracy of all proposals, prequalification’s, bid forms, scope letters.
• Develop in depth knowledge of ISEC systems, pricing, forms, and knowledge of all aspects of ISEC businesses, Kewaunee laboratory furniture, airflow products and specialty equipment. Understanding of labor to material ratios, general conditions, and subsistence plans.
• Oversee execution of marketing efforts, trade shows, mailers, advertising, regional brochures with the help of ISEC’s corporate Marketing.

Other Duties
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities and activities may change at any time with or without notice.

Preferred Qualifications (in addition to minimum qualifications)

Education/Experience

• Bachelor’s degree in construction management, Business Administration or equivalent
• Experience with construction sales
• Management experience in developing and maintaining a Business Development and Sales team.

Knowledge/Skills

• Cross training in estimation, purchasing, or operations

Minimum Qualifications

Education/Experience

• Bachelor’s degree in a relevant field or the equivalent combination of education and related experience
• At least five years sales experience or two years working with ISEC

Knowledge/Skills

• Proven track record of exceeding sales goals
• Demonstrated track record of skills negotiating, relationship building and closing construction sales opportunities
• Ability to mentor, motivate and lead
• Excellent relationship-building skills with top-level customers
• Strong emotional intelligence skills
• Strong written and verbal communication skills
• Excellent organizational and time management skills
• Good computer skills
• Must be self-motivated with the ability to work independently as well as a team member

Customer Service Skills:

• Demonstrates commitment to deliver outstanding service – both with internal and external customers 
• Takes ownership to personally resolve customer problems (or find someone who can) 
• Listens well, asks clarifying questions, and checks for agreement with customers 
• Committed to following-up with customers in all instances in a timely manner 
• Strong sense of accountability - ensures that you will do what you say that you are going to do 
• Creates a personal connection with customers – smiles, warm greetings, acts friendly and respectful