Position Summary
The Director of Sales is responsible for leading and executing the company’s sales and business development strategy across residential and commercial construction, remodeling, and restoration/mitigation services. This role oversees sales performance, pipeline management, strategic partnerships, and revenue growth while ensuring strong coordination with estimating, operations, and marketing teams. The ideal candidate has deep experience in construction sales, restoration services, and leading high-performing sales teams.
Key Responsibilities
Sales Strategy & Revenue Growth
- Develop and implement a comprehensive sales strategy covering:
- Residential and commercial remodel and build projects
- Restoration and mitigation services (water, fire, mold, storm)
- Establish annual revenue goals, sales forecasts, and performance KPIs.
- Balance short-cycle emergency restoration sales with longer-cycle construction and remodel sales.
- Identify new markets, service opportunities, and strategic growth initiatives.
Team Leadership & Management
- Recruit, train, coach, and manage sales representatives and business development personnel.
- Set clear expectations for lead response times, closing ratios, pipeline activity, and customer communication.
- Implement standardized sales processes, CRM usage, and reporting requirements.
- Conduct regular performance reviews and accountability meetings.
Business Development & Partnerships
- Build and maintain relationships with:
- Property owners and managers
- Insurance carriers, adjusters, and third-party administrators (TPAs)
- Referral partners (plumbers, HVAC, real estate professionals)
- Architects, designers, developers, and commercial stakeholders
- Represent the company at industry events, networking functions, and trade associations.
- Lead negotiations on major contracts and long-term service agreements.
Restoration & Mitigation Sales Oversight
- Develop and manage referral programs and emergency response sales protocols.
- Ensure rapid lead response and conversion of mitigation work into reconstruction projects.
- Track restoration-specific KPIs such as response time, conversion rate, and average job value.
- Coordinate closely with operations to align sales volume with production capacity.
Estimating, Proposals & Contracts
- Oversee proposal development and pricing strategies in collaboration with estimating and preconstruction teams.
- Ensure scopes of work, contracts, and change orders are properly documented and approved.
- Monitor job profitability and margin targets from contract execution through project closeout.
Marketing, Reporting & Leadership Collaboration
- Partner with marketing to support lead generation, branding, and referral campaigns.
- Maintain accurate sales pipelines, forecasts, and performance dashboards using CRM tools.
- Provide regular sales and revenue reports to ownership and executive leadership.
- Participate in strategic planning, budgeting, and company growth initiatives.
Qualifications
- Bachelor’s degree in Business, Construction Management, Marketing, or related field (preferred).
- 7–10+ years of experience in construction and/or restoration sales.
- 3–5+ years in a sales leadership role within a general contracting or restoration company.
- Proven experience selling residential and commercial construction, remodel, and restoration services.
- Strong understanding of estimating, contracts, insurance claim processes, and construction workflows.
- Excellent leadership, negotiation, communication, and organizational skills.
- Proficiency with CRM and construction management software (e.g., HubSpot, Salesforce, Buildertrend, Procore).
Key Competencies
- Strategic sales leadership
- Relationship-driven business development
- Operational alignment and profitability focus
- Data-driven forecasting and reporting
- Ability to manage multiple sales cycles and service lines
- High accountability and results orientation
Compensation & Benefits
- Competitive base salary
- Performance-based bonus and/or commission structure
- Company vehicle or vehicle allowance
- Paid time off and holidays
- Professional development opportunities