Vice President of Sales

We are seeking a dynamic and strategic Vice President of Business Development to lead our efforts in expanding our presence within the Municipal, Industrial, and Agriculture sectors. This pivotal role offers an exciting opportunity to drive growth, forge strong partnerships, and develop innovative solutions tailored to these vital industries. As a key member of our leadership team, you will leverage your expertise to identify new market opportunities, cultivate lasting client relationships, and execute strategic initiatives that propel our organization forward. Your energetic approach and strategic mindset will be instrumental in shaping the future of our business development efforts.

Duties

Our Vice President of Business Development will lead strategic growth across our municipal, industrial, and agricultural markets. This role is accountable for building a high-quality opportunity pipeline, improving win rates, and expanding key customer relationships through a disciplined approach to both bid/RFP and negotiated work. The VP of Business Development will manage and develop a team of Business Development Managers and work closely with Operations, Service, and Estimating to ensure pursuits are aligned with Alsay’s capabilities, schedule realities, safety standards, and profit goals.

• Key Responsibilities

Growth Strategy and Market Expansion

• Develop and execute Alsay’s business development strategy across municipal, industrial, and agricultural segments.
• Define target accounts, geographic priorities, and growth initiatives aligned with Alsay’s core capabilities in wells, pumps, and construction-related services.
• Identify and evaluate new offerings that drive profitable growth (for example, planned maintenance programs, emergency response programs, rehabilitation work, and lifecycle service solutions).

Opportunity Pipeline and Capture Execution (Bid and Negotiated Work)

• Build and maintain a pipeline of qualified opportunities, including:
• New and replacement wells
• Pump installation, repair, and rehabilitation
• Preventive maintenance and service programs
• Construction-related scopes tied to water systems (as applicable)
• Responsible for pipeline quality
• Lead pursuit strategy for major opportunities, including:
• Pre-bid positioning and relationship mapping
• Go/no-go decisions and pursuit resourcing
• Competitive analysis and win themes
• Negotiation strategy and executive customer engagement
• Improve bid hit rate through consistent qualification, post-mortems, and win/loss analysis.
• Ownership of annual sales revenue and contract margin targets

Relationship Development and Key Accounts

• Develop and strengthen relationships with decision makers and influencers, including:
• Municipal leaders, public works/water departments, procurement
• Industrial facility managers, engineers, operations leaders
• Agricultural operators, irrigation managers, and ag stakeholders
• Consulting engineers, general contractors, and strategic partners
• Build and execute key account plans that increase repeat business, improve customer retention, and expand share-of-wallet.

Team Leadership and Performance Management (BD Managers)

• Lead, coach, and develop a team of Business Development Managers to deliver consistent pipeline creation and pursuit execution.
• Establish expectations, KPIs, and activity standards (account plans, prospecting, customer engagement cadence, pipeline hygiene).
• Create a performance culture focused on disciplined pursuit management, relationship excellence, and measurable results.
• Partner with leadership on hiring, onboarding, training, and compensation/incentive structure for BD roles.

Partnerships and Influencer Network

• Build and maintain strategic relationships with engineering firms, contractors, suppliers, and other influencers that shape opportunity flow and specifications.
• Develop referral and partner strategies that increase access to negotiated work and improve positioning for competitive bids.

Cross-Functional Alignment and Handoff to Execution

• Partner with Operations, Service, and Estimating to align pursuit commitments with available labor/equipment capacity, permitting/regulatory requirements, and safe execution.
• Ensure clear handoffs from “won work” to execution teams, including documented scope, assumptions, schedule expectations, risks, and customer communication plans.
• Ensure customer expectations are properly set on timelines, site readiness, and change management.

Reporting and Metrics

• Own reporting cadence on pipeline health, forecast, win rates, segment performance, and strategic account progress.
• Provide market intelligence on competitor activity, pricing trends, customer needs, and upcoming bid calendars.

Skills

• Qualifications / Skills:

Required Qualifications

• 10 years of progressive business development and/or sales experience, including leadership responsibility.
• Proven experience winning both bid/RFP work and negotiated work in project-based, field-service, or construction-adjacent industries.
• Demonstrated success building relationships with senior stakeholders and navigating complex decision processes (public and private sector).
• Strong understanding of pricing, margin discipline, risk evaluation, and backlog quality.
• Excellent communication, negotiation, and executive presence.

Preferred Qualifications

• Experience in water well drilling, pump systems, municipal water infrastructure, irrigation/ag water systems, industrial water systems, or related sectors.
• Familiarity with municipal procurement processes, engineer-of-record influence models, and contractor/developer ecosystems.
• Experience building recurring revenue through service agreements, maintenance programs, or lifecycle solutions.

Core Competencies

• Strategic market insight and growth planning
• Pursuit discipline and capture management
• Relationship building and account development
• Team leadership and coaching
• Financial acumen (margin, risk, backlog quality)
• Cross-functional collaboration with operations and service teams

Key Performance Indicators (KPIs)

• Qualified pipeline growth (overall and by segment: municipal, industrial, agriculture)
• Win rate (bid/RFP and negotiated pursuits)
• New customer acquisition and key account expansion
• Bookings and gross margin contribution from new business
• Forecast accuracy and pipeline hygiene/coverage
• Partner-driven opportunity flow and engineer-specified wins
• Repeat work rate and customer retention influence (in collaboration with service and operations)

Success in 18 to 24 months

· Build a high-potential pipeline of 3-4 x multiple of revenue

· Open up 2 to 3 new markets/geographies

· Build a team of hard-charging hunters

· Open relationships and work with engineers and general contractors

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Prescription drug insurance
• Professional development assistance
• Vision insurance

Work Location: Hybrid