What are the responsibilities and job description for the Outside Sales Representative position at CaseCo Commercial?
Position Summary
The Outside Sales Representative is CaseCo Commercial's primary engine for new business growth. This is a relationship-first, high-activity, field-based role responsible for identifying, developing, and closing new commercial construction opportunities across our core project types: ground-up builds, interior build-outs, tenant improvements, remodels, design-build, and facilities management. The OSR works closely with the VP Commercial and the estimating and preconstruction team to translate prospect relationships into qualified pipeline, awarded contracts, and long-term client partnerships.
This role exists because commercial construction growth does not happen by waiting for the phone to ring. CaseCo Commercial is committed to outbound, intentional business development... and this person leads that charge.
Why This Role Exists
CaseCo Commercial has built a strong operational foundation — restructured estimating, defined preconstruction processes, strong project delivery track record, and growing market presence in retail, spa & wellness, and hospitality. What we have not yet built is a dedicated sales engine. Growth to date has come from word of mouth and repeat relationships. That is a strength to leverage, not a strategy to depend on.
The Outside Sales Representative changes that equation. This hire is the difference between reacting to opportunities and building the pipeline we want.
Essential Duties & Responsibilities
Pipeline Development & Lead Generation
The Outside Sales Representative is CaseCo Commercial's primary engine for new business growth. This is a relationship-first, high-activity, field-based role responsible for identifying, developing, and closing new commercial construction opportunities across our core project types: ground-up builds, interior build-outs, tenant improvements, remodels, design-build, and facilities management. The OSR works closely with the VP Commercial and the estimating and preconstruction team to translate prospect relationships into qualified pipeline, awarded contracts, and long-term client partnerships.
This role exists because commercial construction growth does not happen by waiting for the phone to ring. CaseCo Commercial is committed to outbound, intentional business development... and this person leads that charge.
Why This Role Exists
CaseCo Commercial has built a strong operational foundation — restructured estimating, defined preconstruction processes, strong project delivery track record, and growing market presence in retail, spa & wellness, and hospitality. What we have not yet built is a dedicated sales engine. Growth to date has come from word of mouth and repeat relationships. That is a strength to leverage, not a strategy to depend on.
The Outside Sales Representative changes that equation. This hire is the difference between reacting to opportunities and building the pipeline we want.
Essential Duties & Responsibilities
Pipeline Development & Lead Generation
- Proactively identify and pursue new commercial construction opportunities through direct outreach, market research, and network development
- Build and maintain a qualified pipeline of prospects across target sectors: office, retail, healthcare, industrial, historic restoration, spa & wellness, and hospitality
- Develop and execute a structured weekly outreach cadence — calls, site visits, emails, meetings — with measurable activity metrics
- Coordinate with the VP Commercial & Federal on target client lists, sectors, and geographic priorities
- Monitor bid boards, public notices, and development activity for new opportunity identification
- Serve as the primary point of contact for prospective and new clients through the pre-award phase, then ensure a warm, professional handoff to the project delivery team
- Build lasting relationships with commercial real estate developers, property owners, architects, facility managers, financial institutions, and tenant representatives — including existing CaseCo partners such as Boston Properties, JLL, and CRBE
- Maintain consistent follow-up and communication with prospects at every stage of the sales cycle, from first contact through proposal through award
- Represent CaseCo Commercial at industry events, association meetings, and client functions
- Cultivate referral relationships with architects, designers, and allied trade partners
- Develop knowledge of CaseCo's subcontractor and trade partner base to speak credibly about our delivery capabilities with prospective clients
- Identify subcontractor relationships in new markets or sectors that can support CaseCo's growth
- Communicate client expectations and opportunity details to the estimating team accurately and thoroughly
- Coordinate with estimating and preconstruction to ensure proposals are submitted on time, on brand, and positioned competitively
- Lead or support client-facing presentations and capability meetings
- Develop knowledge of CaseCo's project portfolio, differentiators, and capability narrative to articulate our value proposition credibly and consistently
- Gather market intelligence on competitors, client expectations, and pricing trends to improve proposal win rates
- Maintain an active and accurate pipeline in the CRM, updated weekly
- Report pipeline, activity metrics, and win/loss data to the VP Commercial on a regular cadence
- Track hit rates, proposal conversion, and revenue generation against defined targets
- Participate in the weekly operating rhythm and scoreboard meetings as required
- Hunter Mentality — goes and finds opportunity; does not wait for it to come. Driven by the Proverbs 27:17 principle: iron sharpens iron — our clients and partners make us better, and we them
- Relationship Builder — earns trust fast and maintains it long. Understands that in commercial construction, the relationship IS the competitive advantage
- Extreme Ownership — takes full accountability for pipeline, activity, and results. No excuses, no blame. As Jocko Willink makes plain: there are no bad teams, only bad leaders and bad habits — and this role sets the standard
- Collaborative — works openly with estimating and operations; understands that a won bid is only valuable if the team can deliver it
- Resilient & Persistent — commercial sales cycles are long. This person keeps showing up, following up, and closing without burning out or cutting corners
- Character-Driven — represents CaseCo with integrity in every interaction. As Colossians 3:23 anchors our culture: whatever you do, work at it with all your heart
- Primarily field-based with regular travel throughout Virginia and surrounding markets
- Frequent client meetings, site visits, industry events, and networking functions
- Valid driver's license and reliable transportation required; mileage reimbursement provided
- 3 years of outside sales, business development, or client relationship experience in commercial construction, real estate, facilities, or an allied industry
- Demonstrated ability to develop new business from cold and warm relationships — not just manage existing accounts
- Strong track record of pipeline development, activity management, and quota attainment
- Excellent verbal and written communication; comfortable presenting to C-suite, ownership, and project decision-makers
- Self-starter with the discipline to manage a high-activity, field-based schedule without daily supervision
- Existing relationships with commercial developers, property management firms, financial institutions, or facility managers in the Virginia/Mid-Atlantic market
- Familiarity with commercial construction project types, terminology, and delivery methods
- Experience with CRM systems and structured pipeline management
- Bachelor's degree in Business, Construction Management, Marketing, or related field, or equivalent experience
- Health, Vision, Dental,
- 401(k) matching
- Life Insurance
- Unlimited PTO
- Company Phone / Computer