What are the responsibilities and job description for the Regional Sales Director position at Crete United?
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.