Director of Sales - State of CA

Job Summary

The Director of Sales is responsible for driving statewide revenue across construction services, including time & material and project-based work. This role leads a multi-territory outside sales team and Sales Administration function, setting strategy, enforcing KPIs, and ensuring seamless handoffs to Contracts, Operations, and Finance. The position plays a critical role in scaling growth, optimizing utilization, and maintaining pricing integrity. Office-based with frequent statewide travel (40–60%) for field rides, job walks, and customer meetings. 

Essential Duties and Responsibilities

Strategy & Planning 

• Develop and execute annual and quarterly sales plans aligned with revenue, margin, and utilization goals. 
• Define territory coverage, account prioritization, and service-line focus based on capacity and seasonality. 
• Maintain 3–4× pipeline coverage vs. target by territory; enforce stage-exit criteria. 

Team Leadership 

• Hire, coach, and performance-manage a statewide team of outside sales reps.
• Directly manage Sales Administrators to support reps and ensure data integrity. 
• Implement field standards for daily activity, lead generation, and opportunity management. 

Revenue Operations & Forecasting 

• Own forecast accuracy (±5–10%) and lead weekly pipeline reviews. 
• Ensure Salesforce hygiene: complete stages, accurate close dates, amounts, and next steps. 
• Use dashboards to monitor leads, closed-won opportunities, utilization (≥75% in peak), revenue vs. plan, and cycle-time metrics. 

Process, Tools & Data Quality 

• Enforce minimum data requirements on every opportunity (project name, scope, site coordinates, start date/time, contacts). 
• Ensure Sales Admins complete compliance fields and drive Closed Won → Spectrum Setup Complete transitions. 
• Partner with CRM/IT to maintain field mappings and automations. 

Cross-Functional Execution 

• Collaborate with Contracts to align rate sheets and resolve variances. 
• Coordinate with Operations on capacity and asset availability. 
• Partner with Estimating/Technical teams to accelerate quoting and win rates. 
• Facilitate traffic-control cross-sell with sister division while preserving customer experience. 

Customer & Market Engagement 

• Maintain executive relationships with key customers, municipalities, and stakeholders. 
• Monitor competitive landscape, bid boards, and seasonal demand to adjust coverage. 
• Uphold pricing integrity and escalate exceptions with supporting data. 
• Participate in regional industry events and associations to strengthen brand presence and relationships.

The duties and responsibilities described here are not a comprehensive list, and the scope of the job may change as necessitated by the business demands. 

Qualifications and/or Experience Requirements

Required Experience

• 8–12 years of B2B field sales experience in construction services, heavy civil, or industrial services.
• 5 years leading multi-territory field teams. 
• Proven success managing distributed teams to revenue targets. 
• Deep fluency with Salesforce (pipelines, dashboards, forecasting). 
• Familiarity with ERP systems (e.g., Spectrum). 
• Strong hiring, coaching, and performance-management track record. 
• Working knowledge of municipal/utility procurement, certified payroll, OCIP/CCIP, and subcontract negotiations. 
• Management experience.

Licenses & Certifications

• Valid Drivers License

Required Skills

Financial and Project Management

• Experience with profit and loss management.
• Must have a strong understanding of asset utilization to achieve profitability.

Communication and Analytical Skills

• Effective written and verbal communication skills.
• Public speaking and formal presentation skills.
• Ability to read, analyze, and interpret regulations and other documents.

Personal Attributes

• Entrepreneurial mindset; motivated by growth and impact.
• Strategic, organized, and accountable.
• Confident communicator who can represent Nor-Cal’s capabilities with credibility and precision.
• Collaborative team leader who partners well across departments.
  

Leadership & Interpersonal Skills

• Experience with employee relations, customer service, leadership, mentoring, and training.
• Excellent leadership and communication skills.
• Ability to work under pressure and manage multiple priorities effectively.
• Strong management skills required.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to handle or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The employee frequently is required to sit, stand, and walk. The employee is occasionally required to climb, or balance, and stoop, kneel crouch, or crawl.

The employee occasionally is required to lift and/or move up to 25 pounds. Specific vision abilities in this job include close vision and distance vision.

Work Environment 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee occasionally works near moving mechanical parts; in outside weather conditions and is occasionally exposed to wet and/or humid conditions, and fumes or airborne particles.  The noise level in the work environment is usually moderate.  

Note: Nor-Cal Pipeline Services is a drug-smoke and alcohol- free workplace. Drug testing is a requirement for employment.

Nor-Cal Pipeline Services is an Equal Opportunity Employer.

Salary : $170,000 - $210,000