Regional Sales Manager

Valcourt Building Services is seeking a high-performing Regional Sales Manager to lead business development efforts for our Waterproofing & Restoration Division. This role is responsible for driving regional revenue growth by managing and developing a team of Business Development Managers (BDMs) and Account Managers focused on securing commercial restoration and waterproofing projects.

The Regional Sales Manager will develop and execute strategic sales plans, coach and mentor the sales team, and work closely with operations and preconstruction to ensure successful project pursuit and execution. The ideal candidate has strong leadership skills, technical understanding of building envelope restoration, and a proven ability to grow revenue through consultative selling.

Services include, but are not limited to:

• Building envelope restoration
• Exterior waterproofing
• Façade repair and restoration
• Masonry restoration and tuckpointing
• Expansion joint replacement
• Sealants and caulking
• Concrete repair and structural restoration
• Parking garage restoration
• Balcony and terrace waterproofing
• Leak investigation and water testing
• Elastomeric and protective coatings

The successful candidate will take a hands-on leadership approach and play a critical role in expanding Valcourt’s presence with property owners, managers, engineers, architects, and general contractors.

Duties and Responsibilities:

Leadership:

• Lead, coach, and develop a team of Business Development Managers, Technical Sales Representatives, and Account Managers.
• Recruit, onboard, and train new sales team members.
• Conduct regular one-on-one meetings, ride-alongs, and performance reviews.
• Provide recognition, coaching, and corrective action when needed, including termination when warranted.
• Foster a culture of accountability, collaboration, and high performance.

Sales Leadership & Strategy:

• Develop and execute a regional sales strategy to achieve and exceed annual revenue and gross margin goals.
• Establish individual sales targets, activity plans, and performance expectations.
• Partner with the General Manager and Operations leadership to set annual sales goals and departmental budgets.
• Monitor financial performance and adjust strategy based on market conditions and results.
• Prepare weekly, monthly, and quarterly forecasts and performance reports.

Team Development:

• Conduct monthly sales meetings and weekly sales stand-up meetings.
• Hold weekly one-on-one coaching sessions with each BDM.
• Perform monthly ride-alongs with pre-brief and debrief sessions.
• Conduct role-play and training sessions to improve prospecting, technical selling, and closing skills.
• Mentor team members on navigating long sales cycles and complex construction opportunities.

Business Development:

• Lead the sales team in generating new business with:
  • Commercial property owners and managers
  • Facility directors
  • Condominium and HOA boards
  • Architects and engineers
  • Consultants
  • Asset managers and REITs
• Develop and maintain relationships with key decision makers and strategic accounts.
• Participate in major client presentations, proposal reviews, and contract negotiations.
• Assist in closing large and strategically important opportunities.

Pipeline Management:

• Monitor individual and team sales funnels to ensure adequate opportunity volume.
• Review qualification of opportunities and enforce disciplined pipeline management.
• Track 30, 60, and 90-day closing forecasts.
• Coordinate with estimating and operations to prioritize high-value opportunities.

Industry Networking & Market Development:

• Build and maintain strong relationships through organizations such as:
  • Building Owners and Managers Association (BOMA)
  • International Facility Management Association (IFMA)
  • Institute of Real Estate Management (IREM)
  • Building Service Contractors Association International (BSCAI)
  • Local engineering and architectural organizations
• Attend trade shows, conferences, and networking events to promote Valcourt’s services and identify opportunities.

Cross-Selling & Collaboration:

• Collaborate with other Valcourt divisions to cross-sell complementary services.
• Work closely with Preconstruction, Estimating, Project Management, and Operations to ensure seamless project execution.
• Support companywide strategic initiatives and best-practice sharing.

Qualifications:

Required Skills and Abilities:

• Proven ability to lead and develop a high-performing sales team.
• Strong consultative selling and business development skills.
• Understanding of waterproofing, restoration, and building envelope systems preferred.
• Strong forecasting, budgeting, and analytical skills.
• Excellent verbal, written, and presentation skills.
• Effective coaching and mentoring abilities.
• Highly organized with strong time-management skills.
• Proficiency with CRM systems and Microsoft Office.
• Ability to build credibility with technical and executive stakeholders.

Preferred Industry Experience:

• Commercial waterproofing
• Building restoration
• Façade and masonry restoration
• Specialty contracting
• Roofing and building envelope services
• Engineering and consulting
• Commercial construction

Education and Experience:

• Bachelor’s degree in Business, Construction Management, Engineering, or related field preferred.
• Minimum of 5–8 years of sales leadership experience.
• Minimum of 3 years in waterproofing, restoration, building envelope, or related construction services preferred.
• Demonstrated success in managing long-cycle, technical sales processes and large contract opportunities.

Please note this job description is not intended to be a comprehensive listing of all duties and responsibilities. Responsibilities may change at any time with or without notice.