Senior Vice President of Sales - Tampa, United States - Limbach Facility Services LLC

Description

Job Description

Who We Are...

Since our founding in 1901, Limbach's primary core value has always been: We Care.

We Care about you as a person: your safety, career, development, and the local community.

We Care to impact diversity in construction to create a collaborative work environment focused on generating a sense of belonging and accomplishment.

Limbach Company LLC, a subsidiary of Limbach Holdings, Inc., (NASDAQ: LMB) is an integrated building systems solutions firm whose expertise is the design, installation, management, service, and maintenance of HVAC, mechanical, electrical, plumbing and control systems.

We engineer, construct, and service the mechanical, plumbing, air conditioning, heating, building automation, electrical and control systems in both new and existing buildings and infrastructure. We work for building owners in the private, not-for-profit, and public/government sectors.

Our vision is to create value for building owners targeting opportunities for long term relationships.

Our purpose is to create great opportunities for people.

We carry out our vision and purpose through a commitment to our four core values...

• We Care
• We Act with Integrity
• We Are Innovative
• We Are Accountable

The Benefits & Perks...

• Full portfolio of medical, dental, and vision benefits, along with 401K plan and company match.
• HSA, FSA, and life insurance offerings.
• Maximize your professional development with our award-winning Learning & Engagement team.
• Engage in our "We Care" culture through our ERGs, brought to you by EMBRACE.
• Career pathing flexibility and mobility.

Who You Are...

As Senior Vice President of Sales, you will have functional responsibility for enabling the sales strategy of the Company. In partnership with the local sales teams nationally, as well as the Senior Leadership Team, this role will act both strategically and tactically in achieving our short and long-term sales plans. The SVP of Sales will provide critical partnership to each branch as we evolve our top customer account strategies.

This Position...

Some examples of the work you might do includes:

• Cross-functional Leader - The SVP of sales is adept at navigating the matrix of the organization at all levels. They are able to understand the Company's strategic vision, local business and customer requirements and translate this into the achievement of the short and long-term sales plan execution. They motivate the business leaders in the achievement of their assigned goals. S/he creates an environment where the sales team and ODR staff work together closely, while maintaining clear roles and responsibilities across the cross-functional team. S/he enjoys being on-site with their teams consistently to meet with customers. S/he demonstrates the ability to inspire and motivate a team with tremendous positive energy and a relentless drive to execute.
• Developer of talent - S/he is an active coach in the business, enabling the local sales teams to win in their local marketplace. S/he is able to be both strategic and practical in the application of sales concepts to turn potential sales into booked business. S/he has strong credibility and creates relationships that are mutually beneficial within the business. S/he is an active participant in strategy, conducting ride-alongs, visiting customers and engaging proactively with the local branch teams.
• Financial & Business Acumen - The SVP of Sales has the ability to convey our value proposition to all segments of the customer's organization, including the C-Level executives and Facility Directors. They are experts regarding the overall operational cost of the building. They understand how to create proposals that can provide creative financing options. They understand how to bundle multiple offerings that positions the Company to become a long term partner that isn't easily displaced.
• Proactive Approach - The SVP of Sales has a proven track record of successful deal closure. They are obsessed with finding out who the true decision maker(s) are on large building campus decisions and strategically influences their decision-making proactively. S/he partners with the local businesses to create a practical plan to attain local sales plans and deliver best in class value for our top customers.
• Strategic Mindset - The SVP of Sales is focused on the long game with building owners and are always executing a strategy to achieve the ultimate pole position at an account. They are able to balance short term revenue/profit needs vs long term relationships. They work closely with the local teams to define strategies to expand the branch's key accounts. S/he has a solid understanding of Limbach's value proposition and total offerings, translating these into a plan to create maximum value for the customer.
• Hands-On Experience - S/he understands what it takes to manage a sales yearly quota and how to meet a sales objective. They consistently visit customers in partnership with the local teams. They are excited to visit new customers and willing to go the extra mile with their team to gain traction with targeted customers.
• Practical Application - The SVP of Sales develops and deploys marketing strategies that position the Company uniquely in the marketplace. S/he directs the allocation of sales, marketing, and technical resources to opportunities that either meet or exceed a benchmark return and acceptable terms and conditions.S/he creates value propositions that communicate accelerations of time-to-market schedules, reductions in initial capital costs and upfront investment, reductions in lifecycle operating costs, and other analyses supporting improvements in customers' risk adjusted project returns of investment.

What You Need...

• 10+ years of professional sales management experience (knowledge of industry is a plus).
• Strong attention to detail and ability to multitask in a fast-paced environment.
• Ability to engage in effective collaboration and communication (both written and verbal).
• Effective organizational, presentation, negotiation, and follow-up skills.
• Comfort and familiarity with the analysis and discussion of financial statements and investment concepts, including return on investment, customer acquisition cost, customer lifetime value, etc.
• Ability to travel up to 80% of the time, primarily to client offices/meetings and job sites in the eastern United States.

Preferred Qualifications:

• Bachelor's Degree in a relevant field.
• Master's Degree, preferably in Business Administration or a related field.
• Demonstrated expertise in sales and account management.
• Prior team leadership experience and expertise in coaching and developing sales talent.
• Strong cross-functional collaboration skills, including the ability to navigate in a matrix environment.
• History of exceeding expectations in a solutions sales environment.
• Inspiring leader with a track record of leading through transformation.
• Ability to connect with stakeholders of all levels across the organization.
• Solid financial and business acumen, especially in translating customer needs into a winning value proposition.
• Incredible customer interface capability and a genuine approach to being indispensable to our customers with mission-critical systems.
• Leverages a creative and strategic mindset in approaching the sales process and deal structure.
• Incredibly proactive and action-oriented.
• Willing and able to partner with local teams to tactical attain sales goals, while keeping the long-term strategy in mind.
• Understands how to leverage sales and marketing tactics to expand brand awareness and influence top account decision-making.

Conduct Standards:

• Maintains appropriate Company confidentiality at all times.
• Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
• Cultivates and promotes the "Hearts & Minds" safety culture.
• Consistently exemplifies the Core Values of the Company (we CARE, we act with INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).

Work Environment:

• This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets.
• Work duties may regularly necessitate walk-throughs of local job sites, during which the incumbent may utilize basic tools (measuring tape, screwdriver, wrench, etc.), and be intermittently exposed to the conditions typically associated with a construction site.

Physical Demands:

• In performing the duties of this job, the incumbent is regularly required to sit, stand, talk, walk, hear, and possess an appropriate degree of both visual acuity and manual dexterity.
• Occasionally required to climb, stoop, crouch, crawl, reach, and/or perform repetitive motion.
• This is considered a light work position, which means possible exertion of up to twenty (20) pounds of force occasionally, and/or up to ten (10) pounds of force frequently, and/or a negligible amount of force constantly to lift, carry, push, pull, or otherwise move objects.

This job description is intended to describe the general nature of work being performed by the individual who assumes this role, not an exhaustive list of responsibilities. Duties, responsibilities, and activities may change at any time, with or without notice, as business needs dictate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. Limbach Facility Services LLC is an Equal Opportunity Employer.