Industry 1: Building Materials
Industry 2: Commercial Real Estate
Industry 3: Construction
Job ID: EB-2950309935
Category: Industrial
Location: Minneapolis, MN
BrainWorks is working with a private-equity sponsored platform specializing in asphalt and concrete solutions for commercial property customers across the Midwest. Our client is seeking a Chief Commercial Officer who will be responsible for directing and managing sales, business development and marketing efforts. In addition, this person will ensure the local business units build key customer relationships and implement strategies for expanding the company’s profitable growth. The ideal candidate will have experience leading the Sales and Marketing function in a matrixed, multi-business unit organization in the greater infrastructure industry, with knowledge/background in asphalt and concrete applications a plus.
RESPONSIBILITIES:
- Develop and implement selling strategies based on a deep understanding of customer insights
- Harness the technological and industry expertise of the organization, provide strategic and commercial leadership, and act as a thought partner to the CEO
- Hire, train, and lead sales talent with a focus on unifying and building the sales and business development organization over the next twelve months
- Oversee the objective setting and implementation of all commercial strategies:
- Develop go-to-market strategy – conduct market analysis, assess competitive activity, and identify customer requirements
- Create value proposition and develop collateral to impactfully tell the company story during presentations and client meetings
- Define the current and potential target markets, including but not limited to commercial properties (office / retail / medical / industrial), multi-family, retirement communities, municipalities, parks, airports, schools & universities, and private roads
- Manage sales/business development pipeline for new revenue opportunities, and develop and evolve new business sales plans accordingly
- Set realistic and meaningful KPIs and performance standards for the sales organization
- Harmonize sales efforts across new locations as part of acquisition integration
- Collaborate with design and technical team to determine the features of the service and/or product to use as key selling points
- Leverage leadership and technical teams to participate in presentations and close deals
- Integrate and capture business development synergies across the platform
- Partner with the technical services team (engineers, estimators, and region managers) to create presentations and ensure that proposals are completed to differentiate the company
- Maintain regular contact with potential customers to help find new markets based on gaps left by the competition
- Monitor, analyze, evaluate, and report at regular intervals to CEO and Private Equity about business activities, external opportunities and risks to the industry and related business segments to ensure better positioning and increasing brand equity
- Meet and exceed both short-term revenue goals as well as long-term revenue potential
- Inspire confidence and generate excitement, enthusiasm, and commitment from the team and externally as the company executes its business plans
- Remove barriers so that sales and business development individuals feel empowered
- Attend regional and national industry forums, tradeshows and events as required
QUALIFICATIONS:
- 10+ years of experience in leading the sales & marketing function in a B2B organization
- 5+ years of experience in infrastructure solutions with expertise in asphalt & concrete preferred
- BS degree in Business, Communications, Construction Management, Engineering, or related field required; MBA or post-graduate degree preferred
- Business acumen to drive sales and business strategy
- Excellent client engagement skills
- Effective knowledge and use of CRM systems
- Strong communications skills – verbal and written required
- Highly organized and detail-oriented
- Proficient computer skills (MS Office –Excel, Outlook, Word), ability to learn new software quickly
- Ability to pass the pre-employment drug screen and background check
LOCATION:
Remote possible; must be located in Midwest region near major airport; weekly presence at corporate and regional offices will be expected as meetings / strategy dictate
BrainWorks is a premier executive search firm that delivers superior talent to drive business performance. Our consultants are experts in their practice areas, which include Consumer Products Careers; CRM, Direct/Database Marketing and Customer Sciences/Advanced Analytics; Accounting and Finance; Information Technology; Private Equity & Corporate Finance; Digital Marketing and eCommerce; and Consumer Insights and Market Research.
BrainWorks prides itself on quality, speed and GUARANTEED RESULTS, delivered through our unique QUASAR approach. When you partner with BrainWorks, your company will receive intelligence and industry expertise from consultants who are trustworthy, caring and passionate about your business needs. https://brainworksinc.com
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