Director of Sales

Piedmont Service Group•Raleigh, NC

5d•Onsite

About The Position

The Director of Sales serves as the senior-most sales leadership executive at Piedmont Service Group and is a critical driver of the company's unified growth strategy. Seated at the corporate office and reporting to the President, this individual provides enterprise-level sales leadership across all PSG and CMS Controls branches and service lines including Maintenance, Project, Controls, Special Projects, Piping, and Chiller divisions. The Director of Sales is responsible for establishing and sustaining a single, consistent sales vision across the organization, partnering closely with Regional Sales Leaders (RSLs) through dotted-line accountability to ensure that vision is executed with excellence in every division. This role holds direct responsibility for PSG's Public Sector initiative, serves as the primary point of contact for all Service Logic Strategic Account opportunities, and works in close collaboration with the Vice Presidents (VPs) and Branch General Managers (GMs) to drive a culture of overperformance across all regions.

Requirements

5+ years of proven sales experience in a service industry field, with at least 2-3 years in sales leadership or management capacity overseeing a team or territory.
Demonstrated track record of meeting or exceeding revenue and booking goals in a mechanical service or related commercial environment.
Experience leading, coaching, and developing a sales team, with the ability to drive results through others.
Solid financial understanding and comfortable working with budget targets, booking plans, commission structures, and performance reporting.
Strong verbal and written communication skills and a collaborative leadership style.
Demonstrated confidence in the ability to lead people and motivate a selling team.
Must be highly proficient with Microsoft Office and able to work within CRM and reporting platforms (Salesforce experience preferred).
Willingness to travel throughout the PSG service territory. Position requires occasional overnight travel.
Must have a valid driver's license and be able to pass a background and drug test.
Bachelor’s degree preferred; equivalent experience will be given strong consideration.

Nice To Haves

Experience selling mechanical service projects, mechanical construction projects and/or mechanical preventative maintenance agreements in the mechanical services or energy services industry (B2B); candidates from adjacent industries with transferable skills are encouraged to apply.
Familiarity with public sector or government sales, cooperative purchasing vehicles (e.g., Omnia Partners), or public procurement processes.
Experience with CoPilot, Power BI, ZoomInfo, or similar AI, business intelligence, and prospecting platforms.
Exposure or experience with a multi-location service organization structure.
Strong leadership competencies, interpersonal skills, and a willingness to collaborate and work cross-functionally to maximize business results and positive customer experiences.
Strong business acumen, including the ability to define and manage key performance indicators and develop pricing strategies and tactics.
Must be a strong supporter and advocate of the Piedmont Service Group Vision, Values, and Work Philosophies and demonstrate this in daily actions and interactions.

Responsibilities

Develop, communicate, and execute a unified, company-wide sales strategy that aligns with PSG's revenue and EBITDA growth objectives set by Service Logic.
Serve as the single voice of sales strategy across all divisions, ensuring consistent messaging and execution from the corporate office and throughout PSG’s territories.
Work closely with all VPs to maintain a consistent, trusted, and aligned sales process that is conveyed to all RSLs and Sales Representatives.
Partner with RSLs through dotted-line accountability to mentor, coach, and guide them in leading their respective teams and territories.
Drive a culture of overperformance, setting the expectation that meeting booking plan is the floor, not the ceiling.
Ensure organizational and individual division budgets and sales goals are met and consistently exceeded across all regions and service lines.
Drive branch maintenance base expansion and project backlog development to consistently exceed plan objectives.
Develop and monitor booking plans and annual sales targets in partnership with the leadership team.
Provide monthly reporting to the leadership team on sales performance, including bookings, market trends, pipeline health, and key focus areas.
Directly manage and support PSG's existing Public Sector Business Development Representative, providing day-to-day leadership, coaching, and strategic direction to advance current pipeline and grow the public sector book of business.
Leverage Omnia Partners / cooperative purchasing vehicles and other public sector channels to expand PSG's footprint in government, education, and institutional markets.
Ensure full compliance with all public procurement requirements, RFP processes, and contract obligations for public sector opportunities.
Serve as PSG's primary point of contact for all Service Logic Strategic Account opportunities.
Work collaboratively with RSLs to assess bandwidth and distribute strategic account opportunities to the appropriate regional teams, ensuring no opportunity is left unaddressed. This includes estimate and proposal generation responsibility (not just oversight).
Coordinate closely with SL Strategic Account stakeholders to maintain alignment on strategic account requirements, pricing, and performance expectations.
Champion the advancement of all PSG and CMS Controls service line sales efforts, including Maintenance Sales, Project Sales, Controls, Special Projects, Piping, and Chiller services.
Actively promote the use of PSG internal partners (CMS, Piping, Sheet Metal, etc.) at every possible opportunity to retain revenue within the organization, protect margin and to exploit competitive advantage.
Identify cross-selling and upselling opportunities across service lines and coach RSLs and Maintenance and Project Sales Reps (MSRs/PSRs) to pursue them.
Lead or actively participate in the recruiting, interviewing, and hiring process for MSRs, PSRs, and other sales support roles.
Collaborate with RSLs and VPs to design and deliver structured onboarding programs that accelerate time to productivity for new sales hires.
Partner with RSLs/VPs/GMs on ongoing performance and pipeline management, including coaching plans, performance improvement plans, and, when necessary, employee separations/terminations.
Conduct or support annual performance reviews and contribute to retention strategy and RSL/MSR/PSR career development planning.
Provide RSLs and individual Sales Representatives with direct strategy and execution support on complex opportunities, large proposals, and strategic pursuits.
Independent of region or proximity to corporate office, provide consistent RSL coverage, deliver coaching, guidance, and deal support to ensure continuous leadership for the sales team. Participate in ride-alongs, first call meetings, proposal presentations, and strategy sessions as needed to support the team in closing significant opportunities.
Foster a collaborative, high impact, and unified sales culture across all divisions breaking down silos, and encouraging cross regional knowledge sharing.
Provide senior level review and oversight on high value and complex RFP responses, ensuring compliance, accuracy, competitive positioning, and company risk mitigation.
Coordinate with the executive leadership team on contract terms, scope, and compliance obligations for large or non-standard agreements. Including but not limited to facility agreements, combined ((multi-division) contracts, etc.)
Maintain awareness of regulatory and procurement compliance requirements relevant to PSG's commercial and public sector customer base.
Own company wide sales metrics reporting, developing and maintaining dashboards and reports in Salesforce and Power BI that provide real time visibility into pipeline, bookings, conversions, and rep performance. This includes driving increased adoption of proper Salesforce (or SL supported CRM) usage across the company.
Deliver monthly financial performance reports to the leadership team at each month end close with actionable analysis and strategic recommendations.
Use data to identify underperformance trends, opportunities, and coaching priorities across all divisions and service lines.
Lead territory alignment and territory management reviews to ensure equitable and strategically sound assignments for all MSRs, PSRs, and RSLs.
Manage and coordinate pricebook reviews and updates, including labor rates, burden rates, material pricing, and other service line specific price schedules.
Administer Salesforce CRM, ZoomInfo, and Power BI Sales Metrics Dashboard ensuring data integrity, platform adoption, and proper utilization across the sales team.
Plan, coordinate, and administer key sales events including Sales Meetings, Presidents Circle recognition, Sales Awards (Million Dollar Club, Green Jacket, etc.), and other recognition programs.
Assist in the preparation and review of commission and annuity calculations to ensure accuracy, fairness, and timely delivery to the sales team.
Partner with CFO to improve consistency across branches by strengthening billing practices, ensuring proper documentation, and reinforcing discipline around account holds and customer restrictions.
Participate in territory collision discussions and push to resolution with other SL business units (with input from VP/Pres)