Sales Excellence Program Manager

Upchurch•Plano, TX

About The Position

Upchurch is a full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. The Sales Excellence Program Manager is an enterprise deployment leader responsible for turning commercial priorities into an adopted, measurable, and repeatable operating model across Upchurch. The role owns deployment and continuous improvement of the commercial growth program, including the rollout roadmap, operating cadence, adoption plan, performance visibility, and cross-line-of-business alignment. Strategic direction is set by the Chief Market Officer, while sales strategy remains with each line of business’s sales-management team. The Program Manager leads enterprise deployment and adoption, supports commercial performance management and forecast visibility, scales strategic and key account practices, and deploys sales processes and resources. The role establishes governance, standards, review rhythms, and accountability mechanisms; partners with leaders across business lines and functions; and uses field feedback, adoption data, and performance outcomes to improve the program. It also leads enterprise forums and reviews, promotes cross-selling and collaboration, and sponsors practical improvements to commercial tools and workflows.

Requirements

8+ years of progressively responsible experience in sales excellence, commercial operations, revenue operations, business transformation, strategic-account programs, or a similar enterprise program-lead role.
Demonstrated success leading enterprise or multi-site program deployment from design through adoption, with governance, milestones, change-management tactics, and measurable results.
Strong executive presence and ability to influence senior leaders, sales managers, and cross-functional partners without direct line authority.
Advanced command of commercial performance concepts and data, including forecast, backlog, pipeline, revenue, margin, opportunity quality, customer exposure, and operating metrics, and the judgment to turn insight into action.
Strong working knowledge of CRM reporting, Excel or similar analysis tools, PowerPoint or Google Slides, and collaboration and document-management tools.
Ability to build executive-ready operating materials.
Ability and willingness to travel up to 25% to Upchurch locations, line-of-business teams, customer/account working sessions, and enterprise program meetings.

Nice To Haves

Experience in construction, mechanical/electrical contracting, critical-environment/data-center, industrial, technical B2B, professional-services, or another decentralized multi-line-of-business commercial organization.
Experience leading sales-process adoption, enterprise account management, strategic account planning, cross-selling, opportunity qualification, or commercial transformation.
Experience working with CRM and ERP data, SharePoint, Monday.com, business-intelligence dashboards, controlled document libraries, or other commercial operating platforms.
Familiarity with General Contractor, owner, channel/partner, or complex-project commercial environments.
Degree in business, analytics, operations, communications, or a related field.
Project-management or change-management credentials.
Equivalent relevant experience is valued.

Responsibilities

Own the enterprise rollout of the Sales Excellence program, translating CMO priorities into a sequenced deployment roadmap, operating cadence, adoption plan, and measurable outcomes.
Lead cross-functional mobilization across lines of business, defining milestones, workstreams, decision forums, owners, dependencies, and escalation paths.
Establish program governance, executive-ready operating reviews, and action-management practices that keep enterprise commitments visible through resolution.
Measure adoption, identify execution barriers, and lead corrective interventions with line-of-business leaders, managers, and functional partners.
Support enterprise forecast and performance-management cadence using approved CRM, finance, ERP, and line-of-business sources.
Own standards and review rhythms for CRM forecast quality, variance analysis, hard and soft backlog, pipeline, priority pursuits, revenue and profit contribution, and growth indicators.
Manage minimum standards for opportunity readiness, next-step discipline, data quality, and executive review preparation, partnering with sales leaders to strengthen local adoption.
Partner with Finance and commercial leaders to resolve missing, stale, conflicting, or potentially duplicative information and establish durable reporting controls.
Serve as the CMO’s program lead for large-project and executive commercial reviews, presenting reported commercial readiness, risks, actions, and decision needs.
Lead deployment of the Strategic and Key Account program, including account leadership, executive sponsorship, account-plan expectations, review cadence, and adoption measures.
Build enterprise account visibility connecting customer relationships, service and solution penetration, buyer influence, relationship holders, growth opportunities, and cross-line-of-business collaboration.
Facilitate strategic-account and customer-growth reviews that turn priorities into coordinated customer actions, executive engagement, and cross-selling plans.
Identify barriers to account growth and cross-selling, align leaders to resolve them, and track execution through closure.
Deploy commercial sales resources, including account-planning tools, go/no-go guidance, qualification references, conversation-planning tools, and large-project commercial practices.
Govern commercial resources and standards by establishing review cycles, coordinating updates and approvals, maintaining version discipline, and retiring superseded materials.
Build and execute an adoption plan using manager enablement, field tools, workshops, site visits, reinforcement, and feedback loops.
Use field feedback, adoption data, and performance outcomes to improve the program, recommend enhancements to the CMO, and support implementation.
Lead cross-line-of-business sales forums, forecast reviews, strategic-account reviews, and CMO-led Sales Excellence sessions.
Manage meeting and decision governance, including agendas, pre-read readiness, decision capture, accountable owners, and follow-through.
Promote “One Upchurch” collaboration by sharing customer wins, market learning, lessons learned, and cross-selling practices.
Establish operating rules for data completeness, report refreshes, metric definitions, source references, record ownership, and program-health reporting.
Sponsor practical CRM, SharePoint, Monday.com, dashboard, and workflow improvements that make the program easier to use, govern, and scale.