A fast-growing, private equity-backed EPC (engineering-procurement-construction) contractor has retained our firm to help in their search for a Vice President of Sales.  The company is seeking a strong management professional who will bring solid sales and marketing skills, leadership, energy, and creativity.

Headquartered in the South, our client provides mechanical construction, fabrication, design engineering solutions, and fire protection services to industrial manufacturing facilities.  This specialty EPC contractor has developed one of the most efficient and cost-effective approaches to project delivery.  This fast-growing, profitable company with a 60+ year history has 250+ employees.  A highly respected private equity firm acquired the company in 2008.  

Reporting to the Chief Executive Officer and functioning as a key member of the senior management team, the Vice President will lead, direct, and train the business development sales team in expanding the design/build business.  The successful candidate will be a “player coach” who will identify, qualify, and prospect target clients with industrial process design/build opportunities. 

He/she will develop and foster a broad network of high-level relationships in the industrial marketplace, filter and prioritize complex technical and performance-based opportunities, work closely with project management team and engineers to assess client needs and issues in preparation of proposals, construct and generate high quality, profitable value propositions that tie the company’s capabilities to the market and exceed customers’ expectations, and ultimately help negotiate the contracts.  Key qualifications include: 

•   10 years’ progressive professional industrial sales experience with a minimum of five years of sales management experience for an EPC contractor (e.g., Fluor and Bechtel experience would be a plus) selling engineering and construction services to chemical, alternative materials, consumer product, and/or energy industries; must have a strong knowledge and understanding of design/build delivery and a solid track record of closing large deals; a Rolodex of industrial clients/prospects and international experience would be highly desirable; 

•   the ability to be a “player/coach” who possesses outstanding consultative/solution selling abilities; excellent interpersonal, communication, training and mentoring skills; a track record of recruiting, motivating, evaluating and retaining a highly skilled team of sales reps who have consistently achieved and grown sales; must be able to work well with engineers and understand a cross-functional selling approach;

•   highly analytical, organized, and process-focused; a proven successful track record of developing and implementing sales management processes (including KPIs, MBOs, etc), CRM tools (e.g. salesforce.com or other sales software systems), benchmarks,  pipeline management, and strategies; must have experience in developing, implementing and accessing new market opportunities and focusing sales and marketing resources on the best opportunities with demonstrable results;  

•   tremendous leadership ability; the bent for taking responsibility, motivating and encouraging others to produce quality results within tight timeframes and simultaneously managing multiple projects; 

•   an innovative and strategic mindset; can drive organizational change within an overall context of meeting business development and overall company objectives;

•   a team player who engenders trust and integrity with all stakeholders, including employees, customers, investors, and strategic partners;

•   an entrepreneurial spirit; a highly driven, energetic, detailed, roll-up-the-sleeves yet disciplined management style; a person who enjoys a small company atmosphere and will be comfortable in an environment with lean staffing; 

•   an articulate speaker with superior presentation and written skills;

•   since the company is in a high growth mode; candidates must have the flexibility in their personal lives that allows them to travel;

•   a degree from an accredited four-year college; a BS in Engineering or Construction is preferred; an MBA would be a plus.

This is an excellent opportunity with an attractive compensation package.  Base salary, bonus, and stock options will be tailored to the successful candidate’s requirements.

If you have a personal interest in this position or thoughts of knowledgeable sources or potential candidates, please email resume3@sockwell.com .  Your recommendations and/or interest will be kept in strictest confidence.