Director of Sales
Nor-Cal Pipeline Services
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteSalary
💰 $170,000 - $210,000 per year
Job Level
Lead
Tech Stack
ERP
About the role
- Develop and execute annual and quarterly sales plans aligned with revenue, margin, and utilization goals.
- Define territory coverage, account prioritization, and service-line focus based on capacity and seasonality.
- Maintain 3–4× pipeline coverage vs. target by territory; enforce stage-exit criteria.
- Hire, coach, and performance-manage a statewide team of outside sales reps.
- Directly manage Sales Administrators to support reps and ensure data integrity.
- Own forecast accuracy (±5–10%) and lead weekly pipeline reviews.
- Ensure Salesforce hygiene: complete stages, accurate close dates, amounts, and next steps.
- Enforce minimum data requirements on every opportunity.
- Collaborate with Contracts to align rate sheets and resolve variances.
- Maintain executive relationships with key customers, municipalities, and stakeholders.
Requirements
- 8–12+ years of B2B field sales experience in construction services, heavy civil, or industrial services.
- 5+ years leading multi-territory field teams.
- Proven success managing distributed teams to revenue targets.
- Deep fluency with Salesforce (pipelines, dashboards, forecasting).
- Familiarity with ERP systems (e.g., Spectrum).
- Strong hiring, coaching, and performance-management track record.
- Working knowledge of municipal/utility procurement, certified payroll, OCIP/CCIP, and subcontract negotiations.
- Management experience.
- Valid Drivers License.
Benefits
- Drug-smoke and alcohol-free workplace
- Equal Opportunity Employer
- Annual Bonus
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B field salespipeline managementforecastingperformance managementaccount prioritizationdata integritymunicipal procurementsubcontract negotiationscertified payrollERP systems
Soft skills
hiringcoachingleadershipteam managementcollaborationrelationship managementorganizational skillscommunication skillsperformance managementstrategic planning
Certifications
Valid Drivers License