Position Information
Title: Director of New Construction Sales
Department: New Construction
Reports To: Executive Management
Direct Reports: Estimators, Sales Executives, Business Development Staff
Position Summary
The Director of New Construction Sales is responsible for leading all new construction sales activities for the company. This role has full accountability for contract awards, revenue growth, margin discipline, backlog health, and strategic account development. The position owns a $48M-$50M annual new-install revenue target and drives a $1M weekly award cadence, while ensuring disciplined forecasting, pipeline management, and coordination with Operations and Finance.
Core Responsibilities
• Deliver $48M-$50M in annual new construction contract awards.
• Maintain a $1M weekly awarded revenue cadence.
• Enforce margin discipline on all pursuits.
• Maintain qualified pipeline equal to 6 × annual revenue target.
• Own 30/60/90-day sales forecasts with ±7% accuracy.
• Establish and manage a Top 25 Focus Account List.
• Add one new qualified residential developer account per month and one Industrial .
• Oversee estimating workflow and proposal discipline.
• Ensure clean project handoffs to Operations and Finance.
• Lead weekly KPI meetings and monthly executive reviews.
Sales & Margin Discipline
• Enforce minimum gross margin thresholds.
• Obtain executive approval for pricing exceptions.
• Partner with Operations and Finance to validate scopes and pricing.
Backlog & Pipeline Management
• Maintain 12 months of quality backlog.
• Ensure backlog aligns with labor capacity.
• Remove speculative or unsupported opportunities.
Leadership & Team Development
• Lead, coach, and hold estimators and sales staff accountable.
• Develop junior estimators and sales personnel.
• Enforce KPI accountability across the department.
Key Performance Indicators
• Annual Contract Revenue: $48M-$50M
• Weekly Award Target: $1M
• Gross Margin at Award: 20-25%
• Backlog Coverage: 12 months
• Pipeline Coverage: 6× annual target
• Forecast Accuracy: ±7%
• Bid Hit Ratio: 15%
• New Developer Accounts: 1 per month residential / Industrial
Authority & Decision Rights
• Authority over bid pursuit selection and account prioritization.
• Authority to reassign estimating resources.
• Pricing exceptions require executive approval.
Required Experience & Qualifications
• 10+ years of construction or fire-protection sales experience.
• Proven experience managing $40M+ annual construction revenue.
• Strong understanding of construction contracts, margins, and risk.
• Experience leading estimating and sales teams.