Astra Service Partners · 2 months ago
Vice President of Sales, Modern Controls
New Castle, DE
Full-time
Onsite
Director/Executive
10+ years expModernControls is seeking a highly motivated, team-oriented Vice President of Sales to drive topline growth, margin expansion, and client acquisition strategy. This role is responsible for shaping the overall go-to-market strategy, developing a scalable sales framework, and leading a high-performance team across multiple regions.
Building MaintenanceCommercialMechanical Engineering
Responsibilities
Develop and execute a unified sales strategy across BAS, Mechanical Service, Mechanical Construction, and Energy/Smart Building offerings
Establish annual and multi-year revenue targets, pricing strategies, margin expectations, and market expansion plans in coordination with the President and CFO
Lead alignment of sales activities with operational capabilities to ensure profitable, executable work enters the pipeline
Monitor market conditions, competitive dynamics, customer trends, and regional economic indicators to adjust growth strategies
Directly lead and manage all regional sales leaders, account managers, business development resources, and estimators across three operating centers
Implement KPI-driven performance structures, including pipeline management, hit rate analysis, pull-through service revenue, and margin performance
Establish disciplined opportunity reviews, project qualification protocols, and forecast accuracy standards
Oversee the service agreement renewal strategy, including contract growth, retention, and upselling initiatives
Build and maintain executive-level relationships with key customers, general contractors, facility leaders, and engineering consultants
Drive targeted vertical strategies across healthcare, pharmaceutical, higher education, data centers, and commercial real estate portfolios
Lead customer engagement programs including key account plans, voice-of-customer feedback, and enterprise-level relationship development
Represent the company at industry events, trade associations, and partner channel meetings (e.g., Tridium, JCI-FX, OEM partners)
Develop recruiting strategies to attract and retain top sales talent across BAS and Mechanical disciplines
Implement onboarding, training, and development programs to increase technical competency, financial acumen, and customer engagement proficiency across the sales organization
Build a culture of accountability, continuous improvement, and cross-functional collaboration with Service, Projects, Engineering, and Operations
Partner closely with the VP of Service and VP of Operations to improve handoff quality, backlog accuracy, and gross margin performance
Ensure deals meet internal risk, margin, and contract requirements prior to acceptance
Support annual budgeting and quarterly financial reviews, providing data-driven insights on growth, risk, and forecast variance
Oversee pricing governance, delegation of authority, and proposal standardization across all operating centers
Qualification
Required
Deep understanding of Building Automation Systems, control technologies, IoT/Smart Building platforms, HVAC/mechanical systems, and service contract structures
Strong financial and commercial acumen, including estimating, gross margin modeling, backlog management, and contract risk assessment
Demonstrated success leading multi-site sales organizations in a technical service, construction, or building technologies environment
Proven ability to develop high-impact sales strategies, vertical market penetration plans, and enterprise account programs
Familiarity with local labor environments (union/non-union) and how they influence pricing, delivery models, and go-to-market strategies
Bachelor's degree in Business, Engineering, Construction Management, Mechanical Engineering, or related field required
Minimum 10–15 years of progressive experience in building automation, mechanical contracting, or technical services
Minimum 5+ years of executive-level sales leadership experience overseeing regional or multi-site organizations
High accountability orientation with ability to enforce performance standards and drive results across decentralized teams
Executive presence with strong communication, negotiation, and relationship-building skills
Ability to influence across functions and drive alignment with Operations, Engineering, and Service leadership
Strong prioritization, strategic thinking, data-driven decision-making, and change management capabilities
Ability to thrive in a fast-paced, private-equity-owned organization with evolving KPIs and heightened performance
Ability to travel 40–60% across the Mid-Atlantic region to operating centers, customer sites, job sites, and industry events
Ability to perform site walks, mechanical room visits, rooftop inspections, and customer facility assessments as required
Must be able to work extended hours during critical bid cycles, customer negotiations, and quarterly planning periods
Preferred
MBA or advanced business/leadership training preferred
Benefits
Company paid Medical Insurance
Dental and Vision insurance provided
Health Savings Account (HSA)
401K with company matching
Opportunities for career growth, training, and development
A family culture built on recognition
Lots of company fun, community events, and more (see here and here)
Company
Astra Service Partners
Astra Service Partners partner with companies in the heavy mechanical industries.
2-10 employees
Funding
Current Stage
Early StageRecent News
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