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Vice President of Sales, Modern Controls

New Castle, DE

ModernControls is seeking a highly motivated, team-oriented Vice President of Sales to driving topline growth, margin expansion, and client acquisition strategy across three operating centers in the Mid-Atlantic. This leader owns the end-to-end sales lifecycle for Building Automation Systems (BAS), Mechanical Service, and Mechanical Projects, ensuring consistent pipeline development, disciplined forecasting, alignment with operational delivery, and performance accountability across all regional sales teams.

This role is accountable for shaping the overall go-to-market strategy, developing a scalable sales framework, building and leading a high performance team, and ensuring consistent sales execution in both existing and emerging markets. 

ModernControls has been servicing customers for their Building Automation, HVAC/R, Plumbing and mechanical service needs for more than 35 years due to their customer ownership and company culture! The successful candidate will be instrumental in maintaining and expanding the reputation ModernControls has built in Delaware, Maryland, Pennsylvania, New Jersey, Washington D.C. and continuing to expand!

Essential Duties and Responsibilities:

Strategic Leadership

- 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.

Sales Management and Accountability

-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.

Customer, Market and Relationship Development

-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).

Organizational Development

- 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.

Financial and Operational Alignment

- 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.

Required Qualifications

Knowledge and Skills: 

- 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.

Education and/or Experience:

- Bachelor’s degree in Business, Engineering, Construction Management, Mechanical Engineering, or related field required.

- MBA or advanced business/leadership training preferred.

- 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.

Leadership & Behavioral Competencies: 

- 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.

Physical Standards:

- 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.

We are looking for candidates who: 

- Value Reputation

- Are Innovative

- Are Passionate About What They Do

- Embrace Change

- Are Team Players

What's in it for you:

- Highly Competitive salary (commensurate with experience)

- 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)

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

We believe that the Service we provide, the Technology we offer and the Craftmanship we stand behind are the pillars that define us.

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