Director of Construction Sales

Director Of Construction Sales

The Director of Construction Sales is responsible for leading and executing the overall sales and growth strategy for the construction business across a multi-state territory. This role provides strategic direction, develops and oversees sales plans and budgets, establishes and monitors key performance indicators (KPIs), and partners closely with branch leadership and cross-functional teams to achieve revenue growth, margin performance, and customer satisfaction goals. The role requires strong leadership, analytical capability, and the ability to align sales execution with company strategy.

This is a leadership position requiring flexibility in work hours based on business needs, including travel, customer engagements, and occasional evenings or weekends.

Basic Duties

Key Responsibilities include, but are not limited to:

Safety, Quality & Compliance

Champion a safety-first culture and partner with Safety leadership to ensure compliance, continuous improvement, and risk mitigation.

Ensure consistent implementation of quality standards, processes, and controls across all operations.

Promote adherence to company policies, regulatory requirements, and ethical standards.

Sales Strategy & Leadership

Lead the development and execution of short- and long-term sales strategies aligned with company objectives.

Provide senior-level leadership and guidance to regional sales leadership, representatives, and support teams across a multi-state territory.

Establish clear performance expectations and drive accountability through consistent coaching, feedback, and performance management.

Planning, Budgeting & Performance Management

Develop and manage annual sales plans, forecasts, and budgets in collaboration with branch leaders and executive leadership.

Establish, track, and analyze sales KPIs and performance metrics to evaluate results and identify opportunities for improvement.

Conduct regular business reviews (monthly, quarterly, and annually) focused on sales performance, financial outcomes, and strategic progress.

Customer & Market Development

Drive customer growth and retention initiatives, including expansion within existing accounts and pursuit of new business opportunities.

Maintain executive-level relationships with key customers and strategic partners.

Ensure consistent execution of sales processes, pricing strategies, and customer experience standards.

Operations & Cross-Functional Collaboration

Partner closely with branch management, Marketing, Product Support, and Operations to align priorities and remove barriers to sales execution.

Support inventory planning, process improvements, and operational initiatives that impact sales performance and customer delivery.

Drive continuous improvement in sales tools, processes, and execution to enhance efficiency and effectiveness.

Talent Development & Organizational Effectiveness

Lead workforce planning and talent development initiatives, including staffing, training, succession planning, and performance development.

Foster a culture of accountability, collaboration, and continuous improvement within the sales organization.

Support leadership development and capability building across the organization.

Strategic Initiatives & Reporting

Lead or support key strategic initiatives and special projects in alignment with company priorities.

Provide regular reporting, insights, and recommendations to executive leadership to support informed decision-making.

Perform other duties as assigned in support of business objectives.

Qualifications

Required Qualifications

• Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent experience.
• Eight (8) or more years of progressive sales experience, including leadership responsibility.
• Proven experience leading sales strategy, forecasting, budgeting, financial analysis and KPI-driven performance management.
• Proven history of customer focused leadership.
• Experience managing and influencing teams across multiple locations or territories.
• Strong analytical, communication, and leadership skills.

Preferred Qualifications

• Experience in construction, heavy equipment, or industrial sales environments.
• Familiarity with Caterpillar or similar dealer-based sales models.
• Regular regional travel is required; overnight travel should be expected.
• Experience with CRM systems and data-driven sales tools.
• Exceptional communication skills (verbal and written) and excellent customer service skills necessary.
• Knowledge of union, prevailing wage, or large contractor customer environments.
• Willingness to work overtime and some weekends when needed.
• Must have strong PC skills with MS suite and understanding of AI.
• Must have an outstanding positive attitude at all times!

Altorfer Inc. offers an industry leading compensation and benefit package :

• Health, Dental, Vision, Disability, and Life Insurance
• 401(k)
• Paid Holidays
• Paid Parental Leave and Funeral Leave
• Paid Time Off: Prorated 80 hours of PTO + 1 Floating Holiday
• Education Assistance
• Personal Tool Insurance, and Safety Equipment Reimbursement
• Voluntary Benefits: Supplemental Insurance, Accident, Critical and Hospital Indemnity Insurance, Legal Assistance and Identity & Fraud Protection

Payrate: Min: $300,000.00/per year Max: $360,000.00 per year

Physical Requirements/Working Conditions

This position works in an office environment with occasional travel to other Altorfer facilities or customer jobsites. May on a continuous basis, sit at a desk for a long period of time; answer telephone calls and write or use a keyboard to communicate through written means. May on a continuous basis be on the shop or warehouse floor interacting with service and parts operations. Noise level in the shop environment is usually moderate, and the noise level in the office and warehouse environment is usually low. Must be flexible to work varying schedules and hours as needed. Occasional overnight travel may be required via motor vehicle or airplane. The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Why Work for Altorfer?

At Altorfer, our iron is just the beginning. Our people make our company successful, and we would not be who we are without them. As a third generation, family-owned company created in 1957, we bring our values into how we do business. Everyone from technicians, sales representatives, administrative professionals, or somewhere in between is part of the "A-Team" and is critical to our success. Here at Altorfer, we have over 35 locations and 1300 employees with long tenure for you to learn from. We have a collaborative, family valued culture, with a great reputation in the industry. A company that offers competitive pay, excellent benefits, and a remarkable team of people to work with.