VP of Sales

Overview

Modern Controls 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.

Modern Controls 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 Modern Controls has built in Delaware, Maryland, Pennsylvania, New Jersey, Washington D.C. and continuing to expand!

• Strategic Leadership Develop and execute a unified sales strategy across BAS, Mechanical Service, Mechanical Construction, and Energy/Smart Building offerings.
• Strategic Leadership Establish annual and multi-year revenue targets, pricing strategies, margin expectations, and market expansion plans in coordination with the President and CFO.
• Strategic Leadership Lead alignment of sales activities with operational capabilities to ensure profitable, executable work enters the pipeline.
• Strategic Leadership Monitor market conditions, competitive dynamics, customer trends, and regional economic indicators to adjust growth strategies.
• Sales Management & Accountability Directly lead and manage all regional sales leaders, account managers, business development resources, and estimators across three operating centers.
• Sales Management & Accountability Implement KPI-driven performance structures, including pipeline management, hit rate analysis, pull-through service revenue, and margin performance.
• Sales Management & Accountability Establish disciplined opportunity reviews, project qualification protocols, and forecast accuracy standards.
• Sales Management & Accountability Oversee the service agreement renewal strategy, including contract growth, retention, and upselling initiatives.
• Customer, Market & Relationship Development Build and maintain executive-level relationships with key customers, general contractors, facility leaders, and engineering consultants.
• Customer, Market & Relationship Development Drive targeted vertical strategies across healthcare, pharmaceutical, higher education, data centers, and commercial real estate portfolios.
• Customer, Market & Relationship Development Lead customer engagement programs including key account plans, voice-of-customer feedback, and enterprise-level relationship development.
• Customer, Market & 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.
• Organizational Development Implement onboarding, training, and development programs to increase technical competency, financial acumen, and customer engagement proficiency across the sales organization.
• Organizational Development Build a culture of accountability, continuous improvement, and cross-functional collaboration with Service, Projects, Engineering, and Operations.
• Financial & Operational Alignment Partner closely with the VP of Service and VP of Operations to improve handoff quality, backlog accuracy, and gross margin performance.
• Financial & Operational Alignment Ensure deals meet internal risk, margin, and contract requirements prior to acceptance.
• Financial & Operational Alignment Support annual budgeting and quarterly financial reviews, providing data-driven insights on growth, risk, and forecast variance.
• Fina…