Director of Sales and Estimating

The Director of Sales and Estimating leads the company's Sales and Estimating teams and oversees the front-end process from opportunity identification through contract award. This position drives business development, opportunity selection, estimating, and pricing while developing sales Account Managers and Estimators. The Director is responsible for winning the right work at the right price and ensuring projects are clearly defined and positioned for successful execution by operations teams.

The Director of Sales and Estimating leads the company's Sales and Estimating teams and oversees the front-end process from opportunity identification through contract award. This position drives business development, opportunity selection, estimating, and pricing while developing sales Account Managers and Estimators. The Director is responsible for winning the right work at the right price and ensuring projects are clearly defined and positioned for successful execution by operations teams.

This position does require travel as needed, approximately 30% of the time.

• Lead sales and business development strategy within the swine, poultry, dairy, and related agricultural construction markets.
• Establish target markets, key accounts, and sales priorities aligned with company strategy.
• Develop and maintain strong client and industry relationships and identify new business opportunities.
• Maintain a qualified sales pipeline and monitor market conditions, competitors, and industry activity.
• Lead, coach, and develop team members while establishing clear performance expectations and priorities.
• Recommend pursue/no-bid decisions and establish strategies for significant opportunities.
• Lead major client meetings, proposal presentations, interviews, and negotiations within established authority.
• Lead and manage estimating activities to ensure estimates are accurate, complete, competitive, and aligned with company standards.
• Coordinate subcontractor and supplier pricing and review project scope, labor, materials, equipment, assumptions, and coverage.
• Identify cost, schedule, scope, and constructability risks and coordinate with Operations to validate project assumptions.
• Develop recommended pricing, margins, contingencies, and risk allowances for review and approval.
• Balance competitiveness, profitability, project risk, market conditions, and strategic value when developing pricing recommendations.
• Lead the development of accurate and competitive proposals, including scope, pricing, schedule, execution approach, qualifications, assumptions, and commercial commitments.
• Ensure proposed projects and schedules are realistic and can be successfully executed within the proposed budget and timeline.
• Identify value-engineering opportunities and recommend appropriate subcontractor, supplier, and execution strategies.
• Establish and maintain a consistent sales-to-operations handoff process for awarded projects.
• Lead significant project turnovers and ensure Operations understands the scope, pricing assumptions, schedule commitments, client expectations, contract requirements, risks, and outstanding issues.
• Resolve outstanding estimating or scope issues prior to project turnover and maintain appropriate involvement after award to support client continuity when needed.
• Evaluate staffing and resource needs based on pipeline and company growth.
• Build a culture of accountability, collaboration, accuracy, and profitability across team members.
• Develop and improve processes, tools, and standards to support scalable sales, estimating, and proposal practices.
• Ensure projects are sold with a clear understanding of scope, pricing, schedule, risk, and client commitments, setting Operations up for successful execution.
• All other duties as assigned.

• Strong business development and relationship-building skills.
• Strong leadership and team-development abilities.
• Advanced estimating and construction cost knowledge.
• Strong understanding of construction means, methods, sequencing, scheduling, and project costs.
• Strong financial and analytical skills, including the ability to evaluate margins, risk, and profitability.
• Excellent communication, presentation, negotiation, and influencing skills.
• Ability to evaluate complex opportunities and make sound business recommendations.
• Strong organizational and prioritization skills with the ability to manage multiple opportunities simultaneously.
• Ability to collaborate effectively across internal teams.
• Ability to…