The posting
Role Overview
The Vice President of Sales & Marketing is the senior-most commercial leader, accountable for:
- Setting and executing the go-to-market strategy
- Leading business development efforts across the Southeast
- Personally driving key pursuits and relationships
- Building and mentoring a small but highly effective sales/BD function over time
This is not a pure “strategist” position. We need a hands-on hunter who can originate opportunities, leverage an existing network of industrial contacts, and generate visible traction within the first 6–12 months—while also providing strategic direction and executive-level leadership.
Key Responsibilities
1. Commercial Strategy & Market Development
- Develop and execute sales and marketing strategy across TN, NC, SC, GA, AL, MS and adjacent regions.
- Identify and prioritize target markets, clients, and sectors including chemical, power, pulp & paper, industrial manufacturing, and selective data center opportunities.
- Align pursuit strategy with the operational capabilities and growth goals as part of the broader Comfort Systems USA network.
2. Business Development & Client Acquisition
- Act as primary hunter for key strategic accounts, with an emphasis on site-level decision makers in industrial facilities.
- Leverage existing client relationships to create near-term opportunities and backlog.
- Open new accounts and expand wallet share within target customers (e.g., DuPont, Celanese, and other chemical owners within a 6-hour radius).
- Collaborate with other Comfort Systems USA operating companies to jointly pursue data center and other large, programmatic opportunities.
3. Relationship Management & Account Growth
- Serve as the executive face with clients, attending site visits, executive reviews, and industry functions.
- Build long-term, trust-based partnerships focused on repeat work and multi-project relationships.
- Ensure continuity of relationships from pursuit through project execution and closeout.
4. Proposals, Contracts & Commercial Governance
- Oversee the proposal process while remaining personally involved in key pursuits (writing, messaging, structuring value propositions).
- Ensure high-quality, client-focused proposals and presentations, including PowerPoint decks and pursuit narratives.
- Perform first-pass commercial and contract review—including redlines and risk assessment—prior to legal input.
- Provide guidance on pricing strategies, commercial terms, and negotiation approaches.
5. Leadership & Team Development
- Initially operate as a player-coach, personally driving major pursuits while beginning to shape the sales/BD function.
- Over time, help identify, mentor, and develop additional BD resources as growth supports team expansion.
- Foster a culture of accountability, responsiveness, and collaboration with operations, estimating, and project teams.
6. Cross-Functional Collaboration
- Work closely with operations leadership to ensure sold work aligns with the company's execution capabilities and staffing.
- Provide market feedback and client insights into strategic planning, budgeting, and forecasting.
- Support brand positioning initiatives, including marketing messaging, client outreach campaigns, and presence at industry events.
Ideal Candidate Profile
Experience
- 20+ years total experience in industrial construction, with 10–12+ years in senior BD/Commercial leadership (Director/VP level or equivalent).
- Proven track record successfully selling direct-hire industrial construction. Strong consideration given to candidates with EPC/CM backgrounds who have actively sold construction services and can scale to the project sizes.
- Demonstrated success developing business in one or more of the following: Chemical Power Pulp & paper Industrial manufacturing Data centers (a strong plus)
- Experience selling projects generally up to $100M (experience on mega-projects is acceptable if the candidate can adjust to scale).
Network & Market Knowledge
- Established, site-level contacts within the company's geographic footprint strongly preferred.
- Ability to quickly re-activate and expand a network to generate pipeline within the first 90 days.
- Familiarity with industrial owner decision-making structures and capital project cycles.
Skills & Competencies
- True hunter mentality – proactive pursuer of new work, not a passive relationship manager.
- Strong communicator with excellent presentation, proposal writing, and PowerPoint skills.
- Solid commercial acumen with the ability to review and redline contracts before legal involvement.
- Hands-on, roll-up-your-sleeves leadership style—comfortable operating without a large staff.
- Entrepreneurial mindset: enjoys building, shaping, and improving processes rather than simply inheriting them.
- Demonstrated career stability and sustained success in leadership roles (not “testing” VP for the first time).
Location & Travel
- Must be based in or willing to relocate to within 1–2 hours of Kingsport, TN or Greenville, SC.
- Willing and able to travel frequently within a multi-state region (driving and short flights as needed).
- Relocation expected within 3–6 months if not currently local.
- Additional Bonus: Company vehicle and gas card Company phone or monthly phone allowance (currently ~$55/month) Relocation assistance Comprehensive benefits package through Comfort Systems USA
Total compensation will be commensurate with experience and the strength of the candidate’s network, track record, and impact potential.
Why This Role, Why Now
- Pivotal seat at the table: You will be the senior leader shaping the company's growth trajectory.
- Real impact, not bureaucracy: We are not Fluor or KBR—no endless procedures. You can influence decisions and see results quickly.
- Backlog-ready operations: The company has high-performing construction teams ready to execute the work you bring in.
- Growth runway: You’re joining at a phase where the right leader can help transform a strong regional player into a much larger force in the industrial markets we serve.
- Entrepreneurial culture: Roll-up-your-sleeves environment where leadership stays close to clients, projects, and decision-making.
