Job Description
Job DescriptionJob DescriptionDescription:McCormick Construction is seeking a field-based Sales Representative to lead business development efforts across industrial and process-driven markets, helping to shape how the company goes to market and grows. This individual will build relationships with plant managers and key decision-makers, proactively generate new opportunities through direct outreach and industry connections, and lead practical, curiosity-driven discovery conversations to uncover real operational challenges. Using a consultative, relationship-driven approach that inspires trust and confidence, they will translate those insights into qualified, executable work aligned with McCormick’s capabilities. As the external face of the company, this role will guide prospects through the full sales cycle from initial engagement through close, while collaborating closely with internal teams to ensure solutions are clearly defined, feasible, and positioned to win, ultimately driving sustainable growth and long-term client partnerships. KEY RESPONSIBILITIES Planning & Accountability : Executing a systematic approach to sales planning, holding themself accountable for meeting sales targets including: · Developing and executing a strategic sales plan that identifies high-potential target accounts, prioritizes key activities, and establishes measurable milestones aligned with company objectives and designed to drive consistent opportunity generation. · Building, managing, and advancing a qualified, primarily self-generated pipeline by prioritizing opportunities based on fit, timing, and likelihood to convert, with a focus on real, actionable work. · Continuously evaluating pipeline performance, adjusting strategy and activity based on data driven insights, while clearly communicating progress, key opportunities, and support needs to leadership. Sales Process : Driving new revenue growth through personal efforts, by articulating the value of McC to prospective customers and closing sales. This includes: · Proactively driving new business through targeted outreach, site visits, referrals, and industry relationships, building a qualified pipeline of high-value opportunities. · Leading consultative discovery conversations to understand client operations, challenges, and goals, qualifying opportunities based on fit, timing, and alignment with McCormick’s capabilities. · Collaborating with internal teams to develop, position, and present practical, executable solutions—translating technical concepts into clear customer value and ensuring alignment on scope, approach, and feasibility. · Driving opportunities through to close by maintaining momentum, addressing objections, guiding decision-making, and securing commitment, while positioning McCormick for repeat and expanded work. Managing Up: Maintaining proactive, transparent communication with leadership by providing progress updates, market insights, and strategic recommendations to support informed decision-making. · Providing clear, data-driven updates to leadership on pipeline, key opportunities, risks, and performance, using insights to adjust strategy and focus on what is generating real work. · Bringing market intelligence from the field—including customer needs, emerging opportunities, and competitive activity—while staying aligned with leadership on priorities, capacity, and direction. · Collaborating closely with internal teams to ensure shared understanding of opportunities and next steps, acting quickly on feedback, and applying sound business judgment when advancing work. Cross-Functional Collaboration: Partnering closely with internal teams to deliver seamless client experiences and drive strategic growth opportunities. · Leading a smooth handoff to project teams, providing a complete and organized transfer of knowledge, including client goals, scope, stakeholders, commitments, risks, and key insights ensuring full clarity and alignment. · Confirming alignment across sales, estimating, and project management on scope, deliverables, timelines, and execution approach, and proactively addressing questions or gaps. · Supporting a seamless transition and early execution by participating in client kickoff, remaining available to resolve issues, maintaining accountability for alignment, and following up to ensure a positive client experience. Client Success & Expansion: Building trust-based, long-term relationships that extend well beyond the initial sale, by proactively supporting clients, delivering consistent value, clear communication, and a high-quality experiences aligned with McC’s standards. · Maintaining relationships with key stakeholders, providing strategic, value-driven guidance through proac