CHIEF SALES OFFICER (CSO)
Asphalt Paving & Materials Contractor | Eastern Michigan
Position Overview
Our client, an established asphalt paving and materials contractor serving Eastern Michigan, is seeking an accomplished Chief Sales Officer (CSO) to lead enterprise-wide sales and marketing strategy, drive profitable growth, and strengthen its competitive position in the marketplace.
Reporting directly to the Chief Executive Officer (CEO), the CSO will serve as a key member of the executive committee, contributing to the company's overall strategic direction and long-term business development. This executive will have full responsibility for the strategy, leadership, and management of the sales and marketing function, with a mandate to expand market share, develop new business opportunities, strengthen customer relationships, and maximize revenue and profitability.
The ideal candidate will bring a strong background in asphalt materials, asphalt paving, or a related construction market, combined with demonstrated success in strategic planning, sales leadership, and business development. This is an outstanding opportunity for a results-oriented executive to make a significant impact on the company's future growth and success.
Key Responsibilities
Enterprise Sales Strategy & Business Growth
- Develop and execute comprehensive sales and marketing strategies aligned with the company's business objectives and long-term growth plans.
- Identify and pursue opportunities to expand market share, increase revenue, and improve profitability across asphalt paving, asphalt materials, and related construction services.
- Evaluate market trends, competitive dynamics, customer needs, and emerging opportunities to guide strategic sales initiatives.
- Establish sales objectives, growth targets, key performance indicators, and accountability measures across the organization.
- Partner with the CEO and executive committee to develop and implement enterprise-wide strategic plans.
Sales Leadership & Management
- Provide strategic direction, leadership, and management for the company's sales and marketing department.
- Build, develop, and lead a high-performing sales organization capable of achieving ambitious growth objectives.
- Establish sales processes, forecasting methodologies, pipeline management practices, and performance management systems.
- Coach, mentor, and develop sales leaders and team members to strengthen organizational capabilities and execution.
- Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
Customer Relationships & Business Development
- Develop and maintain relationships with key customers, including general contractors, commercial and industrial clients, public-sector agencies, municipalities, and other relevant market participants.
- Strengthen strategic account management and identify opportunities to expand relationships with existing customers.
- Lead initiatives to secure new customers, major contracts, and strategic business opportunities.
- Collaborate with estimating, operations, and other functional leaders to develop competitive proposals, improve win rates, and ensure alignment between sales commitments and operational capabilities.
- Represent the company in the marketplace and build relationships that enhance its reputation, visibility, and competitive position.
Market Development & Commercial Performance
- Develop market intelligence to identify attractive customer segments, geographic opportunities, and avenues for business expansion.
- Establish pricing and sales strategies in collaboration with executive leadership and operational management to support profitable growth.
- Monitor sales performance, backlog development, customer retention, market share, and other key commercial metrics.
- Partner with operations and materials management to align sales opportunities with production capacity, paving schedules, resource availability, and overall business priorities.
- Evaluate marketing initiatives and business development investments to maximize their contribution to company growth.
Executive Leadership & Organizational Development
- Serve as a member of the executive committee, contributing to corporate strategy, business planning, and major organizational decisions.
- Work closely with the CEO and other executives to align commercial strategy with operational performance, financial objectives, and long-term enterprise goals.
- Provide regular reporting and recommendations regarding sales performance, market conditions, growth opportunities, and business risks.
- Develop succession plans, strengthen sales leadership capabilities, and support the continued professional development of the sales organization.
- Champion a customer-focused, performance-driven culture throughout the enterprise.
Candidate Qualifications
- Demonstrated sales leadership experience in asphalt paving, asphalt production and materials, heavy civil construction, or a closely related construction industry.
- Proven track record of developing and executing successful sales strategies that deliver sustained revenue growth and improved profitability.
- Experience leading, managing, and developing a sales organization, including establishing objectives, forecasting performance, and holding teams accountable for results.
- Demonstrated involvement in strategic planning, business development, market expansion, and executive-level decision-making.
- Strong understanding of construction industry sales cycles, bidding processes, customer relationships, competitive positioning, and project economics.
- Experience working collaboratively with operations, estimating, production, and finance to align commercial objectives with business capabilities.
- Strong financial and business acumen, including an understanding of pricing, margins, revenue forecasting, and profitability.
- Excellent leadership, communication, negotiation, relationship-building, and presentation skills.
- Ability to balance strategic thinking with hands-on leadership and execution.
- A bachelor's degree in business, construction management, engineering, or a related field is preferred; equivalent industry experience will be considered.
Leadership Profile
The successful candidate will be a strategic, commercially minded executive who combines industry knowledge with strong sales leadership and business development capabilities. This individual will be comfortable operating at both the executive and customer levels, building relationships, developing talent, and translating market opportunities into measurable business results.
The ideal leader will demonstrate the judgment, credibility, and collaborative approach necessary to work effectively with the CEO, executive committee, and operational leadership while building a high-performing sales organization focused on profitable growth.
Opportunity & Compensation
This position offers an outstanding opportunity to join an established asphalt paving and materials contractor with significant potential for continued growth and market expansion.
The CSO will have substantial influence over the company's commercial strategy, customer relationships, sales organization, and long-term business development while serving as a key member of the executive leadership team.
The company offers an attractive compensation package commensurate with experience, including significant earning potential and the opportunity to participate in the company's continued growth.
Location
Eastern Michigan
Reporting Relationship
Reports directly to the Chief Executive Officer (CEO) and serves as a member of the executive committee.
Pay: $200,000.00 - $250,000.00 per year
Benefits:
- 401(k)
- Flexible schedule
- Relocation assistance
Work Location: In person
