Director of Soil Stabilization

POSITION OVERVIEW:

This position is assigned to our SurfaceCycle (enterprise-wide) operation and will be a key contributing member of the Commercial team. The Service Line Director serves as the overall owner and shadow P&L leader of the Soil Stabilization service line. The Soil Stabilization Service Line Director coordinates with each Operating Company’s (OpCos) general managers, estimators/project managers, and other key personnel. The focus of this position will be on the national Soil Stabilization market in the Renewable Energy, Manufacturing and Commercial Construction sectors.

ESSENTIAL JOB DUTIES:

Key Accounts, Revenue, Capacity, Sales and Enablement Plans

• Key Accounts: leveraging an existing network of general contractor and end customer contacts, develop relationships, maintain documented account and engagement plans, and maintain/grown our industry presence.
  1. Deliverable: Key Account Plans and Engagement Plans.
• Revenue: Analyze market trends (including public and private funding, regulatory changes, competitive shifts) to determine achievable quantity and price; translate findings into revenue and margin plans and identify growth opportunities.
  1. Deliverable: Annual Operating Plan (AOP) (revenue and margin, based on price, quantity, cost).
• Capacity: based on market trends and projected backlog, determine capacity (equipment, labor, and their geographic distribution) required to execute projects within profitability, quality, and service level targets.
  1. Deliverable: capacity plan (equipment and labor), in coordination with Chief Operating Officer (COO) and OpCo General Managers (GMs).
• Sales: Define sales targets required to achieve planned revenue per AOP, taking into account win rates, price and quantity changes, competitive dynamics and customer preferences. Develop the pipeline of opportunities in excess of AOP targets.
  1. Deliverable: sales plan and opportunity pipeline.
• Go-to-market/enablement: determine marketing activities required to achieve AOP, such as conferences, social media and other promotional actions and campaigns and related budget. Ensure cost control relevant to the service line P&L.
  1. Deliverable: planned and executed activities to drive awareness and pipeline development.

Pipeline and Bidding

• Serve as the primary resource for opportunity development and estimating/bidding for the private sector. Coordinate with the OpCo estimating teams for opportunities outside of the assigned key accounts. Ensure that:
  1. business development efforts are focused on the right customers, territories, projects;
  2. pipeline and orders are sufficient to meet AOP;
  3. bids are structured in a way that maximizes our win probability; and
  4. deal strategies are aligned with company objectives.

Project Management and Customer Satisfaction

• Work with Estimators/Project Managers across all OpCos to track jobs to ensure execution is aligned with bids (scope, production rates, terms) and deviations are approved in line with the Company’s Delegation of Authority (DOA) policy and through the change request process.

Team Development

• Serve as the shadow P&L leader for the Soil Stabilization Service Line across all OpCos, providing coaching, guidance, and professional development to the extended Estimating/PM team and other key stakeholders as it relates to the Soil Stabilization business.
• Promote effective communication, collaboration, and mutual respect among team members.
• Identify areas for process improvement and implement changes to enhance efficiency and effectiveness.
• Adapt to changes in priorities, projects, or team composition and guide the team through periods of change.

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

• Bachelor’s degree in construction management, engineering, or comparable field or equivalent experience.
• A minimum of 7 years of related experience.
• Service line subject matter expertise.
• Strong background in the soil stabilization industry with an extensive network of relevant industry contacts.
• Ability to identify, research, and analyze data required to build the plan and track its execution.
• Intermediate knowledge of Excel, including manipulating and analyzing data to identify trends in pricing, cost, market share. Ability to leverage CRM data and analyze it in Excel via Pivot tables, applying formulas and VLOOKUP functions as needed.
• Proven effective project management experience; direct operational experience managing construction crews preferred.
• Highly organized with extensive detail orientation.
• Ability to work effectively and efficiently in a high-pressure environment with competing priorities.
• Excellent communication skills (written and verbal) coupled with ability to communicate with a wide variety of people and backgrounds.
• Strong negotiation skills and ability to identify differentiating competitor/market factors.
• Ability to travel over 50% for customer meetings and visiting job sites.

WORKING CONDITIONS AND PHYSICAL DEMANDS:

• Works in an indoor office relatively free from environmental conditions or hazards.
• Use of office equipment and computers.
• Occasional lifting of supplies and materials from time to time.
• Positions in this class typically include extended sedentary periods, talking, hearing, seeing, grasping, movement and repetitive motions.

DISCLAIMER:

To perform this job successfully, an individual must be able to perform each essential job responsibility satisfactorily. This job description is not to be construed as all inclusive. Employees may be required to perform any other job-related task as requested. Reasonable accommodations may be considered and implemented to enable individuals with qualified disabilities to perform the essential functions.

SurfaceCycle and its partner entities are Equal Opportunity Employers. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage women, minorities, individuals with disabilities, and veterans to apply for our open positions.