HIKINEX

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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).

• 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.

• 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).

• 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.