Business Unit Leader - Construction

Job Summary:

The Business Unit Leader, Construction is responsible for establishing the business strategy and goals, sales performance, account management, risk management, project management associated with the trade(s) (HVAC, Plumbing, Process, Refrigeration, Electrical, Architectural Sheet Metal, Fire Protection, Site, Civil, General Contracting, etc) assigned within your geographic area(s). This executive position reports to the regional leader (Regional Business Unit Leader, Vice President or Senior Vice President) assigned to your geographic area(s) and provides development and guidance to Project Executives, Project Managers, Project Engineers and other team members within the executive’s scope to prosper in this domain. The Business Unit Leader also sponsors and/or leads initiatives assigned by their supervisor on behalf of the entire enterprise and contributes actively to corporate initiatives.

The following accountabilities are accomplished through extensive collaboration and coordination with other leaders, both in Construction & Facility Service, across the company, affiliate groups, and corporate functions.

Your customer facing role is that you are the “go to” ACCO leader to resolve high-level customer, owner, subcontractor, vendor, legal and employee issues in your span of control along with other leaders in supporting departments.

Product Scope (Current): HVAC, Plumbing, Process, Refrigeration, Fire Protection, Electrical, Site, Civil, Architectural Sheet Metal, General Contracting.

Customer Focus: All, those within certain market verticals, listed by name 

Sub-Region Geographic Scope:  Sparks, NV

Essential Duties and Responsibilities:

• Financial - Plan and execute all Business Unit financials (revenue, gross profit, SG&A, operating income) associated with your assigned group(s) including participation in development of yearly budgets and achievement of results. Direct involvement in review of billings, schedule of values, collections, cash flow projections for projects in collaboration with your direct reports for all projects over $500k. Ensure good practices for these same tasks on projects under $500K through supervision of your direct reports.  Ensure profitability and cash flow needs are met for all projects within your team.
• Business Plans - Lead the development, implementation, and ongoing evaluation of the office/area/region business plan(s) for your assigned business unit(s) in collaboration with Construction, Facility Service, and other key stakeholders in your office/area/region; regularly assess performance against the plan and adjust strategies and priorities based on evolving business conditions, market opportunities, and organizational needs.
• Succession Planning - Hire, develop and ensure adequate leaders are prepared, trained, and in place within your teams to meet the 5-year goals.  Develop and maintain a future state organization chart for Construction Sales leadership that is tied to the 5-year financial growth plan(s) and will ensure leaders are prepared, trained, and in place to meet 5-year goals and will mitigate risks associated with leadership planned and unplanned departures. Actively develop future Business Unit Leaders and Project Managers by recruiting internal and external candidates.
• Risk - Monitor, mentor and train direct reports on contract review, credit, cash flow, technical, estimating, scope-of-work and safety risk analysis to ensure viability and protection of the business unit and organization. Determine what work ACCO pursues and does not pursue within your assigned area(s). Establish project capture markup strategies and profit margins to optimize business unit profitability.
• Culture - Champion corporate culture, values, initiatives, ethics and objectives. Utilize the overarching corporate culture and values; integrate corporate functions (e.g., Safety, Purchasing, Human Resources, Risk Management, Accounting, etc.) and actively reinforce the desired corporate culture and values. Lead by example and clearly define expectations for the team. Build and achieve trust with your group and all other departments.
• Strategy - Drive business unit growth and profitability by developing strategic plans, optimizing product lines, strengthening executive customer relationships, and evaluating target markets to consistently deliver customer value and expand ACCO’s market presence.
• Recruiting, Retention, and Training - Develop and execute a recruiting, retention, and training strategy that conforms to corporate objectives and is applicable to regional and local needs, working closely with direct reports, Business Unit Leaders, and Human Resources to define, develop and monitor progress as it relates to the 5-year business plan and succession plan. Increase Project Management skills including manpower loading, cost to complete analysis, document management and estimating skills within the group and hire top talent for needed leadership roles. Create, communicate, and implement training programs and career progression for Project Management staff. Lead periodic (monthly minimum) sales meetings that speak to project opportunities, changes in the marketplace and associated training/information transfer topics. Coordinate these meetings between other regions outside your responsibility to provide collaboration of groups. Continue Project Management training by engaging and working closely with the Director, Project Management.
• KPIs - Define and track key performance indicators (KPIs) and critical business issues (CBIs) for the region to ensure adequate growth and monitoring trends.
• Collaboration - Success requires collaboration with local Facility Service leadership in your region to be able to provide the customer with the best team and approach to their project. This involves both Construction and Facility Service sales and operational facets to achieve the “one ACCO” culture. This will lead to increased success in both Facility Service and Construction and will help with choreographing linkage for renewable service and retrofit opportunities. Participate, and sporadically lead, combination Facility Service and Construction sales management meetings.
• Acquisitions - Participate in the acquisition efforts when directed by your supervisor.
• Other tasks, duties and responsibilities as assigned by your supervisor.

Position Requirements (Work Experience, Skills, Licenses, etc.): 

• Demonstrate leading by example, showing accountability and integrity in all interactions with internal and external stakeholders.
• Strong leadership and team development skills to create a team culture of empowerment with clearly defined roles and responsibilities demonstrating respect for all team members and their individual preferences.
• Active listening - Encourage ground-up input to better improve the business from an internal and external standpoint.
• Humility and self-awareness - Communicate and behave in a manner that inspires your team to push boundaries and develop their skill set and decision making.
• Experience in the estimating and sales of new small, medium and large projects including high-rise construction in all markets that ACCO participates.
• Expertise in understanding financial reporting.
• Solid, proven skills in business, accounting principles along with industry technical know-how.
• Excellent oral and written business communication skills, including the ability to listen proactively.
• Proficient in Microsoft Office (Word, Excel, PowerPoint) and Google (Gmail, Docs, Sheets, etc) software suites.

Education and Experience:

Required: 

• Bachelor’s degree in Engineering, Construction Management, Business, or other similar discipline
• 15 or more years of proven track record in sales, sales management or operational leadership within your assigned product(s). Minimum of 5 years of experience within ACCO or one of its subsidiaries
• Valid driver’s license in your state and ability to operate a motor vehicle in accordance with ACCO’s fleet handbook while utilizing your personal vehicle or ACCO pool vehicles to conduct ACCO business.

Desired: 

• Affiliation with local trade groups, business development groups, and community organizations (ACE, SMACNA, MCA, ASHRAE, DBIA, ESOP Associations, etc.) within your geography.
• Proficient in the following business software platforms; Smartsheet, Zoom, Bidtracer, JDE, Oracle HCM, Data Bricks, Power BI).
• Proficient in the following AI agents; Gemini
• First Aid and CPR/AED Certified
• Master’s in Business Administration (MBA)
• PE License and LEED Accreditation

ACCO Competencies:

• Proactivity/Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one’s level/position and with minimal supervision.
• Perseverance: Shows wherewithal to fight for difficult goals despite challenges and to bounce back from adversity.
• Motivation/Dedication: Commits to excellence in pursuing unselfish goals. Initiates action with collective goals, takes responsibility, and shows personal humility.
• Technical Curiosity/Willingness to Learn: Interest in seeking out new experiences, knowledge, and candid feedback; demonstrating an openness to learning and change.
• Insight: The ability to gather and make sense of information that suggests new possibilities.
• Engagement: Shows a knack for using emotion and logic to communicate a persuasive vision and connect with people.
• People Skills: Is approachable and gains the mutual trust and respect of others. Understands people’s strengths & weaknesses and actively seeks to understand other perspectives.
• Communication: Fosters open, honest, candid and respectful communication. Effectively assesses, defines and communicates issues in a timely manner, both written and verbal.
• Teamwork: The ability to effectively work toward common goals with others by supporting, encouraging, and sharing information in an authentic and approachable manner.
• Big Picture: Understands and contributes to the organizations’ short- and long-term business strategy. On a personal level has independently developed a vision for short- and long-term career success.
• Problem-Solver: Ability to identify, analyze, and solve problems in support of personnel, group, department, or organizational objectives.
• Execution: Effectively takes a vision and translates into action by including the right people. Identify and remove barriers, when possible, to achieve results. Demonstrates appropriate compromise, effective time management, prioritization practices and holds team members (including themselves) accountable for their performance/conduct.
• Professionalism: Respectfully observes and challenges the status quo with intent for improvement. Can take direction, accept feedback, and take full responsibility for their actions. Lead by example through positive influence and ethical leadership with consideration of the entire organization.

Job Responsibility Level:

People manager with direct reports

Travel Requirements:

Travel required 5-25% of the time to other office locations.

Hours: 

This is an exempt position. Workdays are scheduled from Monday through Friday. Typically, work hours begin and end between 7:00 am and 5:00 pm as scheduled with the position's supervisor. Work outside of regular hours may occasionally be necessary to meet business needs.

Physical Demands:

(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Must frequently lift and/or move up to 15 pounds and occasionally lift and/or move up to 35 pounds.
• Specific vision abilities required by this job include close vision and ability to adjust focus.
• Prolonged sitting.
• Frequently required to reach with hands and arms.
• Occasionally required to stand; walk and stoop, kneel, crouch.
• Valid driver’s license in your state and ability to operate a motor vehicle in accordance with ACCO’s fleet handbook while utilizing your personal vehicle or ACCO pool vehicles to conduct ACCO business.

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