BPM Central Sales Director

McGraw-Hill Construction, a division of The McGraw-Hill Companies, connects people, projects and products across the design and construction industry. From project and product information to industry news, trends and analysis, we provide industry players with the tools, applications and resources that help them save time, money and energy. Backed by the power of Dodge, Sweets, Architectural Record, Engineering News Record (ENR), and our Regional Publications, McGraw-Hill Construction serves more than one million professionals within the $4.0 trillion global construction community.



This position will be responsible for recruiting, developing and directing staff members including Account Managers and Sales Coordinators who are focused on providing product solutions to customers and prospects in the BPM marketplace. This position is critical to the achievement of the BPM's strategic and financial goals and will oversee selling all McGraw-Hill Construction solutions to a customer/prospect base. This position is responsible for achieving revenue goals and other sales-team objectives for the region.

Other responsibilities include but not limited to:



Achieve and maintain appropriate staffing levels for region, and appropriately size territories and/or account assignments for individual account managers


Coach, counsel and develop team members to ensure they reach their revenue targets and achieve their assigned goals


Creation and development of tactical sales plans


Accurately report sales activity and revenue forecasts


Development of implementation of programs to achieve desired daily and monthly sales results.


Management and reporting of revenue targets as pertains to this effort


Participation in selling to key strategic accounts. This includes involvement in pre-call strategy development as well as in the development of presentations. It is also critical that the Director attends and participates in key sales calls.


Manage and drive the process of meeting specific budgets and targets working as a strategist, coach and manage.



This position can be based in Detroit, MI; Cleveland, OH; Columbus, OH; Cincinnati, OH; or Pittsburgh, PA.

Job Requirements

The selected applicant will satisfy the following qualifications:




Bachelors Degree or equivalent


12-15 years of sales experience; 5+ years sales management experience


Demonstrated ability to coordinate multiple product offerings into enterprise solutions


Proficiency in developing accurate, detailed, and easy to understand sales reports


Proficiency in windows based applications and contact management software


Individuals with experience in building products or the construction industry strongly preferred


Must be able to understand customer problems and correctly interpret requirements to implement a solution strategy and propose MHC products to meet the client's need. These problems may be complex due to the size and scope of the customers/prospects.


Understanding the full spectrum of MHC products and services.


Must be able to enlist the assistance of appropriate product specialist or support to assist in presenting products to meet customer needs.


Must be able to demonstrate credibility with key customer/prospects and develop strategies that will give us the competitive advantage by utilizing integrated solutions based programs involving the full spectrum of products and services.