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Vice President, Commercial Sales

Lunenburg, MA, US, 01462

PJ Keating Co



Job ID:  267960


P.J. Keating Company, a CRH company, is a leading manufacturer of aggregate and HMA products and Paving and Construction in Massachusetts and Rhode Island.  We operate aggregate and Hot Mix Asphalt (HMA) production facilities in Acushnet, Dracut, and Lunenburg, Massachusetts as well as Cranston, Rhode Island.  Our modern facilities, veteran paving crews, experienced construction management team and large investment in plants and equipment make us one of the largest and most efficient producers in the state of Massachusetts as well as one of only two RIDOT approved stone suppliers in the state of Rhode Island. 

Are you looking for opportunities and benefits of a large corporation with a small company feel? Then P.J. Keating Company and CRH is the company for you! If you’re up for a rewarding challenge, we invite you to take the first step and apply today!


Position Overview

The VP Commercial Sales is a key member of P.J. Keating’s senior management, responsible for leading the commercial strategy and sales team for the sales of aggregates, hot mix asphalt, and other products.  The VP will spearhead development of the company’s commercial strategy and then lead the commercial team to drive profitable sales growth and deliver exceptional customer service, while interacting and collaborating with other senior managers and teams within the organization. The VP will achieve the goals by performing directly or through team delegation and leadership.


Key Responsibilities

  • Maintain and develop key relationships with appropriate levels of major customers to assure we are meeting the current and future needs of these key partners.
  • Business Strategy – Participate in developing P.J. Keating’s business strategy
  • Commercial Strategy – Lead the development and implementation of commercial strategy and associated action items which maximize P.J. Keating’s profitability and ensure alignment with P.J. Keating’s overall business strategy and goals
  • Annual Targets – Identify and successfully achieve annual commercial targets at plant, product and customer levels
  • Build sales infrastructure - Create efficient organizational structure and select team members
  • Develop sales team capabilities - Identify and implement training and development plans for individuals and teams including product knowledge, business knowledge, career path
  • Implement and manage Performance Management process - Monthly and quarterly team and individual metrics, including key account, volume, price and collection targets
  • Produce and communicate accurate and timely sales progress updates, backlog, forecast and market intel summary for senior management team and other business leaders and take appropriate action
  • Process improvement – focus on opportunities for continuous improvement or processes and procedures which improve customer service and reduce costs
  • Communication - Clearly communicate and create ongoing update of strategy, targets and progress to all internal teams and stake holders
  • Other duties as may be assigned



  • Business Insight – Applying knowledge of busines and the marketplace to advance the organization’s goals.
  • Drive for Results – Consistently achieving results, even under tough circumstances.
  • Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations.
  • Develops Talent – Developing people to meet both their career goals and organizational goals.
  • Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.
  • Courage – Stepping up to address difficult issues, saying what needs to be said.
  • Dealing with Ambiguity



To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.




  • Bachelor’s Degree, in engineering or sales
  • Minimum 10 years sales leadership
  • Previous experience in construction material sales is strongly preferred


Knowledge/Skill Requirements

  • Ability to lead and inspire other
  • Strong business acumen and understanding of the interdependencies within the organization
  • Ability to promote and demonstrate customer focus and develop approaches to meet their needs
  • Ability to clearly define responsibilities and expectations and hold team accountable with a hands on approach
  • Ability to identify and resolve problems in a timely manner
  • Ability put the success of team above own interests
  • Ability to negotiate skillfully in tough situations with both internal and external groups, with peers and senior management
  • Highly developed oral, verbal and written communication skills
  • Ability to perform under deadline pressure


Work Environment

  • Standard office environment
  • Fast-paced with deadlines
  • The noise level in some areas of the work environment may be moderate



What CRH Americas Offers You


  • A culture that values opportunity for growth, development and internal promotion
  • Highly competitive base pay
  • Comprehensive medical, dental and disability benefits programs
  • Group retirement savings program
  • Health and wellness programs


About CRH Americas


CRH Americas has a long and proud heritage as one of North America’s largest corporations. We are a proud reflection of the hundreds of family businesses, local and regional companies and mid to large sized enterprises that together form the CRH Americas family. CRH Americas operates with a decentralized, diversified structure, letting you work in a small company environment while having the career opportunities of a large enterprise.


CRH Americas is a great place to grow! If you’re up for a rewarding challenge, we invite you to take the first step and apply today! Please complete your online application and profile which will be sent directly to the appropriate Hiring Manager. Thank you for your interest in the CRH Americas family!


P.J. Keating Company is an Affirmative Action and Equal Opportunity Employer.

 EOE/Vet/Disability--If you want to know more, please click on this link


Date Posted:  Mar 31, 2021

Nearest Major Market: Worcester

Job Segment: Executive, VP, Performance Management, Business Process, Management, Sales, Human Resources