The Director, Pre-Construction Sales will have a passion and pro-active mindset for building sustainable relationships with clients, by developing a deep understanding of core needs and objectives both short and long-term. This role will use customer insights, market data and a deep understanding of industry trends to create forward-thinking sales strategies. Reporting to the Vice President, Pre-Construction Sales, the Director, Pre-Construction Sales leads the development and conversion of qualified opportunities into profitable, executable contracts aligned with the company’s modular delivery capabilities and growth strategy. The role owns assigned accounts and pursuits, coordinates cross-functional pre-construction activities, and supports public-sector market development, private-sector diversification and approved international expansion. The Director also assumes progressively delegated responsibility for sales planning, pursuit governance, team development and executive reporting.
Key Responsibilities
- Develop and execute sales and account plans for assigned markets and clients, with accountability for signed contracts, booked gross margin, qualified pipeline and conversion targets.
- Conduct market, customer and competitive research to identify opportunities and client priorities, and translate insights into differentiated positioning, pricing recommendations and growth plans.
- Lead public-sector account development across Canada, tracking anticipated projects, funding readiness, procurement routes and qualification requirements, in compliance with procurement integrity and communication rules.
- Build strategic relationships with clients, public agencies, general contractors, developers, architects, engineers and delivery partners, and recommend the appropriate route to market (prime contractor, modular subcontractor or partnered pursuit).
- Lead opportunity qualification and bid/no-bid recommendations based on strategic fit, project readiness, probability of award, modular suitability, target margin, pursuit cost, capacity and risk; obtain required approvals and escalate exceptions.
- Lead assigned pursuits through prequalification, proposal development, client presentations, site visits and facility tours, negotiation and contract execution, coordinating cross-functional inputs, schedules and pursuit budgets.
- Collaborate with Design, Engineering, Estimating, Manufacturing and Construction to develop feasible, repeatable volumetric modular solutions, clarifying design responsibilities, design-freeze milestones, factory and site scope, transportation and installation.
- Develop pricing and commercial terms with Finance, Legal and Operations, covering scope, exclusions, allowances, escalation, payment milestones, bonding and security, warranties and risk allocation; negotiate within delegated authority.
- Align anticipated awards with engineering, procurement, manufacturing and site capacity, and flag conflicts that could affect schedule, production mix or profitability.
- Maintain accurate CRM records and evidence-based forecasts, and report pipeline quality, order intake, margin, slippage and material risks to the Vice President and executive team.
- Support private-sector diversification and approved international expansion by assessing priority markets, clients and partners, and coordinating review of funding, local standards, logistics, currency, tax, payment security and contract requirements.
- Lead documented contract-to-delivery handovers and apply win/loss reviews and project outcomes to improve qualification, pricing and pursuit strategy.
Qualifications
- 10+ years of progressively responsible experience in business development, strategic account management, pre-construction or complex project sales within modular, institutional or commercial construction, or a related engineered-solutions business, with a track record of converting opportunities into profitable contracts.
- Proven end-to-end pursuit experience, including opportunity qualification, bid/no-bid recommendations, proposal strategy, pricing coordination, commercial negotiation and contract handover.
- Demonstrated success pursuing Canadian public-sector infrastructure opportunities, including prequalification, RFQs, RFPs, evaluation criteria and compliant client engagement.
- Ability to assess market demand, client business plans, project funding and competitive positioning across public and private markets, and translate findings into sales strategies and account and pursuit priorities aligned with business goals.
- Strong commercial and financial literacy, including the ability to interpret estimates, margin and contingency assumptions, payment milestones, cash-flow implications, bonding and security requirements, and material contract risks.
- Working knowledge of volumetric modular or industrialized construction, including design standardization, factory and site interfaces, design release, production capacity, transportation and installation, and their implications for scope, pricing and schedule.
- Influential leader experienced in leading cross-functional pursuits across estimating, design, engineering, manufacturing, construction, finance and legal; builds trust, resolves competing priorities and presents clear recommendations to senior management.
- Ability to manage multiple priorities under pressure and advance long-cycle opportunities through defined decision milestones, with disciplined follow-up, on-time proposals and adherence to qualification standards and approvals.
- Experience coaching sales or pre-construction team members and building repeatable sales processes; direct people-management experience is preferred.
- Excellent written, verbal and presentation skills in English, with proficiency in CRM-based opportunity management and forecasting, Excel for commercial analysis, and PowerPoint and Word for executive presentations and proposals.
- Asset: experience developing private-sector accounts, entering new geographic markets or establishing international delivery partnerships.
Competencies for Success
- Relationship Management: ability to build relationships at all levels, and across teams as a trusted advisor, with strong self-awareness.
- Adaptive Thinking: applies critical thinking coupled with sound analysis and judgement to evaluate ideas, strategies and outcomes.
- Strategic Orientation: Business acumen and ability to understand the drivers, financials, variables and underlying business models our organization utilizes to generate a profit and drive toward being a sustainable organization. Able to anticipate emerging issues or outcomes based on experience and critical thinking.
- Risk Orientation - Assessment and Mitigation Skills: demonstrates sound judgement in making decisions involving complex information and dynamic situations which complements business performance. Is curious and innovative.
- Character Based Leadership: Leads with integrity, humility and transparency, courage, drive and passion.
- Building High Performing Teams: delivers results by empowering people and creating a positive and safe work environment.
Join Fero and Build Your Future
At Fero, we believe your career should be more than a job - it should be a journey of growth and opportunity. We offer an environment where continuous learning and professional development go hand-in-hand with competitive compensation, comprehensive benefits, and programs designed to support your overall wellbeing.
Our Company Perks!
- Base salary
- 4 weeks paid vacation, plus 5 Fero Care Days annually.
- Full Health Benefits
- Group Retirement Savings Program
- Your Professional association fees relevant to your role are reimbursed.
- Opportunity for meaningful growth, both personally and professionally, where your unique background and experience is welcomed and valued.
Diversity and Inclusion Matter to Us We’re proud to be an equal opportunity employer committed to creating a workplace where everyone feels valued and respected. Guided by the Ontario Human Rights Code, we welcome individuals from all backgrounds and encourage applications from underrepresented communities. Your unique perspective helps us innovate and thrive.
Accessibility for All Fero is dedicated to meeting the goals of the Accessibility for Ontarians with Disabilities Act (AODA). We ensure timely accommodations and an inclusive experience for all candidates. If you require any assistance during the application process, simply let your recruiter know - we’re here to help.
How to apply: Ready to take the next step in your career? We encourage you to apply promptly to ensure your application is considered. This posting is in relation to a new position. Please note: only selected candidates will be contacted for the next steps in our hiring process.
AI Disclosure Statement
As part of our recruitment process, we use AI-enabled tools to assist with tasks such as screening applications and assessing job-related qualifications. These tools are designed to support efficiency and fairness; however, all hiring decisions are reviewed and confirmed by human recruiters to ensure accuracy and equity.
