Director of Facilities Service Sales

Job DescriptionJob Description:Job Summary Company Elevate Service Group Inc. (TSXV: SERV) Location Greater Toronto Area, Ontario — hybrid Reports to Head of Sales & Business Development Travel Regular travel across Canadian operating company markets and customer sites Scope National — facilities service sales, national accounts, and team leadership About Elevate Service Group Elevate Service Group is building Canada's leading integrated facilities management and essential commercial services platform. Through six operating companies — Infinity Group Construction, First Choice Maintenance, Charged Electric Services, Think Green Solutions, JJ&A Mechanical, and TFI Food Equipment Solutions — Elevate delivers electrical, plumbing, mechanical and HVAC, lighting and energy solutions, grease trap and drain care, general repair and maintenance, renovations and build-outs, preventive maintenance, capital asset management, and foodservice equipment service to multi-location customers across the country. The platform has scaled to approximately $90 million in pro forma annualized revenue with an in-house technician base of 130-plus and continues to add capability through disciplined acquisition. The commercial thesis is straightforward. Most facility owners and operators manage dozens of vendors across trades, banners and regions — with inconsistent service, no portfolio-level visibility, and administrative cost buried in every invoice. Elevate consolidates that spend under one accountable provider, one point of contact, and one technology, analytics and dispatch platform. That thesis only becomes revenue if someone sells it. That is this role. The Opportunity The Director of Facilities Service Sales owns growth of Elevate's facilities services business—the multi-trade side of the platform covering electrical, plumbing, mechanical and HVAC, lighting and energy, general repair and maintenance, construction and project work, and planned maintenance programs. This is a player-coach role. You will carry a personal number and lead the largest and most complex pursuits yourself, while managing and developing a team of two facilities sales representatives. At this size, the team follows what you do in market — not what you present in a pipeline review. The mandate has four parts: 1. Win net-new business personally — with particular focus on multi-location, regional and national accounts where Elevate can consolidate multiple trades under one provider. 2. Grow what we already have — systematically penetrating existing accounts with the facilities services they currently buy from someone else. 3. Lead the team — two reps today, with territory design, quota, coaching and performance management as your direct responsibility, and a view on what the team needs to look like as the business scales. 4. Build the discipline — pipeline standards, account planning, CRM hygiene and forecast accuracy — so growth is repeatable rather than dependent on any one seller. You will work across six operating companies with distinct brands, founder-operators and customer relationships. Inside your team, you have authority. Across the platform, you will need influence. KEY RESPONSIBILITIES New Business Development Carry and deliver a personal new-business target alongside the team's and build a qualified national pipeline of accounts that fit Elevate's multi-trade, multi-location profile. Lead outbound prospecting personally and set the standard for it — built target account lists, mapped decision makers, disciplined outreach cadence, and consistent conversion of first meetings into scoped opportunities. Qualify rigorously against strategic fit, margin potential, recurring-revenue content and Elevate's ability to deliver — and disqualify early rather than carrying work that will not perform. Maintain pipeline coverage against target (typically 3x or better) across yourself and the team, with honest stage discipline, realistic close dates, and clearly identified next actions. Represent Elevate at the industry associations, trade shows and customer events that reach facilities, procurement and operations, and buyers. National & Multi-Location Account Development - Primary Mandate Identify, prospect, develop and close regional and national accounts where Elevate can consolidate multiple facility and technical services under a single provider, replacing fragmented trade-by-trade, region-by-region vendor rosters. Build and own a written account plan for every national target and every existing national account: site count and geography, incumbent vendors and contract expiry dates, spend by trade, whitespace by service line, the decision making map, and a named path to expansion. Develop senior relationships across the full buying group rather than relying on a single champion — Facilities and Facility Operations, Store and Restaurant Operations, Procurement and Supply Chain, Real Estate, Construction and Development, Asset and Capital Management, Engineering and Maintenance, Energy and Sustainability, Risk and Compliance, and Finance. Lead RFP, RFQ and RFI responses end-to-end: qualify the opportunity, assemble the internal team, shape the commercial and service model, and own the narrative, pricing strategy and submission quality alongside operations and finance. Build strategic proposals and business cases that quantify value in the customer's own terms — total cost of facility ownership, vendor and invoice consolidation, response and resolution times, first-time fix rate, equipment uptime and asset life, compliance and portfolio reporting. Negotiate master service agreements, national rate cards, service level agreements and multi-year contracts, balancing win probability against margin, escalation terms, liability and operational deliverability. Structure and win pilots — a region, a banner, a single trade — with explicit success criteria and a pre-agreed path to expansion, then convert proven pilots into broader regional and national programs. Expand existing national relationships by adding trades, geographies, banners and sites, and by shifting reactive, transactional work toward contracted planned maintenance. Coordinate service consistency, pricing integrity and reporting across every location of a national account, so the delivered experience matches what was sold. Maintain a working view of competing national facilities providers, their contract positions and renewal timing, and target accordingly. Leading the Facilities Sales Team Directly manage two facilities sales representatives — territory design, target setting, account assignment, and day-to-day performance. Lead from the field. Joint calls, live discovery, proposal reviews, and post-call debrief do more for a two-person team than any dashboard. Run a consistent weekly operating rhythm: pipeline review, deal strategy, forecast call and account planning, with clear preparation expectations on both sides. Set and hold explicit activity and outcome standards — prospecting cadence, meeting volume, pipeline coverage, proposal quality, win rate and close discipline. Manage performance honestly: document expectations, address underperformance early and directly, and invest disproportionately in the reps who are producing. Build and maintain the toolkit the team runs on — qualification criteria, discovery frameworks, proposal and pricing templates, case studies, reference lists and value calculators. Recruit, onboard and ramp additional representatives as the facilities business scales, and hold a considered view of what the team should look like in twenty-four months. Be the escalation point your reps need on pricing, scope, competitive pressure and difficult customer conversations. Existing Account Growth & Cross-Selling Systematically map every material facilities customer against Elevate's full trade catalogue, identify what they buy elsewhere, and convert that spend. Drive trade-to-trade expansion inside accounts — a customer buying electrical should be buying plumbing, mechanical and lighting from Elevate, and the account plan should say when. Work the reverse direction as well: identify facilities services opportunities inside accounts currently held by other Elevate operating companies and earn the internal introductions that open them. Route foodservice and commercial equipment opportunities to TFI Food Equipment Solutions, and partner on bundled pursuits where a customer wants equipment and facilities services under one agreement. Run joint account reviews with operating company leaders to surface expansion opportunities, then hold the organization to the agreed follow-through. Convert one-off project and reactive work into recurring, contracted programs — preventive maintenance, planned asset replacement and multi-year service agreements. Protect the base: manage renewals well ahead of expiry, monitor at-risk accounts, and lead commercial recovery when service escalations threaten revenue. Strategic Relationship Management Act as the senior commercial relationship owner for Elevate's most important facilities customers, staying close enough to anticipate their needs, capital plans, expansion programs and organizational change. Establish executive-to-executive relationships that survive turnover in the customer's day-to-day contacts — and make sure your reps are building the layer beneath them. Run structured quarterly and annual business reviews built on performance data, savings delivered, service metrics and a forward plan — not a relationship lunch. Build the wider network that generates opportunity: general contractors and developers, property managers and asset managers, engineering and design firms, third-party facility management and integrator firms, franchise groups and banner associations, and referral partners. Feed customer and market intelligence back into Elevate's service strategy, pricing, geographic coverage and acquisition priorities. Commercial Discipline: Forecasting, CRM & Margin Own an accurate rolling forecast for the facilities business, consolidating your own pipeline and the team's. Elevate is publicly listed — forecast reliability is a job requirement, not an administrative chore. Maintain CRM as the single source of commercial truth and enforce the same standard across the team: every account, contact, opportunity, stage, value, close date, next action and competitive position current and clean. Price for margin, not only for the win — labour and material cost, travel and coverage, subcontractor economics, contract escalators, and the difference between revenue booked and contribution earned. Contribute to annual budgeting, target setting, and territory and account coverage planning for the facilities sales function. Track and report the metrics that matter: pipeline coverage and velocity, win rate, average deal size, cost of acquisition, revenue per account, trade penetration, renewal rate, and gross margin by account and service line. Deliver against quarterly and annual new-business, expansion and total revenue targets, personally and as a team. Collaboration with Operating Companies & Operations Partner with operating company leaders and founder-operators to build sales plans that fit each business and earn the internal credibility that makes cross-selling possible. Involve operations early — validate scope, labour availability, geographic coverage, technician capability and subcontractor requirements before committing to a customer. Work with estimating, finance and operations to price and structure deals that are both winnable and deliverable and decline commitments the platform cannot execute well. Hand off won business properly: documented scope, pricing, SLAs, escalation paths, reporting requirements and site lists — and stay engaged through onboarding and the first service cycles. Bring operational and customer data from Elevate's technology platform into the sales conversation and bring field intelligence back into commercial decisions. Surface the trade, coverage and capacity gaps that limit what the facilities business can sell and inform the build versus-acquire discussion. WHAT YOU'LL BE SELLING You are not selling a trade. You are selling multi-trade facilities services — the ability to take work off a customer's plate across every trade, in every location, with one accountable partner: Electrical services — service, repair, installation, upgrades and code work Plumbing, drain care and grease trap service, including preventive programs Mechanical and HVAC service, repair and planned maintenance Lighting and energy solutions — retrofits, LED conversion, efficiency projects and rebate-supported work • General repair and maintenance across the building interior and envelope Construction, renovations, buildouts, remodels and multi-site rollout programs Planned and preventive maintenance programs, and capital asset management • Reactive and emergency service response Technology, analytics, dispatch and reporting that give customers portfolio-level visibility Foodservice and commercial equipment supply and technical service sits with TFI Food Equipment Solutions and is not part of your catalogue. You are, however, expected to recognize the opportunity and route it — many of the strongest facilities relationships begin as an equipment conversation, and the reverse is equally true. Elevate's capability set continues to expand through acquisition. Selling a growing catalogue — and selling into it before it is fully mature — is part of the job. TARGET INDUSTRIES Elevate's capabilities apply wherever a business operates physical facilities with equipment that must keep running. Priority and expansion verticals include: Restaurants, QSR and foodservice — corporate and franchise Retail and multi-site retail, big box and specialty Grocery, supermarkets and food retail Convenience stores, fuel and travel centres Hospitality, hotels and resorts Commercial real estate, property management and REIT portfolios Industrial and manufacturing facilities Warehousing, distribution, logistics and cold storage Automotive dealerships, service networks and fleets Healthcare, clinics, long-term care and senior living Education and institutional facilities Entertainment, recreation, fitness and sports facilities Financial institutions and branch networks Corporate offices and multi-site commercial facilities Transportation facilities — airports, transit, rail and terminals Government, municipal and public-sector facilities Data centres and telecommunications facilities Food and beverage processing and agri-food facilities Pharmacy, personal care and health retail networks Self-storage, car wash and other multi-site franchise networks Elevate is not limited to the verticals it serves today. If you bring relationships into a multi-site sector, we have not yet penetrated, we want to hear about it. Candidate