Company Overview
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.
Position Summary
Upchurch is building a more disciplined, connected, and repeatable commercial operating system. The Sales Excellence Administrator is the operating partner to the Chief Market Officer who keeps that system organized, current, visible, and moving.
This enterprise-facing role supports Upchurch’s commercial growth program — a coordinated approach to market strategy, sales process, leadership cadence, and performance insight. The successful candidate brings order to sales forecasting, account planning, customer coverage, commercial meetings, growth initiatives, sales standards, and performance reporting. This is not a quota-carrying sales role; it enables leaders and sellers to work from a shared commercial rhythm, consistent information, and clear accountability.
The Sales Excellence Administrator has meaningful responsibility for administration, coordination, analysis, and visibility. The role supports leaders and their decisions; it does not independently set commercial strategy, sales targets, pricing, contract terms, forecast commitments, account ownership, or line-of-business authority. Success comes from making the right information, standards, and follow-through visible and easy to use.
Key Responsibilities
Administer the sales excellence operating system
• Serve as the day-to-day administrator of the Sales Excellence program — the practical operating routines, sales resources, templates, and reference material that help commercial teams work consistently.
• Maintain the annual and quarterly commercial workplan, initiative calendar, action register, decision log, and leadership-ready operating views.
• Turn CMO direction into practical meeting materials, workback plans, owners, due dates, and reliable follow-up.
• Identify process gaps, data-quality concerns, overdue commitments, and unowned actions; present clear next-step recommendations to the appropriate leader.
Strengthen forecast, pipeline, and performance discipline
• Support accurate forecast administration by organizing and reconciling approved CRM, finance, ERP, and line-of-business reporting sources.
• Prepare forecast-review rollups, variance analysis, exception lists, dashboards, and meeting materials covering hard backlog, soft backlog, pipeline, priority pursuits, and planned revenue/profit contribution.
• Help leaders inspect opportunity stage, probability, value, timing, owner, next step, risk, and information quality before forecast commitments are presented.
• Work with Finance and commercial leaders to clarify missing, stale, conflicting, or potentially duplicative information, while preserving source references and reporting discipline.
• Support commercial inputs for large-project and executive reviews as directed by the CMO, maintaining source clarity and evidence traceability.
Advance enterprise account management and cross-selling
• Administer the Strategic and Key Account program, including account designation support, account-lead and executive-sponsor records, account-plan cadence, review readiness, and follow-up actions.
• Maintain enterprise account maps that show customer relationships, service/solution penetration, relationship holders, next opportunities, buyer influence, sponsorship, and cross-line-of-business opportunity.
• Prepare strategic-account and customer-growth reviews focused on profitable growth, customer outcomes, relationship risk, and accountable next actions.
• Coordinate cross-selling opportunities among relevant lines of business while respecting established customer relationships and commercial ownership.
Maintain sales process resources and enablement
• Maintain current commercial sales resources, including account-planning tools, go/no-go guidance, qualification references, conversation-planning tools, and large-project commercial practices.
• Coordinate reviews, updates, approvals, version history, access expectations, and the retirement of superseded materials with document owners and the CMO.
• Build practical adoption tools — checklists, agendas, templates, facilitation guides, quick-reference sheets, and training logistics — that help teams apply approved practices in their normal work.
• Track enablement participation, field feedback, methodology adoption, and requested improvements; recommend updates through the appropriate governance path.
Run the management cadence and continuous improvement loop
• Plan and facilitate the administrative backbone of cross-line-of-business sales meetings, forecast reviews, strategic-account reviews, and CMO-led Sales Excellence forums.
• Prepare agendas, pre-reads, dashboards, decisions, action lists, and post-meeting follow-up; keep owners and due dates visible until actions are completed, re-scoped, or formally closed.
• Coordinate “One Upchurch” collaboration topics, customer wins, lessons learned, and cross-selling stories so they produce useful action rather than one-way updates.
• Maintain simple operating rules for field completeness, report refreshes, metric definitions, source references, and record ownership.
• Recommend practical CRM, SharePoint, Monday.com dashboard, or workflow improvements that reduce manual effort while preserving information quality and traceability
Required Qualifications
• 7+ years of progressively responsible experience in sales operations, commercial operations, revenue operations, business planning, strategic-account support, executive administration, or a similar business coordination role.
• Demonstrated ability to manage a complex operating rhythm: recurring reviews, agendas, pre-reads, action registers, dashboards, and follow-up across multiple senior stakeholders.
• Strong working knowledge of CRM reporting, Excel or similar analysis tools, PowerPoint/Google Slides, and collaboration/document-management tools.
• Ability to interpret commercial data such as pipeline, forecast, backlog, revenue, margin, probability, customer exposure, and action status.
• Exceptionally strong organization, written communication, meeting facilitation, prioritization, professional discretion, and follow-through.
• Proven ability to work constructively across functions, build trust, and raise incomplete information professionally.
Preferred Qualifications
• Experience supporting a construction, mechanical/electrical contracting, critical-environment/data-center, industrial, technical B2B, professional-services, or multi-line-of-business commercial organization.
• Experience with enterprise account management, strategic account planning, cross-selling programs, opportunity qualification, or sales-methodology adoption.
• Experience working with CRM and ERP data, SharePoint, Monday.com, business-intelligence dashboards, or controlled document libraries.
• Familiarity with General Contractor, owner, channel/partner, or complex-project commercial environments.
• Degree in business, analytics, operations, communications, or a related field; equivalent relevant experience is valued.
Benefits:
Competitive pay based on experience.
Health, dental, and vision insurance.
Paid time off and holiday pay.
Opportunities for professional development and certification assistance.
Equal Employment Opportunity:
Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.