Description
Commercial Director- Electrical Sales
Department: ICC-ES Electrical
Location: Remote
Reports To: VP of Electrical Services
FLSA Code: Exempt
Position Summary:
The Electrical Division has been created to deliver a faster, more transparent, high-integrity alternative in the Electrical Testing, Inspection & Certification (TIC) ecosystem. This role is a high-ownership, growth-obsessed with a purpose to build pipeline, win strategic accounts, and establish ICC-ES Electrical as a credible, preferred partner for manufacturers, integrators, and innovators. This is a builder role.
The Commercial Director – Electrical Sales & Growth is responsible for building enterprise credibility and a scalable, repeatable revenue architecture for the ICC-ES Electrical Division’s North American expansion.
Reporting to the Vice President – Electrical Services, this role translates the Division’s global growth strategy and the VP’s vision into structured commercial execution.
This position will lead enterprise account penetration, margin-protected revenue growth, multi-year framework development, and strategic partnership expansion within EV infrastructure, energy storage systems (ESS), microgrids, and advanced electrical automation.
The Commercial Director will ensure the Division evolves from a start-up initiative into a recognized, enterprise-grade execution partner across North America.
Essential Functions:
- Establish business in areas of Non-accredited services: Global Concierge Services, Training, Compliance Readiness Review (Gap Analysis), European Directive.
- Partner with the VP – Electrical Services to execute the Division’s 3-year global growth strategy across North America.
- Institutionalize enterprise-level commercial governance, including CRM discipline, forecasting accuracy, and structured reporting.
- Develop and execute an integrated US and Canada sales strategy aligned with divisional objectives.
- Identify, prioritize, and penetrate Tier 1 OEM and system integrator accounts.
- Secure approved vendor status and multi-year framework agreements with priority enterprise accounts.
- Design and implement repeatable revenue generation processes and strategic account planning.
- Establish pricing architecture and margin guardrails to protect gross profit and long-term profitability.
- Lead executive-level relationship development across engineering, procurement & operations
- Build sustainable recurring revenue streams and long-term strategic partnerships.
- Align commercial commitments with operational capacity to ensure delivery excellence.
- Mentor and scale future commercial team members as the Division grows.
- Focus on Certifications (Ordinary, Hazardous locations, Consumer Electronics, European Directives services) and Inspections: Field Evaluations and Special Inspections to NEC and SPE 1000, and other Third-Party inspection services)
- Ability to travel both nationally and internationally up to 60% of the time
Secondary Functions:
- Develop referral partnerships with:
- Accredited labs / test facilities (when customers need testing capacity),
- Compliance consultants, project integrators and engineering design firms,
- Industry associations and event organizers,
- Strategic manufacturers and OEM ecosystems.
- Represent ICC-ES Electrical at key trade events and industry forums (e.g., IAEI-related forums, electrical manufacturing shows, sector conferences).
- Build credibility through thought leadership: customer briefings, webinars, and technical-sales content in partnership with the technical team.
- Solutions Selling (TIC / Conformity Assessment)
- Position ICC-ES Electrical services (e.g., certifications, Compliance Readiness Reviews, factory/field services, special inspections/field evaluations where applicable) with clarity.
- Assist in translating standards and compliance needs into customer value with the help of Technical expertise within ICC-ES: reduced risk, speed to market, fewer test failures, fewer redesign loops.
- Coordinate with technical leadership to shape scopes of work, timelines, test plans, and certification routes.
- Performs other related duties as assigned
Essential Skills and Education/Experience:
- Bachelor’s degree in Business, Engineering, Energy Systems, or Diploma with relevant experience in the related field (MBA preferred).
- 12+ years of enterprise B2B commercial leadership experience.
- Proven success selling into Tier 1 automation, energy, or industrial OEMs.
- Demonstrated experience building or scaling commercial functions within growth-stage or expanding organizations.
- Strong track record of securing complex, multi-stakeholder enterprise agreements and multi-year contracts.
- Experience developing recurring revenue models and strategic partnership frameworks.
- Deep understanding of EV infrastructure, energy storage systems (ESS), microgrids, or industrial automation markets.
- Experience managing cross-border sales strategies (United States and Canada preferred).
- Strong financial acumen with emphasis on margin management, pricing discipline, and EBITDA impact.
- Executive presence with the ability to influence senior stakeholders and build long-term enterprise credibility.
- Builder mindset with demonstrated accountability and ownership.
- Experience launching a new territory, product line, or business unit from early-stage growth to scale.
Performance Metrics (Sample KPIs)
- Monthly bookings and revenue growth
- Pipeline coverage ratio and pipeline velocity
- Tier 1 & 2 Vendor Approvals
- Gross Margin Discipline
- Strategic Account Plans
- EBITDA Contribution
- Win rate by segment/service line
- Average sales cycle time
Physical Requirements:
- Ability to travel and attend conference and trade shows.
- Ability to sit for extended periods while working at a computer or desk
- Manual dexterity for typing, filing, and handling office equipment
- Ability to lift and carry up to 20 pounds occasionally (e.g., office supplies, documents)
- Visual acuity to read printed and digital materials
- Auditory ability to communicate effectively in person and overthe phone
- May need to climb stairs in multi-level office building
Environmental Conditions:
- Must be able to work in standard office environment with artificial lighting and climate control
Disclaimer:
This description is not an exhaustive list of all responsibilities, duties, and skills required. The company reserves the right to change or add duties to this position as business needs require.
International Code Council offers a competitive starting salary and comprehensive benefits package that includes paid vacation and sick time, health/dental/vision insurance, 401k with generous company match immediately vested, company paid basic life insurance, short-term and long-term disability coverage. Additional voluntary benefit offerings are available such as critical illness insurance, flexible spending accounts, and pet insurance.
International Code Council provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, citizen status, religion, ancestry, national origin, age, disability, sex, marital status, military status, pregnancy, sexual orientation or any other basis prohibited by applicable federal, state or local employment laws or regulations in every location in which the company has facilities.
Employee Acknowledgement:
I acknowledge that I have received, read, and understood the job. I understand the responsibilities, duties, and expectations outlined, and I agree to perform the role to the best of my ability. I also understand that this job description may be revised at any time by the company, and I will be notified of any such changes.
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Employee Signature Date
