Updates

• Target profile for sourcing:
  • Bachelor’s Degree
  • Ideal age 35-45
  • Career path clean (longevity in roles / no job hopping)
  • Sales within Commercial Construction/Building Supplies/Aggregates/Tools/Elevator/Foundation/Structure/MEP/Commercial Landscaping/etc. OR Sales in other industry with competency to read construction blueprints
  • Polished / High energy / Strong work ethic / On-the-road
  • Top 10% of Sales professionals
  • Hits standard “want to spend more time with the individual”

Alexis is targeting a relocation to New England at some point in the the near term – she has not lived there previously.  She has spent her entire 12 year career at Hilti, in various sales & commercial positions with recent responsibility for product strategy, go-to-market execution, and cross-functional alignment. She brings a strong mix of early-career field sales experience in structural connections and more recent leadership in product and marketing strategy.

Strengths

• Growth and strategy execution – Delivered sustained double-digit growth (10% CAGR) and led new product launches, highlighting a strong cross-functional skill set and style.
• Strategy + Sales – Early career experience as a Sales Engineer calling on contractors and building initial territory engagement from zero plus recent role heavily focused on market sizing and growth opportunities.
• Competitive – Alexis comes across as highly comeptitive and wanting to win.  DNA seems to align with Fabcon.

Considerations

–  Current role orientation – Most recent experience is heavily product/marketing-driven vs. direct business development and field sales execution.

–  Location – No existing New England relationships to leverage; would be building from a true zero base.

–  Ramp risk – Relocation + shift back into a field-based, hunter-oriented role may extend ramp timeline relative to local candidates.

Ben is an earlier-career sales professional currently with Victaulic, focused on specification-driven selling across the New England market. He brings a strong mix of contractor-facing sales experience, engineering credibility, and early success in building pipeline and influencing project design decisions. He has prior exposure to Hilti Group through their leadership program.

Strengths

• Specification-driven selling – Actively building relationships with consulting engineers, contractors, and owners to influence early-stage project decisions and win specifications.

• Pipeline ownership – Identified $93M+ in specification opportunities across a multi-year horizon, demonstrating strong forward-looking BD capability.

• Early traction / growth – Delivered significant territory growth (336% YoY in Q1), indicating strong activity level and ability to gain momentum quickly.  Being part of the Leadership Program at Hilti also speaks to Ben’s potential.

Considerations

–  Experience level – Still early in career; limited exposure to longer-cycle, large-scale project selling relative to other hires we’ve made.

–  Deal complexity – Current scope more focused on specification influence vs. full-cycle ownership of large commercial projects.

–  Development need – Similar to Andy Strutmann, will require extra coaching and structure to transition into a fully independent, region-owning role.

Kevin is a non-traditional, analytically driven business development manager currently with AeroShield Materials, operating in early-stage and emerging markets where he has consistently built commercial frameworks from zero. His background spans startups, consulting, and strategic partnerships, with a focus on rapid industry ramp, structured outreach, and monetizing new products and markets.

Strengths

• True “build from zero” profile – Repeated experience entering new industries with no prior background and creating structured go-to-market approaches, including customer discovery, pricing models, and partnership development.
• Analytical + commercial blend – Strong financial modeling, unit economics, and deal structuring capability; able to quantify value propositions and translate technical concepts into commercial outcomes.
• Proven deal creation – Originated and closed strategic partnerships ranging from early-stage pilots to seven-figure bookings, often in undefined or emerging markets.

Considerations

–  Industry alignment – Experience concentrated in startups, advanced manufacturing, and emerging tech vs. construction or contractor-driven ecosystems.
–  Sales focus – More partnership / strategy-led BD vs. high-volume, field-based hunting and relationship building with GCs and developers.
– Profile – Highly strategic and analytical; different than the day-to-day activity level and relationship-driven profiles we’ve hired in other regions.  Has the raw talent, polish  & motivation to be effective long-term but does require further assessing on how soon he can get there.

Bret is a senior account manager with 20+ years of experience across commercial and residential construction, currently with DEWALT. He brings a strong background in contractor and distributor-driven selling, with a consistent track record of launching new products, expanding territories, and building long-term relationships across the New England market.

Strengths

• Construction ecosystem alignment – Extensive experience calling on contractors, distributors, and union labor across commercial and industrial markets.

• Past hunter + builder – Demonstrated success launching new products and territories (e.g., $0  to $1M in 2 years, multiple new account wins, Boston market creation).

• Regional relationships – Deep, long-standing network across Eastern Massachusetts and broader Northeast contractor and distribution base.

Considerations

–  Sales focus – Heavily distributor and channel-driven; states he wants to get back to direct GC / developer relationship building – will need to further assess this.
–  Profile – Very “New England” in terms of style and speaking – recognize  we may want to move away from this type of profile.