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Employment at ABC and ABC Chapters

Grassroots Coordinator

Tuesday, January 16, 2018 11:30 AM
ABC values the highest levels of personal and corporate standards of behavior characterized by responsibility, accountability and integrity, with demonstrated personal and industry professionalism by all participants.
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PRESIDENT & CEO

Friday, January 5, 2018 10:40 AM
ASSOCIATED BUILDERS AND CONTRACTORS - CAROLINAS CHAPTER OFFICE Position Title: President & CEO Location: Charlotte, NC CLICK HERE TO APPLY. Associated Builders and Contractors (ABC) is a national association that, through its 70 chapters represents 22,000 merit shop construction and construction-related firms that employ nearly two million workers. ABC's membership represents all specialties within the U.S. construction industry and is comprised primarily of firms that perform work in the industrial and commercial sectors of the industry. VISION The Vision of ABC is an environment in which people and companies succeed based on free-enterprise principles within the free-market system. MISSION ABC will continually strive to be the leading voice promoting free enterprise within the construction industry. ABC will promote and defend the merit shop philosophy. This philosophy encourages open competition and a free-enterprise approach to construction based solely on merit, regardless of labor affiliation. CORE PURPOSE Based on the merit shop philosophy we help our members develop people, win work and deliver work safely, ethically and profitably for the betterment of the communities in which they work. ABOUT ABC OF THE CAROLINAS The chapter represents more than 500 members across the two-state North and South Carolina area. The chapter was chartered in 1998, and has grown steadily over the past two decades. Operations and services are provided through a council structure under the chapter board of directors. The Chapter currently has 9 Councils in the Carolinas. Staff is located in key areas in the two states. The Chapter recently completed a strategic planning process and developed a strategic plan for the next five years. ABC OF THE CAROLINAS STRATEGIC GOALS Workforce Development– Be the leading force in the construction industry for Workforce Development and Training in the Carolinas. Political Advocacy – Increase the political influence of ABC to advance the Merit Shop philosophy and Free Enterprise in the Carolinas and Nationally. Health and Safety – Establish ABC’s Members as the benchmark for health and safety in the construction industry in the Carolinas. Membership Growth & Engagement– To continuously grow and deliver value to a diverse and committed membership. Carolinas Chapter Development- To make the ABC Carolinas Chapter the “Construction Association of Choice” in the Carolinas. For more information: www.abccarolinas.org POSITION SUMMARY The ABC President and CEO works with the board to set the association's strategic direction and then builds/leads the team to execute against that plan. He/she is responsible for developing and building consensus around policies, programs and activities designed to serve the needs of a diverse, chapter membership and for ensuring that the organization is run in an effective, ethical and financially responsible manner. BASIC FUNCTION The President & CEO is responsible for all issues affecting chapter operations, its staff, Board of Directors and member services. RESPONSIBLE TO ABC of the Carolinas Board of Directors SUPERVISES The President & CEO oversees all personnel and their performance. RESPONSIBILITIES The President & CEO is responsible for the overall leadership and administration of the association. This includes the assessing of member needs, developing programs to meet these needs and conducting these programs in a strategic manner. HUMAN RESOURCES The President & CEO is responsible for the hiring and dismissal of all personnel and performance of same. The President & CEO is responsible for enforcing and carrying out all policies and procedures as outlined in the HR policy manual. BUDGET & FINANCIAL MANAGEMENT The President & CEO is responsible for preparing the annual budget and obtaining approvals from the Board of Directors. The budget is established to fund the day to day operations and resource the strategic plan of the Chapter. The President & CEO is responsible for maintaining all necessary record keeping requirements, including all monthly reporting and tax requirement filings. The President & CEO is responsible for enforcing and carrying out all the fiscal policies and procedures. BOARD OF DIRECTORS The President & CEO serves the Chairman and the Board of Directors and is responsible for carrying out the actions of the same. The President & CEO is responsible for maintaining and preparing all information for the Board of Directors meetings. The President & CEO is responsible for carrying out the Strategic Plan as developed and approved by the Board of Directors. PLANNING & STRATEGY The President & CEO is responsible for working with the Board of Directors to create a strategic plan for the Chapter on an annual basis in alignment with the overall ABC Association Wide Strategic Plan. The President & CEO is responsible for carrying out the strategies and action plans of the Strategic Plan in collaboration with the Board of Directors and the Chapter Committees. The President & CEO is responsible for maintaining and measuring the progress against the Strategic Plan. WORKFORCE DEVELOPMENT Work with the Vice President and Director of Apprenticeship and Director of Safety/Training and various committees to meet the needs of the membership. Direct and oversee the Vice President, Director of Apprenticeship and the Director of Safety/Training and the entire workforce Development initiatives. Direct and oversee staff to carry out the strategies and action plans of the Strategic Plan as it relates to the initiatives in Workforce Development. MEMBERSHIP Work with the Vice President and Membership Directors and various committees to meet the needs of the membership. Direct and oversee the Vice President and Director of Memberships to promote growth and retention through member programs. Direct and oversee the Vice President and Director of Memberships to carry out the strategies and action plans of the Strategic Plan. MARKETING/BUSINESS DEVELOPMENT President & CEO is chief spokesperson for the association as its representative. The President & CEO needs to work with the current Chairman in representing ABC. President & CEO is responsible for promoting and getting ABC’s name out “When you think construction, you think ABC.” LEGISLATIVE ACTION Work with Vice President and Membership Directors and various committees to meet the needs of the membership. President & CEO is responsible for working with the Legislative Committee and carrying for the goals and objectives of the committee and the strategic plan. Prepared to act on old ABC saying, “Get into politics or get out of business.” CANDIDATE SPECIFICATION: KEY SELECTION CRITERIA Click here for more details. IDEAL EXPERIENCE Passion for the free enterprise system and merit shop philosophy. At least 10 years of leadership, management and decision making experience with direct accountability for results at the executive level, with a budget and staff of comparable size and complexity to that of ABC. Experience building consensus among disparate groups and volunteer leaders with varied and often competing interests. Experience serving as a politically savvy face and voice of an industry or group at the state or national level; a skilled and strategic spokesperson and advocate on public policy issues and with the media. While experience in the construction industry is not a requirement, knowledge of, or the ability to quickly become substantively credible on, the construction industry and the issues affecting it is important. CRITICAL COMPETENCIES FOR SUCCESS Strategic Visionary: He/she will be an executive who will tell the merit shop industry's story in a credible and passionate way that enhances the business climate and adds value to ABC's members. The President & CEO will be experienced at anticipating issues and building consensus around policy positions; be an active listener who, in a collaborative but aggressive fashion, cultivates and leverages a network of relationships to advance the industry's agenda. The President & CEO will guide the board to balance long-term strategic thinking with short-term goals. The President & CEO will work collaboratively with the national association leadership in the alignment of strategy with the ABC Association Wide Plan. Leadership and Management: ABC's next President & CEO will work with the management team and Board to ensure the association's continued operational strength. He/she will demonstrate a transparent and inclusive style; build consensus around key issues and initiatives despite differing member perspectives; and, promote a culture of passion and urgency among the staff. The President & CEO will help lead ABC to be the most powerful pro-business, pro-free enterprise advocate for the construction industry and lead the association to consistently deliver value to its members and the construction industry. OTHER PERSONAL CHARACTERISTICS Exceptional communications skills and listening ability High energy: Someone who approaches challenges with optimism and vigor Highest levels of integrity, ethics and honesty Collaborative, synergistic and interdependent Qualified candidates will receive the organizational structure, the most current strategic plan and the bylaws of the Carolinas Chapter. 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Regional Membership Manager

Tuesday, January 2, 2018 11:02 AM
ASSOCIATED BUILDERS AND CONTRACTORS - chesapeake shores chapter OFFICE

Position Title:  Regional Membership Manager
Location:             Salisbury, MD

To apply, send resume to Chris Garvey, President of the Chesapeake Shores Chapter, cgarvey@abc-chesapeake.org

Associated Builders and Contractors Chesapeake Shores Chapter, Inc., with the principal office based in Annapolis, Maryland is seeking a Lower Eastern Shore Regional Membership Manager to be based in Salisbury, Maryland. 

Associated Builders and Contractors (ABC) is a national trade association representing 22,000 members from more than 19,000 construction and industry-related firms. Founded on the merit shop philosophy, ABC and its 70 chapters help members develop people, win work and deliver that work safely, ethically and profitably, for the betterment of the communities in which ABC and its members work. 

JOB DESCRIPTION
This position is responsible for providing member services, selling memberships, promoting membership renewals, promoting the mission of ABC, supporting the strategic plan and vision for the Chapter,  supporting and promoting education programs, planning and promoting events, facilitating the regional council, and assisting the CEO in educating key audiences on merit shop issues in the construction industry.  Regular visits with members, prospects, education contacts, and political, business, and community leaders are a priority. This position reports directly to the President & CEO, works with the Membership Director, and is supported by the administration staff in the regional office and/or in the principal chapter office.   

Develops MEMBERSHIP INVOLVEMENT and NET GROWTH  
  • Promote and track member involvement in ABC programs and services, committees, projects, and political action (to generate and maintain 90% retention).       
  • Schedule prospect visits and follow-ups (minimum goal is to secure two new members per month).
  • Conduct new member visits/orientations and member visits.
  • Motivate and coordinate membership promotion by members and Membership Committee.        
  • Generate member testimonials, articles, profiles and recognition, and thanks and awards programs.
LIAISON to REGIONAL COUNCIL/COMMITTEES and attends MEETINGS   
  • Attend monthly council and committee meetings and political advisory meetings.         
  • Assist with regional projects, annual goals and strategies, and leadership development.          
  • Plan meetings and speaker arrangements and participates in selective telemarketing.
  • Engage in meeting management, including onsite registration, coordination, photography and financial reconciliation.
GOVERNMENT RELATIONS/PUBLIC RELATIONS/COMMUNICATIONS
  • Coordinate monitoring and combatting project labor agreements, apprenticeship requirements, workforce needs, etc., in region.         
  • Coordinate regional leadership and membership in grassroots political activity, including participating in Voter Voice alerts, meetings with legislators in their home districts and developing relationships with regional/local elected officials (county legislatures, town boards, school boards, etc.).        
  • Coordinate National and State PAC fundraising efforts in region.         
  • Monitor public awareness of merit and legislative issues in region.
REGIONAL EDUCATION COORDINATION   
  • Work with chapter education staff to promote all education and training programs (including supplier donations and a minimum 10% increase in enrollment).         
  • Oversee day-to-day administration of training programs in region (apprentice, craft, safety and management training).
ABC ADMINISTRATION, TRAINING, and PROVIDE ABC MEMBER SERVICES         
  • Provide member services assistance with web/database.         
  • Provide members with information on government and legislative issues, safety services, education programs, business referrals and construction user relations.          
  • Attend staff meetings, board meetings, and events in various regions and participate in various teleconferences.         
  • Maintain A/R, A/P, P/L, and membership accounting records.       
  • Actively use the Association Management Software (AMS), currently Weblink, to record prospects, prospect visits, member meeting notes, new member records, renewal records, event registrations, and other Chapter member related data.         
  • Provide timely reports to the Chapter President & CEO as required.
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Accounting Manager

Tuesday, January 2, 2018 10:38 AM
ASSOCIATED BUILDERS AND CONTRACTORS - NATIONAL OFFICE

To Apply:
Click here to apply online.

ABC’s Position Descriptions are intended to describe the general nature and level of work being performed by the incumbent(s) of this job. They are not intended to be an exhaustive list of all responsibilities and activities required of the position. ABC’s Position Descriptions do not create a contract, express or imply, or other legal rights between ABC and any staff member, nor guarantee employment or specific duties for any specific duration. ABC may add, change, delete, suspend or discontinue any of these positions and descriptions at any time without prior notice.

JOB OVERVIEW

Founded in 1950, Associated Builders and Contractors (ABC) is a national construction industry trade association representing nearly 21,000 chapter members. Founded on the merit shop philosophy, ABC and its 70 chapters help members develop people, win work and deliver that work safely, ethically, profitably and for the betterment of the communities in which ABC and its members work. Visit us at www.abc.org.

The Accounting Manager will report directly to the Accounting Director.  The Accounting Manager will be primarily responsible for the month-end close process and preparation of financial reports for ABC (a 501(c)6 trade association). The position will provide high-level technical support to the Accounting Director and entire Finance Department through accounting expertise and advanced knowledge of the financial systems used (Intacct/Bill.com). 

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President

Thursday, December 21, 2017 1:07 PM
ASSOCIATED BUILDERS AND CONTRACTORS - arizona builders alliance OFFICE

Position Title:  President 
Location:             Phoenix, Arizona

To apply, send resumes to Mark Minter, President of the Arizona Builders Alliance at mminter@azbuilders.org.  

The Arizona Builders Alliance (ABA), a chapter representing a merger of the AGC and ABC building chapters in Arizona, represents over 300 member companies, including contractors and professional service firms, serving the needs of the commercial & industrial construction industry. With offices in Phoenix and Tucson, we lead the commercial construction industry to prosperity and productivity as Arizona’s premier trade association for contractors.

Vision 
We lead the commercial construction industry to prosperity and productivity as Arizona’s premier trade association for contractors. 

Mission
The Arizona Builders Alliance advocates merit shop principles to foster a productive and prosperous commercial construction industry through management education, leadership development, craft training, workplace safety, and government relations. As stewards of the industry, the Arizona Builders Alliance creates a unified legislative voice and advancement opportunities for all.

ABA is seeking someone who takes our mission to heart and demonstrates leadership in day-to-day duties and representing the members positively.  

The president will act as a steward of the industry and create a unified legislative voice and advancement opportunities for all. This person will enthusiastically represent the ABA and the industry externally and lead the organization internally.  As the president is passionate about developing and maintaining relationships with other associations. If you are a proactive leader seeking a position where you can make a difference in the commercial construction industry, this position is for you! 

Applicants should have a bachelor’s degree level of education or higher, 10 years of experience in general business, trade association management or the construction industry.  Applicants should possess strong written and oral communications skills and be proficient at public speaking.  An understanding of financial statements, the ability to prepare budgets, forecast and interpret performance are key elements of this position. 

The president reports to a 20-member board of directors that is a cross section of general contractors, subcontractors and affiliate members.  The ABA has over 300 members in Arizona with offices in Phoenix and Tucson.  A full-time staff of 9 and 12 to 15 part time employees and instructors provide services to members.  The ABA is a chapter of both the Associated General Contractors and the Associated Builders and Contractors.   

The ABA offers employees an attractive compensation package including competitive wages, full family health coverage, 8% employer matched 401(k) contribution and paid vacation, holidays and sick-time. 

The starting date for this position is June 1 2018. To be considered, interested applicants are required to submit their resume and letter of interest by February 8, 2018.  Interested applicants should send resumes to Mark Minter, President of the Arizona Builders Alliance at mminter@azbuilders.org.  

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Membership Director

Wednesday, November 29, 2017 9:23 AM
ASSOCIATED BUILDERS AND CONTRACTORS - Western washington CHAPTER 

Position Title:  Membership Director
Location:             Bellevue, WA

To apply, send resume to wendy@abcwestwa.org

Primary Functions
To recruit new members to ABC through marketing and sales activities and by developing and managing membership recruitment campaigns in cooperation with the Board of Directors, Membership Council and membership at large. 

To retain members by developing services and benefits that provide value to the members and helping create pathways for member engagement.

Responsibilities

Member Recruitment

  • Develop membership recruitment campaigns
  • Solicit prospect leads and referrals
  • Develop and maintain membership marketing materials
  • Conduct membership presentations to prospective members
  • Oversee response to requests for membership information (w/Member Services Manager MSM)
  • Oversee development and maintenance of prospect database (w/MSM)
  • Compile recruitment statistics 
  • Oversee recognition of member sponsors and Beam Club members 
  • Develop and maintain analysis of competing organizations
  • Approve non-member participation in ABC events
  • Meet with prospects face to face when ever necessary
  • Coordinate Retro program sales by working closely with TPA
Member Retention
  • Recruit with retention in mind
  • Coordinate annual renewal dues billings with Member Services Manager and Director of Finance & Administration 
  • Conduct follow-up with non-renewed members
  • Compile statistics on renewed and non-renewed members  (w/MSM)
  • Meet with members anytime necessary to “sell” the benefit of membership for renewal
Member Engagement
  • Conduct member orientations with new members or new contacts
  • Assist President, Board and councils in creating pathways and  opportunities for member involvement through councils, committees, task forces, and other member groups
  • Assist members in achieving their networking and marketing goals within ABC 
  • Oversee tracking of member involvement in programs and services (w/MSM)
  • Develop and coordinate regular mechanisms to monitor member satisfaction and solicit feedback and suggestions 
  • Encourage and support special-interest member councils
Member Services Marketing
  • Work with Board of Directors and Membership Council to develop new services to enhance the value of membership
  • Promote existing services to member companies
  • Develop or review prospecting or other membership-related materials 
  • Work with member volunteers to identify and promote ABC values
  • Actively pursue opportunities to promote ABC member companies
ABC Retro Program Marketing 
  • Assist with marketing of ABC Retro Program to members and prospects
  • Conduct presentations to Retro applicants
Other Responsibilities      
  • Support the Membership Council by maintaining annual work calendar, agendas, minutes, etc, in cooperation with Vice Chair-Membership       
  • Monitor the annual strategic plan and update as needed
  • Prepare monthly Membership Report for Board of Directors
  • Attend Board meetings, Leadership Planning Conference and ABC National conferences as appropriate   
  • Maintain current knowledge of membership "best practices"
  • Attend ABC events, especially networking events
  • Assist President and Board with other duties as requested
Internal Relationships
  • Reports to President
  • Works closely with staff and member volunteers 
External Relationships
  • Actively pursue opportunities to develop mutually beneficial  relationships with other industry organizations
Skills
  • Marketing and sales of non-tangible benefits
  • Writing
  • Customer/member service
Experience
  • Non-profit or membership-based organizations
Attributes
  • Organized
  • Team player
  • Multi-task
  • High energy
  • Creative
Other
  • Flex hours, after hours
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Membership Coordinator

Wednesday, October 11, 2017 12:59 PM
ASSOCIATED BUILDERS AND CONTRACTORS - Illinois CHAPTER OFFICE

Position Title:  Membership Coordinator
Location:             Elk Grove Village, IL
HR Contact:  Vice President
Travel:  Yes
Position Type:  Full Time  

To apply, send resume to kari@abcil.org

Overall Purpose
Serves as the coordinator for the Association’s membership growth, retention, and member services throughout Illinois.

Direct Reports        
  • This position reports directly to the Vice President.       
  • This position reports indirectly to the President. 
Roles and Responsibilities
  • Inform current members about services provided by ABC Illinois.    
  • Get feedback from current members to ensure the association is providing the expected services.
  • Coordinate and attend regional meetings.  Support for these meetings will be provided by chapter staff.
  • Deliver ongoing programs to market ABC membership to contractors, suppliers, and associates, including compiling prospective member list and conducting regular recruitment events.
  • Utilize the Iowa Retention Model: Implement the membership retention plan, including annual visits to member facilities, regular telephone contact with members and maintaining activity reports.  Provide weekly membership reports due on Fridays which include ember visits, prospect visits and contacts, and new member from that week.  Any and all contact with members must be put into the database notes section. Maintain the board of director’s liaison list and the board participation matrix.      
  • Solicit participation from members, especially chapter leaders, in the recruitment and retention efforts.  All prospects received from members must be entered into the chapter database for tracking purposes.  This includes: company name, address, office phone, cell phone, email, notes, etc.
  • Promote attendance at general membership meetings and other regional programs to members and prospective members.  Promote use of all chapter and ABC National services including the apprenticeship program, training programs, the STEP program, and insurance programs. 
  • Under the direction of the state Vice President, develop implement and coordinate special acquisition programs, including: membership drives, Chapter and National Membership Awards and any other member incentive programs.  Conduct new member orientations when necessary.       
  • Stay abreast of industry events, regulations and policies and continually market members to each other and to outside construction users.
  • Understand member needs and advise Vice President of programs or services that may be required.
  • Write newsletter articles and other communications as required.
  • Make presentations and participate in chapter events and meetings as required.       
  • Meet with state elected officials as directed by the Chapter President.  
  • Perform such other duties as designated or requested by the Chapter President or Vice President.
Relationships      
  • Chapter Staff: maintain a professional and working relationship with other department staff members that will help the Association reach all of its objectives smoothly.  Communicate member needs and developments to President as needed.   
  • Advise the Dean of Students of prospective members that have an interest in ABC Illinois’ apprentice programs. 
  • Chapter Committees: maintain a professional and ethical relationship that will help the committee achieve its goals, and assist the committee to the extent that staff and budgeted resources are available.
  • General membership: always respond professionally and quickly to inquires or requests for help from members. Request for services or assistance outside the control of the membership director should be referred to the appropriate person.
  • Arrange schedule to assure attendance to all general membership meetings and special events.

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Manager of Workforce Development

Monday, October 9, 2017 8:56 AM
ASSOCIATED BUILDERS AND CONTRACTORS - NATIONAL OFFICE

Position Title:  Manager of Workforce Development
FLSA Status: Exempt
Functional Area/Department:
Workforce Development Department
Reporting Supervisor:
Director of National Craft Championships & Careers in Construction

TO APPLY: Click Here to apply online.

ABC’s Position Descriptions are intended to describe the general nature and level of work being performed by the incumbent(s) of this job. They are not intended to be an exhaustive list of all responsibilities and activities required of the position. ABC’s Position Descriptions do not create a contract, express or imply, or other legal rights between ABC and any staff member, nor guarantee employment or specific duties for any specific duration. ABC may add, change, delete, suspend or discontinue any of these positions and descriptions at any time without prior notice.

JOB OVERVIEW

Founded in 1950, Associated Builders and Contractors (ABC) is a national construction industry trade association representing more than 21,000 chapter members. Founded on the merit shop philosophy, ABC and its 70 chapters help members develop people, win work and deliver that work safely, ethically, profitably and for the betterment of the communities in which ABC and its members work. Visit us at abc.org.

The Manager of Workforce Development oversees ABC’s nationally recognized workforce development awards, serves as a national leader in facilitating excellence at chapter training programs and supports ABC’s National Craft Championships, the construction industry’s signature showcase of talent.  In the process of executing these (and other) duties, the manager of Workforce Development will serve as a leader of the association’s efforts to provide better access to construction industry training programs and rewarding careers.   Exceptional communications, logistics, organizational skills and attention to detail are required to achieve success in this position.

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PRESIDENT & CEO

Wednesday, April 19, 2017 8:46 AM
ASSOCIATED BUILDERS AND CONTRACTORS - Oklahoma CHAPTER OFFICE

Position Title:  President & CEO
Location:             Broken Arrow, Oklahoma

The ABC Oklahoma Chapter represents more than 300 members involved in commercial, utility, industrial and institutional merit shop construction. This financially secure association covers the entire state of Oklahoma.

Position Description

The President & CEO works closely with a very active and engaged Board, assist in formulation and implementation of the strategic plan, provides staff management and leadership, implements Board of Directors’ policies, prepares the annual budget, and maintains ABC’s image as the spokesperson for the Merit Shop Construction Industry. The President & CEO has regular contact with the Chapter’s elected officers, Board of Directors and committee members on policy matters and other issues as appropriate, and maintains relationships with other associations, industry, and government officials to further the mission of the Chapter.

Qualifications

The successful candidate ideally has a minimum of a bachelor’s degree, 5-7 years of experience in a significant leadership role, and is knowledgeable of membership/ trade associations or nonprofit organizations. Familiarity with construction a plus. Must have proven track record in effective leadership, public affairs and association management. 

The Successful Candidate is also:              
  • an excellent communicator both verbally and in writing                
  • confident, professional, and possesses well-developed interpersonal skills and abilities                
  • skillful in budgeting and in methods of revenue production                
  • highly effective at managing and developing staff                  
  • able to engage, mentor and motivate volunteers     
  • a strategic thinker regarding areas for growth and development of opportunities for membership
  • resilient in the face of challenges and seeks innovative solutions to problems
To apply 

To apply, forward your resume with salary requirements in confidence to ceoposition@abcokla.org. Inquiries and submissions will not be accepted at that location.
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Business Development Manager

Thursday, March 19, 2015 1:11 PM
Careers at ABC
At ABC NorCal, we are passionate about what we do. We believe that the work of our employees directly influences our members’ success and reputation, as well as, our association’s future prosperity. 
As an ABC NorCal team member, you’ll work in an environment that values communication, critical thinking, collaboration, the ability to problem solve and most of all, a passion to support our members and better our industry. 

Position Title: Business Development Manager 
Reports To: Deputy Executive Director Position 
Classification: Full time, exempt position 
Location/Duration/Hours/Other Details: This position is located in Livermore with frequent travel throughout a Northern California sales territory.
Hours: M-F, 7:00 a.m. – 4:00 p.m. Evening and weekend hours as needed. 
Salary: Depends on experience. Base compensation + commission 

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