Area Sales Manager

Area Sales Manager

The Area Sales Manager is responsible for leading regional sales execution, designer accountability, customer experience, and operational alignment across all active projects within the assigned region. Operating as the peer counterpart to the Area Manager, this role shares responsibility for regional performance, communication, forecasting, customer satisfaction, and execution consistency from initial lead through project completion. The Area Sales Manager drives capture rate, pipeline management, sales leadership, customer communication, and process accountability while partnering closely with Construction Operations to ensure every project is executed to the Creative Environments standard. Together, the Area Sales Manager and Area Manager operate as the regional leadership team responsible for the success, performance, and consistency of both sales and operations within their market.

Core Ownership Areas

Leads Regional Sales Execution & Pipeline Performance

• Lead and develop Designers within the assigned market.
• Maintain accountability to the CE sales process from lead through signed contract and operational turnover.
• Conduct weekly pipeline reviews, forecasting meetings, and sales performance discussions.
• Monitor lead conversion, proposal activity, follow-up cadence, and CRM accuracy.
• Identify stalled opportunities and implement recovery strategies.
• Maintain visibility into regional sales trends, builder opportunities, and market growth potential.
• Reinforce urgency, responsiveness, and customer communication standards.

Maintains Alignment Between Sales & Operations

• Operate in partnership with the Area Manager as the regional leadership counterpart.
• Maintain consistent communication regarding project status, customer concerns, milestone schedules, and operational risks.
• Ensure Designers participate in milestone walks and maintain active involvement throughout construction.
• Align customer expectations, design intent, budgets, and execution timelines with field operations.
• Support schedule accountability by ensuring proactive communication between sales and operations teams.

Protects Customer Experience & Regional Reputation

• Ensure customers remain informed and connected throughout the project lifecycle.
• Reinforce communication cadence expectations with all Designers.
• Partner with Area Managers to proactively resolve customer concerns before escalation.
• Maintain visibility into DCA concerns, project challenges, and customer satisfaction trends.
• Support the CE standard by ensuring the customer experience matches the promise sold.

Drives Regional Accountability & Performance Metrics

• Review regional KPI dashboards with leadership regularly.
• Maintain accountability to: Regional Sales Volume, Capture Rate, CRM Compliance, Proposal Activity, Collections Alignment, Milestone Walk Completion, Forecast Accuracy, Customer Satisfaction, A/R Awareness, Routing Timelines.
• Partner with Area Managers to identify operational inefficiencies affecting sales or customer experience.
• Support leadership with market feedback, pricing trends, and growth opportunities.

Leads & Develops High-Performing Sales Teams

• Coach Designers through ride-along, field visits, CRM reviews, and customer interactions.
• Reinforce ownership, accountability, communication, and execution standards.
• Identify performance gaps and conduct direct coaching conversations.
• Support succession planning and future leadership development within the sales organization.
• Promote collaboration between Sales, Design, and Construction Operations teams.

Supervisory Responsibilities

• Direct leadership and development of Designers within the assigned region.
• Shared regional accountability with Area Managers for customer success and operational consistency.
• Coordination with Construction Operations, Marketing, Routing, Scheduling, and Executive Leadership.

Qualifications

Required Education & Experience

• Bachelor's degree in Business, Sales, Construction Management, Marketing, or related field preferred (or equivalent combination of education and experience).
• Minimum 5 years of progressive sales leadership experience with demonstrated success leading high-performing teams.
• Minimum 3 years of people management experience including coaching, performance management, and employee development.
• Experience managing sales forecasts, pipelines, KPIs, and CRM systems.
• Proven ability to drive revenue growth while maintaining high customer satisfaction.
• Experience collaborating with landscape, construction, operations, or project management teams in a fast-paced environment.
• Valid driver's license with a clean 5 year driving record.