Sales Manager

Description

Job Title: Sales Manager
Reports To: Business Leader

Direct Reports: Water Treatment Specialists


Job Summary:

The Sales Manager is responsible for planning, organizing and directing all activities of the sales team to maximize sales volume and drive targeted profitable growth of the company. This position manages a team of water treatment specialists and is responsible for supporting their performance and professional development. The Sales Manager collaborates with sales personnel, internal teams, and customers to meet company sales and financial goals. This role is expected to carry a personal sales quota in addition to managing the team.

Key Responsibilities:

Team Leadership & Supervision:

• Manage, support, and develop a team of sales personnel
• Meet regularly with sales personnel to review sales activity funnel, review sales performance compared to goal, and training needs
• Deliver coaching, performance management, and conduct annual performance reviews for all direct reports
• Conduct ride-alongs with sales staff as needed to provide training and coaching
• Collaborate with internal CSR and Service/Install teams to review and optimize scheduling, availability, and company priorities
• Maintain target sales staffing levels through active participation in hiring and employee retention strategies

Revenue & Budget Management:

• Manage sales personnel to achieve daily, monthly, and annual sales goals for the company
• Participate with company leadership to develop and implement sales and pricing strategy to meet company objectives
• Assist in new customer acquisition, bid preparation, and customer retention strategies
• Maintain awareness of market conditions and competitive behaviors to meet company objectives
• Maintain thorough knowledge of company's available products, services and pricing structures to assist sales personnel
• Analyze financial data to identify trends, improve margins, and increase revenue and profitability

Customer Service:

• Ensure sales personnel maintain professional conduct while interacting with customers and leads at all times
• Address customer concerns or complaints promptly and professionally
• Ensure that consultations meet or exceed customer expectations and company standards

Key Performance Indicators

• Sales

o Achieve weekly, monthly, annual budgeted company Sales goals

• Average Sales Price

o Maintain budgeted Average Sales Price goals

• Team Activity Goals

o Ensure sales personnel achieve daily, weekly, monthly, and annual activity goals (Consultations, Estimates, Win Rate)


• Employee Retention

o Maintain company target employee turnover ratio

• Personal Sales Production

• Close / Win Rate - maintain team close rate at or above 50% on in-home consultations

• Gross Margin on Sold Jobs - maintain budgeted gross profit margins across all sold jobs

• Daily Non-Negotiables - 30 calls/day per rep (15 follow-ups, 15 new business), 1 self-gen activity, 1 social media post

• Pipeline Metrics - estimates outstanding, follow-up conversion rate, aged estimate recovery

Qualifications & Requirements

• 3-5 years of sales management experience, preferably in home services or water treatment
• Proven track record of managing and developing a sales team to meet or exceed revenue targets
• Experience with CRM/field service software (Service Titan preferred)
• Ability to manage personnel across multiple locations
• Valid driver's license and willingness to travel between locations and conduct ride-alongs
• Strong coaching, communication, and performance management skills
• Comfortable running in-home consultations and closing sales personally