Branch Sales Manager

Overview:

As the Branch Sales Manager, you will be responsible for leading efforts to meet or exceed company goals for profitable sales growth within a specified territory.

THIS IS A WORKING, IN-FIELD ROLE. $45k BASE + COMMISSION

MUST BE ABLE TO TRAIN TO STEP DRIVEN SALES PROCESS & CONDUCT IN-FIELD RIDE ALONGS

The Branch Sales Manager (BSM) is responsible for driving profitable sales growth within an assigned region by training, coaching, and developing Design Consultants and sales leaders. This role champions the sales process across the market, ensuring adherence to best practices, continuous improvement, and consistent achievement of sales goals. The BSM serves as a master of the sales process and devotes time in the field providing one-on-one observation, coaching, and guidance to build high-performance sales teams.

Responsibilities:

1. Attain branch sales goals through consistent training, coaching, and process enforcement.
2. Champion the sales process across the market, ensuring all reps follow best practices.
3. Conduct a minimum of 200 ride-alongs annually, split evenly between manager-led demonstrations and rep-led observations with coaching.
4. Deliver timely field evaluation reports (within 24 hours) to Design Consultants and leaders
5. Hire, train, and onboard new Design Consultants to build a strong sales force.
6. Review job costings to ensure quotes include proper discounts and profit margins.
7. Investigate lost sales opportunities and competitor practices to inform strategy.
8. Assist RMs or RSMs with sales meetings, recap reviews, and follow-up practices.
9. Prepare individual and branch action plans to improve sales performance.
10. Provide timely and candid feedback to management regarding branch and individual sales performance.
11. Support sales lead distribution and event/show scheduling to ensure appropriate coverage.
12. Participate in recruiting, hiring, performance appraisals, and disciplinary actions for sales staff.
13. Collaborate with the Director of Branch Sales, Regional Managers, Regional Sales Manager, and VP of Branch Operations to prioritize time allocation across the market, with focus on new hires and underperformers.
14. Adhere to all company policies, procedures, and business ethics standards.

PERFORMANCE EXPECTATIONS:
1. Conduct a minimum of 200 ride-alongs annually (average of 8 per week over 35 weeks).
2. Ensure 50% of ride-alongs are manager-led demonstrations, 50% rep-led with coaching.
3. Provide same-day or next-morning feedback and coaching forms to reps and leadership.
4. Improve sales performance through direct observation and coaching, with measurable lift in close rates, yield, and self-gen activity.
5. Support regional sales growth of 15% year-over-year.
6. Ensure sales teams consistently achieve company KPIs: quote rate >90%, close rate, yield, and self-gen targets.

LEADERSHIP COMPETENCIES:
1. Strategic Leadership
• Aligns sales strategies with company objectives.
• Anticipates market changes and adjusts plans accordingly.
2. People Development
• Coaches, mentors, and trains sales professionals through active participation.
• Provides clear, actionable feedback promptly.
• Builds high-performing teams and bench strength.
3. Customer Focus
• Models consultative, customer-first selling behaviors in the field.
• Reinforces customer satisfaction as a key outcome of the sales process.
4. Accountability & Results Orientation
• Holds self and others accountable for activity, process, and results.
• Consistently follows through on commitments and enforces standards.
5. Process Discipline & Continuous Improvement
• Champions consistent adherence to the company sales process.
• Identify deficiencies and drives corrective actions.
• Promotes innovation and continuous improvement in sales execution.
6. Communication & Influence
• Communicate effectively and transparently with reps and leadership.
• Build trust through clarity, fairness, and consistency.
• Influences cross-functional stakeholders to support sales growth.

Qualifications:

• Minimum 10 years of in-home residential sales experience.
• Proven ability to coach, train, and develop sales professionals.
• Consultative selling skills and ability to model behaviors in the home.
• Strong oral and written communication skills.
• Ability to apply market intelligence to sales strategy.
• Proficiency in technology and analysis tools (Excel, Outlook, CRM, databases).
• Executive presence with ability to influence senior decision-makers.

GDI is an Equal Employment Opportunity Employer

#INDGDIS