Luxury Pool Sales Manager & Design Consultant

Company Description Elite Pools is a premier builder of custom, concrete, inground swimming pools serving the Mid-Atlantic Region. Since 1959, the company has constructed more than 200,000 pools for residential and commercial clients, earning a strong reputation for quality and craftsmanship. Elite Pools specializes in luxurious, tailored outdoor environments designed to match each client's vision and lifestyle. Team members collaborate closely with homeowners and businesses to turn outdoor living dreams into reality and support long-term customer relationships.

Sales Manager

Elite Pools | Pool Construction & Outdoor Living

Direct Reports: Five Pool Design Consultants

Position Summary

The Sales Manager leads Elite Pools' sales department while actively selling pool construction and outdoor living projects. This role is responsible for the performance of five Pool Design Consultants, management of the sales pipeline, accurate forecasting, and a consistent customer experience from initial inquiry through the handoff to the Build Team.

The Sales Manager must balance personal sales production with coaching, accountability, and department leadership to grow profitable sales and keep opportunities moving forward.

Key ResponsibilitiesSales Team Leadership

• Manage, coach, and hold five Pool Design Consultants accountable for sales goals, follow-up, customer communication, and completion of required documentation.
• Establish individual and team goals for revenue, closing rates, sales activity, and pipeline progress.
• Conduct weekly sales meetings and individual pipeline reviews.
• Help representatives overcome objections, resolve stalled opportunities, and close projects.
• Review proposals and customer commitments for accuracy, completeness, and alignment with company pricing and capabilities.
• Support recruiting, onboarding, training, and performance evaluations.
• Ensure sales representatives follow company procedures and maintain professional relationships with clients and coworkers.

Personal Sales Production

• Manage an assigned portfolio of prospects and achieve individual sales goals.
• Meet with prospective clients to understand their vision, property, budget, and project requirements.
• Coordinate site visits, design presentations, estimates, selections, and contract discussions.
• Present proposals, negotiate within approved limits, and secure signed agreements.
• Maintain consistent follow-up from initial contact through the completed sale.
• Balance personal selling responsibilities with the time needed to lead and support the team.

Pipeline and CRM Management

• Own the accuracy and daily management of the department's sales pipeline.
• Ensure every opportunity has a current stage, assigned representative, estimated value, expected closing date, and documented next action.
• Establish and monitor expectations for responding to new leads and following up with prospects.
• Track opportunities from initial inquiry through design, selections, final agreement, and readiness for construction.
• Identify aging leads, stalled deals, missing agreements, and incomplete documentation, and assign corrective actions.
• Ensure customer communications, appointments, notes, and commitments are recorded in the appropriate systems.
• Monitor lead distribution, representative workloads, and follow-up completion.
• Maintain reliable sales forecasts and report progress, risks, and expected closings to leadership.

Pricing and Profitable Sales

• Work with leadership, estimating, purchasing, and the Build Team to keep proposals aligned with current costs and approved pricing.
• Review project scope, allowances, exclusions, payment schedules, and customer expectations before agreements are finalized.
• Obtain required approvals for discounts, pricing exceptions, and nonstandard commitments.
• Help the team sell appropriate upgrades and additional services.
• Identify recurring estimating or scope issues that could reduce profitability or create construction problems.

Coordination with the Build Team

• Ensure complete and accurate handoffs from sales to construction.
• Confirm required designs, selections, agreements, permit information, and supporting documents are ready for the Build Team.
• Coordinate sales-to-build walkthroughs and obtain required Build Team approvals.
• Work with accounting to confirm payment requirements and commission documentation are complete.
• Resolve scope questions and discrepancies before construction begins.
• Ensure customers understand the next steps, their primary contact, and how to communicate through the customer portal.

Marketing and Customer Experience

• Work with marketing to assess lead quality, campaign results, and sales conversion.
• Share customer feedback, lost-sale reasons, and competitive information to improve sales efforts.
• Support referral generation, reviews, and relationships with industry partners.
• Address escalated sales concerns and coordinate timely resolutions.
• Ensure the team sets realistic expectations for project scope, scheduling, pricing, and construction.

The experience expected from applicants, as well as additional skills and qualifications needed for this job are listed below.

Performance Expectations

Success will be measured by:

• Individual and department sales results.
• Gross profit and compliance with approved pricing.
• Lead response times, follow-up consistency, and closing rates.
• Pipeline accuracy and forecast reliability.
• Progress of opportunities through each sales stage.
• Complete, timely handoffs to the Build Team.
• Sales representative development and accountability.
• Customer satisfaction and reduction of preventable sales-related issues.

Qualifications

• Demonstrated sales success and experience leading a sales team.
• Experience in pool construction, outdoor living, residential construction, or a related industry preferred.
• Ability to coach others while maintaining personal sales production.
• Strong CRM, pipeline management, and forecasting skills.
• Ability to understand project scope, estimates, contracts, and construction requirements.
• Strong communication, organization, negotiation, and problem-solving skills. xhyhwjd
• Willingness to attend client meetings and site visits, including occasional evening or weekend appointments.