Area Sales Manager

Job Description

Job Description

Summary :
The Multi-Branch Sales Manager is responsible for all revenue-producing sales activity across multiple branch locations, overseeing a combined sales force of 20 to 60 Comfort Advisors, sales-focused technicians, and inside-sales/rehash personnel. This role directly drives sales execution, margin protection, and disciplined selling processes across a combined portfolio generating $15 million to $35 million in annual revenue.

This leader ensures that each branch executes a consistent, high-performance sales process—maximizing conversion, growing average ticket, increasing service-to-install opportunity generation, and building a winning culture grounded in accountability, urgency, and results.

The Multi-Branch Sales Manager partners closely with Branch GMs, Service Managers, Dispatch Team, Install Leaders, and Marketing to optimize the full customer journey—from booked call to sold job to completed install.

Essential Functions & Responsibilities :
Multi-Branch Sales Leadership

• Lead the full sales organization across multiple distinct branches, each with its own GM, culture, and operating structure.
• Provide direct leadership to 20–60 total sales personnel, including Comfort Advisors, sales-minded technicians, rehash/inside-sales roles, and support staff.
• Conduct routine on-site visits at both branches to monitor performance, deliver training, and reinforce sales expectations.
• Build a unified yet branch-appropriate sales culture emphasizing urgency, professionalism, and disciplined, customer-centered selling.

Sales Process & Performance Accountability

• Implement and enforce Call-by-Call Management ensuring lead coverage, disciplined execution, and real-time coaching.
• Ensure consistent execution of option-based selling, good/better/best choices, HVAC -plumbing-electrical upsells, membership offerings, and accessory sales.
• Monitor and act on all sales KPIs across both branches, including:
  • Close rate
  • Average ticket / revenue per lead
  • Gross margin % on sold jobs
  • Tech-generated leads
  • Financing utilization
  • Discount governance compliance
• Identify performance gaps and deploy structured improvement plans for individuals and branches.

Revenue & Margin Growth

• Own revenue performance across each site.
• Drive revenue lift through stronger lead handling, sales discipline, and improved opportunity conversion.
• Partner with Dispatch, Install and Service leaders to ensure capacity alignment, predictable scheduling, and closed-loop communication on job quality and margin.
• Enforce pricing standards and protect gross margin through strict adherence to discount rules and centralized pricing systems.
• Support peak-season readiness strategies and off-season demand creation.

Training, Development & Field Coaching

• Conduct daily and weekly coaching sessions using recorded calls, ride-alongs, role play, and performance reviews.
• Utilize AI-enabled coaching tools (e.g., RillaVoice) for script adherence, objection handling, and process reinforcement.
• Build and maintain standardized sales training content for onboarding, seasonal readiness, and continuous development.
• Create individualized development plans for Comfort Advisors and high-potential technicians.

Culture, Accountability & Execution

• Lead with intensity, urgency, and a “stay until it’s closed” mindset that matches a high-volume sales environment.
• Set clear expectations, run structured performance rhythms, and consistently hold teams accountable.
• Promote a culture of ethical selling, customer satisfaction, and brand stewardship at each branch.

Requirements :

• 3–5+ years of sales leadership experience in HVAC, plumbing, electrical, or other residential home services.
• Demonstrated success driving revenue growth, lifting close rates, and improving margins across large teams.
• Strong coaching, communication, and people leadership—capable of motivating both Comfort Advisors and technicians.
• Deep understanding of residential in-home sales psychology and value-based selling.
• High proficiency in KPI-driven management and CRM systems (ServiceTitan strongly preferred).
• Ability to travel between branches (up to ~30%).
• Strong business acumen and data literacy—able to translate KPIs into actionable field coaching.
• Competitive, disciplined, and relentlessly improvement-driven.

Preferred Qualifications :

• Experience leading multiple branches or brands simultaneously.
• Background integrating new processes across acquired locations or varied org structures.
• Prior success coaching both retail sales teams and technician-driven lead generation.
• Bachelor’s degree preferred but not required.

This position description is intended to be dynamic and subject to change. Position requirements and essential functions may be altered from time to time based upon the needs of the organization and department. This position may be required to execute special projects or other related duties on occasion.