Area Sales Manager

Area Sales Manager Position Overview We are seeking an experienced Area Sales Manager to lead revenue-producing sales activities across multiple branch locations. This role will oversee a combined sales organization of approximately 20–60 sales professionals, including Comfort Advisors, sales‑focused technicians, inside sales, and rehash personnel. The Area Sales Manager will be responsible for driving sales execution, protecting margins, improving conversion, increasing average ticket, and establishing consistent sales processes across multiple locations. This position requires a hands‑on leader who can balance branch‑specific needs with standardized sales expectations while building a culture centered on accountability, urgency, customer service, and results. The Area Sales Manager will work closely with Branch General Managers, Service Managers, Dispatch, Installation, and Marketing teams to optimize the customer journey from booked call through sold job and completed installation. Key Responsibilities Multi‑Branch Sales Leadership Lead the sales organization across multiple branch locations with varying teams, cultures, and operating structures. Provide leadership and direction to approximately 20–60 sales personnel, including Comfort Advisors, sales‑focused technicians, inside sales, rehash personnel, and support staff. Conduct regular on‑site visits to monitor performance, provide training, and reinforce sales expectations. Establish a consistent, high‑performance sales culture while adapting leadership approaches to the needs of each branch. Promote professionalism, urgency, accountability, and customer‑centered selling across all locations. Sales Process & Performance Management Implement and enforce Call‑by‑Call Management to ensure consistent lead coverage, disciplined execution, and real‑time coaching. Ensure consistent execution of option‑based selling, good/better/best presentations, HVAC, plumbing, and electrical upsells, membership offerings, and accessory sales. Monitor key sales performance indicators across all branches, including: Close rate Average ticket / revenue per lead Gross margin percentage Technician‑generated leadsFinancing utilization Discount compliance Identify performance gaps and implement structured improvement plans for individual team members and branches. Establish consistent sales processes and ensure teams follow established standards. Revenue & Margin Growth Own sales revenue performance across assigned branches. Identify opportunities to increase revenue through improved lead handling, sales discipline, and opportunity conversion. Partner with Dispatch, Installation, and Service leadership to align capacity, scheduling, job quality, and sales expectations. Enforce pricing standards and discount policies to protect gross margins. Use performance data to identify opportunities for revenue and profitability improvement. Support peak‑season preparation and strategies for generating demand during slower periods. Training, Development & Field Coaching Conduct regular coaching sessions using recorded calls, ride‑alongs, role play, and performance reviews. Utilize AI‑enabled coaching tools, such as RillaVoice, to support script adherence, objection handling, and sales process reinforcement. Develop and maintain standardized sales training materials for onboarding, seasonal preparation, and ongoing development. Create individualized development plans for Comfort Advisors, technicians, and other sales professionals. Identify high‑potential team members and provide opportunities for continued development. Culture, Accountability & Execution Establish clear sales expectations and maintain consistent performance management across branches. Lead with urgency, accountability, and a strong focus on execution and results. Establish structured performance rhythms, including regular reviews, coaching sessions, and KPI discussions. Promote ethical selling practices, customer satisfaction, and positive brand representation. Maintain a hands‑on leadership presence and remain engaged through the completion of key sales opportunities. Cross‑Functional Collaboration Partner closely with Branch General Managers, Service Managers, Dispatch, Installation, and Marketing teams. Maintain communication between sales and operational teams to ensure a seamless customer experience. Collaborate with operational leaders to address scheduling, capacity, job quality, and margin‑related issues. Support the implementation of consistent processes across branches, particularly when integrating new locations, teams, or organizational structures. Required Qualifications 3–5+ years of sales leadership experience in HVAC, plumbing, electrical, or residential home services. Demonstrated success driving revenue growth, improving close rates, and strengthening margins across sales teams. Experience leading large or multi‑location sales organizations. Strong coaching, communication, and people leadership skills. Strong understanding of residential in‑home sales and value‑based selling. Proven ability to manage teams using sales KPIs and performance data. Proficiency with CRM and sales management systems; ServiceTitan experience strongly preferred. Strong business acumen and data literacy with the ability to translate KPIs into actionable coaching. Ability to travel between branch locations, up to approximately 30%. Competitive, disciplined, and continuously improvement‑focused approach to leadership. Preferred Qualifications Experience leading multiple branches or brands simultaneously. Experience integrating sales processes across acquired locations or varied organizational structures. Experience coaching both traditional sales teams and technician‑driven lead generation teams. Experience with HVAC, plumbing, and electrical home services. Experience using AI‑powered sales coaching and call‑analysis tools. Bachelor’s degree in Business, Sales, Marketing, or a related field preferred but not required. #J-18808-Ljbffr