Sales Manager

Sales Manager Job Description

Job Title: Sales Manager - Residential & Light Commercial Services (No HVAC Experience Required)

About Us

Aire Serv of North Central Seattle provides reliable heating and cooling solutions to homeowners, builders, and businesses across the Seattle area. Our licensed technicians deliver high-quality workmanship, transparent pricing, and prompt service-from seasonal maintenance to full system installations.

We partner with contractors, real estate professionals, home warranty providers, and insurance companies to deliver dependable HVAC solutions. Our focus is simple: deliver a great experience and ensure year-round comfort for our customers.

About the Role

We are looking for a hands-on Sales Manager to build, lead, and coach a high-performing sales team while driving revenue growth across residential and light commercial services.

This is a results-driven leadership role-success is measured by team performance, revenue growth, and the ability to consistently meet or exceed targets.

Prior HVAC experience is not required. We care far more about your ability to lead, coach, and scale a sales team, especially in industries such as home services, home improvement, solar, roofing, or other in-home/field sales environments.

Key Responsibilities

• Own the sales number
• Hit and exceed monthly and annual revenue, margin, and close-rate targets
• Lead and develop the team
• Recruit, onboard, train, and coach sales reps (comfort advisors/account managers)
• Hold team accountable to performance expectations
• Drive performance improvements
• Improve close rates, average ticket, and overall conversion
• Identify gaps and implement coaching and process improvements
• Manage pipeline & forecasting
• Maintain clean CRM data (ServiceTitan or similar)
• Run pipeline reviews and produce accurate forecasts
• Standardize the sales process
• Ensure consistency from lead appointment estimate close
• Improve how reps qualify, present, and follow up
• KPI ownership
• Track activity, conversion rates, revenue per job, and lead source performance
• Use data to drive decisions and corrective actions
• Field coaching & ride-alongs
• Observe reps in real scenarios and provide real-time coaching
• Cross-functional collaboration
• Work with CSR and marketing teams to improve lead quality and booking rates
• Align with operations to ensure profitable, executable jobs
• Growth focus
• Identify and expand opportunities in installs and light commercial
• Reporting & optimization
• Deliver weekly/monthly performance insights, wins/losses, and improvement plans

What Success Looks Like (Sample KPIs)

• Team consistently meets or exceeds revenue targets
• Close rates improve (target range: ~35-45%+ depending on lead source)
• Increase in average job size while maintaining margin
• Accurate forecasting within ~10-15%
• Strong team retention and development pipeline

Qualifications

Required

• 5+ years of sales experience with at least 2+ years leading a team
• Proven ability to hit targets through team performance (not just individual production)
• Strong coaching, leadership, and accountability skills
• Experience managing pipeline, conversion, and sales strategy
• Data-driven mindset (KPIs, reporting, performance tracking)
• CRM experience (ServiceTitan or similar preferred)
• Willingness to spend time in-field with reps (including occasional evenings/weekends)

Nice to Have

• Home services or home improvement experience (HVAC, solar, roofing, etc.)
• In-home or field sales leadership
• Light commercial sales exposure
• Familiarity with HVAC or willingness to ramp quickly

What We Provide

• Competitive base salary + performance-based bonuses/commission
• Company vehicle or mileage reimbursement (if applicable)
• Training on HVAC products/services
• Clear growth path as the company scales