Regional Sales Support Manager - Richmond, VA Area

Regional Sales Support Manager

Southern Home Services is a residential HVAC, Plumbing and Electrical company that acquires, owns, and operates businesses around the United States. We are seeking business leaders to join our growing team and become an integral part of our company's future.

Are you ready to be part of something bigger? Southern Home Services Company is looking for a dynamic Regional Sales Support Manager to join a thriving business that believes in work life balance and cares about you!

The Regional Sales Support Manager is a high-impact sales leadership role responsible for driving revenue growth, strengthening sales execution, developing leaders, and improving operational alignment across multiple service centers within an assigned region. Reporting to the Vice President of Sales, this position serves as a strategic partner to Regional Vice Presidents, General Managers, Sales Managers, Operations Leaders, Contact Center teams, and field personnel to identify performance gaps, implement improvement plans, and support sustainable business growth.

This role does not directly manage a single location. Instead, the Regional Sales Support Manager serves as a regional revenue influencer, leadership coach, training facilitator, and field execution partner focused on improving performance across multiple centers. The position supports all major business lines, including HVAC, Plumbing, Electrical, Indoor Air Quality (IAQ), Water Treatment, Generators, Membership Programs, Service, Replacement, and Inside Sales while ensuring consistent execution of company sales processes and customer-first, whole-home solution selling.

Key Responsibilities

• Analyze sales performance metrics, revenue trends, close rates, average ticket, financing utilization, membership attachment rates, discounting practices, and margin performance to identify opportunities for improvement.
• Partner with regional and center leadership teams to develop action plans that improve revenue performance and sales effectiveness.
• Support underperforming locations through performance assessments, coaching, leadership development, and follow-up support.
• Drive adoption of customer-first selling, financing solutions, whole-home solutions, ACE execution, and margin protection strategies.
• Promote consistent execution of company sales processes and operating standards across all centers.

• Facilitate regional sales training programs focused on financing, value-building, objection handling, customer experience, tiered selling, and sales process execution.
• Develop and deliver onboarding and ongoing training programs for Home Comfort Advisors (HCAs), Sales Managers, and field teams.
• Measure training effectiveness through adoption, behavioral change, leadership feedback, and business performance results.
• Support leadership development initiatives designed to strengthen management effectiveness and succession planning efforts.

• Coach Home Comfort Advisors on customer-first selling, financing confidence, whole-home solutions, and value-based sales conversations.
• Support new hire onboarding, field coaching, role-play exercises, and advisor ramp-up performance.
• Develop Sales Managers through coaching, KPI management, accountability practices, ride-alongs, one-on-one coaching, and business reviews.
• Identify and develop high-potential talent to strengthen the organization's leadership pipeline.

• Partner closely with Operations, Service, Installation, Dispatch, Customer Service, and Inside Sales teams to improve alignment and customer experience.
• Identify operational barriers impacting revenue performance and customer outcomes.
• Improve technician-generated opportunities, customer handoffs, lead management processes, and cross-functional collaboration.
• Conduct center visits, business reviews, field observations, and performance assessments to identify opportunities for improvement and support execution of action plans.
• Foster a one-team culture focused on accountability, customer satisfaction, and business growth.

Required Qualifications

• 5+ years of residential home services sales leadership experience with a proven track record of driving revenue growth and sales performance.
• Demonstrated experience coaching, developing, and leading sales professionals and sales leaders across multiple locations.
• Strong understanding of sales performance metrics, including revenue, close rates, average ticket, financing utilization, membership attachment rates, discounting, and profitability.
• Experience facilitating sales training, leadership development, and performance improvement initiatives.
• Strong analytical skills with the ability to interpret data and translate insights into actionable plans.
• Expertise in customer-first selling, financing strategies, objection handling, value-based selling, and whole-home solutions.
• Ability to influence and drive results without direct reporting authority.
• Strong communication, presentation, organizational, and relationship-building skills.
• Proficiency with CRM platforms, reporting tools, and Microsoft Office applications.
• Valid driver's license and ability to travel extensively throughout the assigned region.

Preferred Qualifications

• Bachelor's degree in Business, Sales, Marketing, Management, or a related field.
• Experience within HVAC, Plumbing, Electrical, IAQ, Water Treatment, Generators, or other residential home services industries.
• Multi-location or regional sales leadership experience.
• Experience developing Home Comfort Advisors, Sales Managers, and emerging leaders.
• Knowledge of sales operating systems, leadership development programs, financing programs, membership sales, and technician-generated lead strategies.
• Experience leading organizational change initiatives and improving performance across multiple business units.

Travel Requirements

• This is a high-travel position requiring frequent travel throughout the assigned region.
• Travel includes center visits, business reviews, field coaching, ride-alongs, leadership development sessions, training facilitation, and operational partnership meetings.
• Provide in-person support for underperforming centers, new initiatives, onboarding programs, and regional sales events.
• Conduct follow-up visits to ensure successful execution of action plans and performance improvement initiatives.
• Travel may account for approximately 5075% of work time based on business needs and regional priorities.
• Ability to travel by automobile and air, including overnight travel as required.
• Flexibility to support occasional evenings and weekends when business needs dictate.

Success in this role is measured by improved regional revenue performance, stronger sales execution, increased financing utilization, reduced discounting, enhanced customer experience, protected margins, accelerated advisor development, stronger leadership capability, and improved alignment between Sales and Operations. The Regional Sales Support Manager serves as a trusted business partner who can quickly assess performance, identify root causes, implement solutions, and help teams achieve sustainable growth and operational excellence.

We offer:

• Discount Gym Membership
• Health insurance
• Dental insurance
• Vision insurance
• Employee discounts
• 401K plan with match and no vesting
• Health savings account
• Life insurance
• Paid time off
• Company paid Short Term Disability

Southern Home Services is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. The policy applies to all employment practices within our organization.