Sales Manager - HVAC

Job Description: Sales Manager

Position Overview:

We are seeking a dynamic and results-driven Sales Manager to lead our sales team in Charlotte, NC. The ideal candidate will have a proven track record in sales management, excellent leadership skills, and the ability to drive sales growth and team performance. This role involves overseeing the sales processes, managing a team of sales professionals, and ensuring the implementation of effective sales strategies to meet our business goals.

Team Growth and Development:

• Develop and maintain staffing plans for the next 12 months in alignment with the Nexstar Sales Plan.
• Continuously recruit and build a high-performing sales team.

Team Success and Performance:

• Ensure all comfort advisors and camera technicians adhere to the HVAC Sales System and Sewer Sales Process, respectively.
• Implement and monitor the Nexstar Sales Plan Process for sales lead coordinators.
• Conduct weekly tech turnover meetings with the sales lead coordinator.
• Communicate and execute daily huddle numbers effectively.
• Utilize concession and high authority closes on all non-converted calls.
• Conduct weekly ride-alongs with sales team members.
• Implement a compensation structure based on the net profitability of jobs.
• Maintain an updated and active sold day sales board.
• Ensure the use of the Nexstar operations manager file.
• Hire inside sales employees as needed.

Personal Success Path:

• Perform 1:1 meetings with direct reports using the Nexstar 1:1 form.
• Participate in 1:1 meetings with the sales manager's supervisor using the Nexstar 1:1 form.
• Plan and conduct weekly sales meetings with a 90-day content schedule.
• Conduct annual employee performance reviews.
• Achieve or exceed direct cost percentage targets for HVAC Install (Labor: 9%, Material/Equipment: 35%, Sales Expense: 8%).
• Actively participate in weekly, monthly, quarterly, and yearly management team meetings and workshops.

Core Training and Development:

• Complete the HVAC Sales Self-Study Guide and attend relevant classes (HVAC Sales, Sales Management & Coordination, Advanced Sales & Service, Inside Sales, Leadership for Managers).
• Participate in recommended classes and national meetings (Operational Excellence, Leadership Spotlight, Super Meeting, Training Mastery).

Duties and Checklists:

• Follow job description guidelines and checklists (daily, weekly, monthly) to ensure consistent performance.

Key Performance Indicators (KPIs):

• Achieve company goals for sold days, conversion rates average sale, and material and equipment percentages.
• Maintain install labor and sales cost percentages within set targets.

Supplemental Tools & Materials:

• Utilize and follow processes for annual performance reviews, budgeting, planning, forecasting, complaint handling, training, capacity management, daily call management, sales lead scheduling, customer follow-up, and technician incentives.

Qualifications:

• Proven experience in sales management, preferably in the HVAC or related industry.
• Strong leadership and team-building skills.
• Excellent communication and interpersonal abilities.
• Ability to analyze sales data and develop strategies to improve performance.
• Commitment to continuous improvement and professional development.