Sales Performance Manager

• Directly supervises Nashville Residential Project Managers.
• Facilitates the success of all branch Project Managers.
• Maintain effective relationships with all levels of management and their teams to ensure sales activities align with other Company wide programs and initiatives.
• Achieve targeted revenue results by leading, coaching, training, and activity-based management of the company sales teams.
• Establish and communicate goals for the sales teams, monitor performance, and ensure that sales activity targets are achieved consistently.
• Provide coaching, mentoring, and assistance to the company sales team covering:

• • Sales calls
  • Presenting value propositions
  • Qualifying prospects
  • Objection handling
  • Negotiating and closing Sales

• Ensure that the sales teams maintain an average sale price, closing percentage, and revenue per lead set forth by the Chief Operating Officer.
• Work with the COO to identify new revenue streams.
• Work with District and General Manager’s to oversee the hiring and onboarding process for new members of the sales teams.
• Provide input, direction, and guidance to sales team on customer needs and issues.
• Develop sales campaigns to achieve the revenue goals of the company.
• Implement and track the success of new sales and marketing programs in all target markets.
• Provide oversight that each Sales Team member is holding meetings with their installation teams prior to dispatching them to the job to ensure installation success and customer needs are met.
• Develop performance objectives, and training programs for the Sales Team.
• Work with the Process Control Manager to develop and revise processes for the Sales Teams.
• Work with the COO to review offering strategies and task pricing in the price book to strengthen and drive sales through the Sales Team and the Service Departments in the Company.
• Work with General Managers and the Training Manager to maintain acceptable lead generation metrics in the Service Departments in the Company.
• Work with General Managers and the Training Manager on the development of training and development plans and curriculum for the Sales Teams.
• Hold weekly, monthly, and quarterly sales meetings to review performance and provide solutions for the challenges.
• Provide oversight that the Sales Team completes follow-ups for all open leads and work to convert to sold.
• Encourage the Sales Teams to follow the sales process on every call.
• Demonstrate technical expertise and maintain a high level of personal credibility, integrity, and ethics.
• Participate in all relevant company sponsored training classes.
• Abide by all Company standards of performance and ethics; follow all safety protocols (state and federal), policies, and procedures.
• Provide guidance to the Sales Teams at each branch using a proven analytical approach to common issues and hold team discussions to address complex issues necessary to address the customer’s needs and issues.
• Provide training to the Sales Team and teach proven techniques and language when speaking to the customer to help them understand the benefits of alternative solutions.
• Analyze market trends, sales data, and competitive pricing on a quarterly basis for each branch to assist in developing effective sales strategies and promotions for present and future business at each branch / Prepare a report with the findings to the COO and the CEO.
• Complete a Strengths, Weaknesses, Opportunities, and Threats (SWOT) Analysis quarterly for each branch / Prepare a report with the findings to the COO and the CEO.

• • Include cited market analyses to determine at each regional / branch level customer trends and requirements, volume potential, price points, and competitive pricing.

• Develop an effective Employee Engagement Strategy Plan (Plan) for the COO and CEO to approve. Once approved, implement the Plan to recruit and retain top sales professionals.
• Develop and implement a robust sales strategy to include a sales pipeline for each branch level in support of maximizing sales performance while keeping the customer happy.
• Perform other duties as assigned.

Position Requirements:

• A minimum of an Associate degree in a related field / Bachelor or higher in a related field preferred.
• HVAC / Plumbing / Electrical (Trades) certification preferred.
• Current with State and Federal OSHA and EPA Requirements.
• A minimum of five years of proven Sales success, preferably in residential service.
• Demonstrated knowledge of the Trades industry (service and installation) requirements for residential and light commercial settings.
• Proven consistency of meeting and exceeding revenue objectives.
• Proven success in team building, recruiting to build compatible teams, mentoring, motivating, and training.
• Excellent verbal and written communication skills and outstanding interpersonal skills.
• A valid driver’s license and approved to drive by the Company’s insurance carrier.
• Must be highly organized with good attention to detail and follow through.
• Must possess excellent analytical skills and the ability to read and interpret blueprints, plans, and manuals.
• Excellent customer service skills with desire to exceed customer expectations.
• Possess a willingness and ability to effectively lead a team in a way that produces positive outcomes.
• Must be proficient in current business software applications and be able to efficiently operate a desktop computer, tablet, smart phone, and read a map or follow GPS.