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Sales Manager

2 months ago

Indian Trail, United States Equahire Full time

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.