Area Sales Manager

Essential Functions & Responsibilities

• Lead the full sales organization across multiple distinct branches, each with its own GM, culture, and operating structure.
• Provide direct leadership to 20–60 total sales personnel, including Comfort Advisors, sales-minded technicians, rehash/inside-sales roles, and support staff.
• Conduct routine on-site visits at both branches to monitor performance, deliver training, and reinforce sales expectations.
• Build a unified yet branch-appropriate sales culture emphasizing urgency, professionalism, and disciplined, customer-centered selling.
• Implement and enforce Call-by-Call Management ensuring lead coverage, disciplined execution, and real-time coaching.
• Ensure consistent execution of option-based selling, good/better/best choices, HVAC-plumbing-electrical upsells, membership offerings, and accessory sales.
• Monitor and act on all sales KPIs across both branches, including: Close rate, Average ticket / revenue per lead, Gross margin % on sold jobs, Tech-generated leads, Financing utilization, Discount governance compliance.
• Identify performance gaps and deploy structured improvement plans for individuals and branches.
• Own revenue performance across each site. Drive revenue lift through stronger lead handling, sales discipline, and improved opportunity conversion.
• Partner with Dispatch, Install and Service leaders to ensure capacity alignment, predictable scheduling, and closed-loop communication on job quality and margin.
• Enforce pricing standards and protect gross margin through strict adherence to discount rules and centralized pricing systems.
• Support peak-season readiness strategies and off-season demand creation.

Training, Development & Field Coaching

• Conduct daily and weekly coaching sessions using recorded calls, ride-alongs, role play, and performance reviews.
• Utilize AI-enabled coaching tools (e.g., RillaVoice) for script adherence, objection handling, and process reinforcement.
• Create individualized development plans for Comfort Advisors and high-potential technicians.
• Build and maintain standardized sales training content for onboarding, seasonal readiness, and continuous development.

Culture, Accountability & Execution

• Lead with intensity, urgency, and a “stay until it’s closed” mindset that matches a high-volume sales environment.
• Set clear expectations, run structured performance rhythms, and consistently hold teams accountable.
• Promote a culture of ethical selling, customer satisfaction, and brand stewardship at each branch.