Sales Manager

Essential job functions

• Directly manage and coach Sales Representatives to ensure consistent execution of TSE’s sales process across all service lines.
• Own day-to-day pipeline management, opportunity progression, and forecast accuracy.
• Establish, monitor, and report on core sales KPIs, including lead conversion rates, pipeline velocity, response times, close rates, and service mix.
• Provide structured weekly and monthly performance reporting to the Senior Director of Sales, highlighting risks, trends, bottlenecks, and recommended corrective actions.
• Actively identify and remove execution barriers related to process, workload, handoffs, program requirements, or internal coordination.
• Serve as the escalation point for complex deals, customer concerns, and cross-functional issues involving Sales, Engineering, Operations, and Marketing.
• Ensure proper lead qualification and assignment based on customer profile, service scope, program eligibility, and sales capacity.
• Maintain strong working knowledge of TSE’s full solution portfolio, including Direct Install, custom engineering solutions, and energy management services.
• Guide sales execution to ensure customers are aligned with the most appropriate solution pathway based on facility type, technical scope, operational needs, and financial considerations.
• Ensure CRM accuracy and pipeline integrity through consistent enforcement of sales process standards.
• Support onboarding, training, and ongoing development of sales staff, including solution education, program knowledge, and sales best practices.
• Monitor changes in utility programs, incentive structures, and market conditions, and communicate impacts to the sales team.
• Collaborate with Marketing and Outreach partners to align messaging, events, and campaigns with active sales priorities and service offerings.

Qualifications

• Bachelor’s degree in business, Marketing, Engineering, Sustainability, or a related field.
• Minimum of 5 years of experience in sales or sales management, preferably within energy efficiency, engineering services, construction, utilities, or facility solutions.
• Demonstrated experience managing sales teams with accountability to defined KPIs.
• Strong understanding of solution-based selling across multiple service offerings.
• Working knowledge of utility programs and incentive-driven markets preferred, with the ability to quickly develop deep program expertise.
• Experience using CRM platforms (HubSpot preferred) for pipeline management, forecasting, and reporting.
• Strong analytical skills with the ability to translate data into actionable insights.
• Must reside in New Jersey.
• Valid U.S. driver’s license and ability to travel within the region as needed.
• Strong leadership and coaching skills with a focus on accountability and performance improvement.
• Deep understanding of pipeline management, forecasting, and sales performance metrics.
• Ability to clearly explain complex technical solutions and program requirements to sales staff and customers.
• Highly organized, proactive, and solution-oriented.
• Excellent written and verbal communication skills, including executive-level reporting.
• Able to work cross-functionally to resolve issues and improve sales execution.
• Comfortable operating in a fast-paced, high-volume, evolving sales environment.
• Proficiency in Microsoft Excel, including formulas, pivot tables, and charts for KPI analysis.
• Strong CRM execution skills, including data integrity, opportunity hygiene, tagging, and reporting.
• Able to manage competing priorities while maintaining consistent execution standards.
• Demonstrated ability to follow established workflows, document processes, and recommend improvements.