Estimator/Sales Manager

Estimator/Sales Manager

Job Summary

We are seeking a motivated, results-driven Estimator/Sales Manager to help lead the growth of our sales team and expand our presence in the construction and exterior building and remodeling markets.

This is a hands-on leadership and production role. The Estimator/Sales Manager will personally generate and close profitable roofing and exterior construction opportunities while also recruiting, training, coaching, and developing sales representatives.

The ideal candidate understands the construction industry, knows how to build relationships and win business, and is equally comfortable inspecting a roof, presenting a proposal to a homeowner or property owner, reviewing a sales rep's pipeline, or developing a new commercial opportunity.

This position will oversee the sales process from lead generation and initial contact through estimating, proposal, closing, and successful handoff to preconstruction/project management.

Key Responsibilities

Sales & Business Development

• Personally sell roofing, siding, gutters, decks, windows, doors, and other approved exterior construction projects.
• Work company-provided leads while consistently developing self-generated opportunities.
• Inspect properties and projects, identify customer needs, and develop accurate scopes of work.
• Prepare and present professional estimates and proposals.
• Follow up consistently with prospects and customers and effectively overcome objections.
• Negotiate and close profitable projects while protecting company margins.
• Develop relationships with homeowners, property owners, developers, property managers, architects, designers, and other industry professionals.
• Identify and pursue new residential and commercial market opportunities.
• Generate business through cold outreach, networking, referrals, industry events, trade associations, and other approved lead-generation strategies.

Sales Team Leadership

• Recruit, interview, and help select qualified sales representatives.
• Participate in onboarding and training new sales team members.
• Train representatives on:
• Product knowledge
• Property and roof inspections
• Estimating and scopes of work
• Proposal development and presentation
• CRM requirements
• Customer communication
• Follow-up systems
• Objection handling
• Negotiation and closing
• Conduct ride-alongs, estimate reviews, sales meetings, and one-on-one coaching.
• Review individual and team performance and establish measurable expectations.
• Help sales representatives develop the skills necessary to consistently generate profitable sales.
• Monitor sales activity, close rates, average project value, margins, errors, cancellations, and other key performance indicators.
• Hold sales representatives accountable for CRM accuracy, follow-up, customer communication, and compliance with company standards.

Strategic Business Development

• Identify and qualify new commercial and residential construction opportunities.
• Develop and maintain relationships with developers, architects, property owners, property managers, subcontractors, and other strategic partners.
• Attend networking events, trade shows, construction association meetings, and regional industry events.
• Develop referral and strategic-partner relationships that create recurring opportunities.
• Help identify geographic markets and customer segments where the company can grow profitably.
• Work with executive leadership to align sales opportunities with the company's operational capacity, installation capabilities, and geographic strategy.

Proposal & RFP/RFQ Management

• Lead the strategy, preparation, coordination, and submission of RFPs, RFQs, bids, and qualification packages.
• Coordinate with operations, and project management to ensure proposals accurately reflect the intended scope of work.
• Ensure proposed work can be successfully executed within the company's operational capabilities.
• Maintain accurate proposal information, customer expectations, project notes, and follow-up activities.
• Help ensure a smooth transition from sales to pre-construction and project management.

CRM & Pipeline Management

• Maintain complete and accurate CRM records for all assigned opportunities.
• Ensure leads, opportunities, proposals, follow-ups, activities, and outcomes are documented promptly.
• Monitor pipeline value, sales activity, lead sources, conversion rates, win/loss ratios, and projected revenue.
• Maintain accurate sales forecasts and communicate pipeline changes to leadership.
• Identify stalled opportunities and develop strategies to move qualified prospects toward a decision.
• Use CRM and sales data to identify trends, improve processes, and increase sales performance.

Quality, Margin & Company Standards

• Protect company profitability by maintaining established pricing, margin, and scope requirements.
• Prevent unauthorized discounts, scope reductions, or commitments outside company policy.
• Ensure sales representatives accurately represent the company's products, services, capabilities, warranties, timelines, and expectations.
• Help prevent sales-related errors that create operational, financial, or customer-service issues.
• Protect the company's reputation by ensuring customers receive professional, accurate, and honest communication throughout the sales process.
• Support the company's commitment to quality workmanship and customer satisfaction.

Performance Expectations

The Sales Development Manager will be expected to:

• Consistently generate and close profitable personal sales.
• Build and maintain a healthy sales pipeline.
• Meet or exceed established sales and gross-margin goals.
• Recruit and develop productive sales representatives.
• Improve team close rates, sales activity, and overall performance.
• Maintain accurate CRM data and reliable revenue forecasts.
• Develop new referral, commercial, and strategic-partner relationships.
• Maintain high standards for customer service, communication, professionalism, and company representation.
• Successfully transition sold projects to the preconstruction/project management team with accurate scopes, pricing, documentation, and customer expectations.

Qualifications & Skills

Required Experience

• 3–5+ years of sales or business development experience, preferably within general contracting, roofing, exterior remodeling, construction services, or a related industry.
• 2+ years of experience leading, coaching, or managing sales representatives, pipelines, or business development activities.
• Demonstrated history of personally generating and closing profitable sales.
• Strong understanding of construction sales, estimating, scopes of work, and customer expectations.

Preferred Qualifications

• Bachelor's degree in Construction Management, Business Administration, Marketing, or a related field preferred but not required.
• Equivalent hands-on construction, sales, estimating, or business development experience will be considered.
• Experience with residential and commercial construction sales and RFP/RFQ processes.
• Familiarity with construction delivery methods such as Design-Bid-Build, Design-Build, and CM-at-Risk.
• Ability to read and understand construction plans, specifications, and scopes of work.

Technology & Software

• Strong proficiency with CRM platforms such as Salesforce, HubSpot, JobNimbus, or other construction-specific CRM/project management software.
• Strong working knowledge of Microsoft Office and/or Google Workspace.
• Ability to quickly learn and effectively use company technology, estimating, CRM, and project-management systems.

Communication & Leadership

• Excellent verbal, written, presentation, and negotiation skills.
• Strong organizational and time-management abilities.
• Confident interacting with homeowners, executives, developers, architects, property managers, and construction professionals.
• Ability to coach and hold others accountable while maintaining a positive, team-oriented culture.
• Professional, dependable, self-motivated, and comfortable working independently.
• Strong business judgment with the ability to balance revenue growth, customer satisfaction, operational capacity, and profitability.

Compensation & Benefits

• Competitive base salary.
• Aggressive performance-based commission structure.
• Performance incentives tied to individual and/or team results.
• Paid time off (PTO).
• Paid holidays.
• Opportunities for advancement as the sales organization grows.

Position Type

This is a working sales leadership position. The successful candidate is expected to remain personally involved in selling and business development while building and developing a high-performing sales team.

The right candidate will not simply manage a sales team—they will help build the sales organization, create opportunities, close profitable business, develop people, and contribute directly to the company's growth.

Pay: From $65,000.00 per year

Benefits:

• Paid time off

Work Location: In person