Sales Manager

Description

Staton Heating, Cooling & Plumbing is seeking an experienced, results-driven Sales Manager to lead a team of approximately 7–12 sales professionals, including HVAC Comfort Advisors and Plumbing Camera Inspectors, while supporting sales coaching and development across our HVAC and Plumbing Service departments.

With a projected revenue opportunity of $30-32 million in 2027 and significant long-term growth potential, this position will play a critical role in strengthening sales execution, developing talent, and establishing a high-performance culture.

Our organization has an established, industry-specific sales process designed to deliver consistent results and exceptional customer experiences. As we enter our next phase of growth, our priority is not to reinvent that process, but to establish the leadership, coaching, and accountability necessary to ensure it is consistently executed.

While the sales process itself is established, managing to that process represents an important evolution for our organization. We are seeking a leader who understands that sustainable sales performance comes from disciplined execution, consistent coaching, clearly defined expectations, and accountability at every level.

The Director of Sales will be responsible for driving process adoption, measuring execution, identifying performance gaps, and developing a team that consistently delivers results. This individual will also partner with operational leadership to support the sales training and development of our HVAC and Plumbing Service Technicians.

The ideal candidate is a hands-on, people-focused leader who can balance high expectations with meaningful coaching, inspire positive change, and create a culture where accountability and professional development go hand in hand.

Key Responsibilities

Sales Leadership & Team Management

• Directly lead, coach, and manage a sales team of approximately 7–12 HVAC Comfort Advisors and Plumbing Camera Inspectors.
• Establish clear expectations for individual performance, professional conduct, sales process adherence, and customer experience.
• Create a structured leadership cadence that includes daily performance monitoring, regular one-on-one coaching, team meetings, field ride-alongs, and performance evaluations.
• Develop individual team members through consistent feedback, targeted training, and measurable development plans.
• Build a positive, accountable, and performance-driven sales culture where expectations are understood and consistently reinforced.
• Identify performance deficiencies and take timely, constructive action to improve individual and team results.
• Support recruiting, onboarding, training, and retention of high-performing sales professionals.

Sales Process Execution & Accountability

• Lead the implementation and consistent execution of the company's established, industry-specific sales process.
• Establish process adherence as a fundamental expectation of individual and team performance.
• Develop and maintain systems for monitoring sales process execution, identifying deviations, and providing corrective coaching.
• Conduct regular field observations, ride-alongs, and sales reviews to evaluate how effectively the process is being followed.
• Reinforce the connection between consistent process execution, improved conversion, customer satisfaction, and sustainable revenue growth.
• Establish accountability through measurable performance standards, regular feedback, and consistent follow-through.
• Identify opportunities to improve how the established process is trained, reinforced, and managed without compromising its core methodology.
• Lead the organizational transition toward a more structured, process-driven sales management approach.

Revenue & Performance Management

• Lead the sales organization toward projected revenue opportunities of $30-$32 million in 2027 and continued growth beyond.
• Establish and manage individual and departmental sales objectives aligned with company financial goals.
• Monitor key performance indicators including close rates, average ticket, revenue per opportunity, gross margin, and sales process compliance.
• Utilize ServiceTitan reporting and other performance management tools to identify trends, evaluate results, and guide coaching priorities.
• Develop accurate revenue forecasts and actionable plans to address performance gaps.
• Ensure sales execution supports both revenue growth and profitability objectives.

Sales Training & Cross-Functional Development

• Facilitate ongoing training and reinforcement of the company's established sales process.
• Partner with HVAC and Plumbing Managers to support technician sales development, customer communication, and option presentation.
• Conduct role-playing, field coaching, and structured training sessions to strengthen sales effectiveness.
• Collaborate with operational leadership to ensure alignment between sales expectations, field execution, and customer experience.
• Promote consistent sales behaviors and customer-focused practices across all revenue-generating departments.

Qualifications

• Minimum of 5 years of sales leadership experience, preferably within residential HVAC, Plumbing, or the home services industry.
• Demonstrated success directly managing, coaching, and developing teams of 7 or more sales professionals.
• Proven experience implementing, reinforcing, and managing accountability to an established sales process.
• Strong understanding of structured, industry-specific sales methodologies and the importance of consistent execution.
• Demonstrated ability to improve sales performance through coaching, field observation, process adherence, and performance management.
• Experience leading organizational change and establishing new standards of accountability within an existing team.
• Proven ability to manage significant revenue responsibility and achieve measurable sales and profitability objectives.
• Strong analytical skills and experience using CRM systems, sales reporting, and performance metrics to guide management decisions.
• Ability to establish clear expectations, address performance gaps, and maintain positive employee engagement.
• Experience with ServiceTitan, Nexstar Network, or comparable home-service sales training and management systems preferred.
• Strong communication, organizational, leadership, and interpersonal skills.

What Success Looks Like

Success in this role will be defined by more than achieving a revenue target.

We are seeking a leader who can create a sustainable sales culture built on consistent execution, individual development, and measurable accountability.

The successful candidate will establish a team that understands the sales process, believes in its value, follows it consistently, and takes ownership of its results.

Our goal is not to introduce another sales philosophy. It is to bring disciplined leadership and consistent execution to a proven process — creating a stronger team, a better customer experience, and a scalable foundation for continued growth.

Pay: $100,000.00 - $110,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person