Sales Manager

Job Purpose:

To plan, direct, and lead the residential sales efforts of the company which includes managing and motivating the sales team members in ways that are aligned with the goals and initiatives of the company.

Supervisory Responsibilities:

· Interviews, hires, and trains new staff in the department.

· Oversees the daily workflow of the department.

· Provides constructive and timely performance evaluations on an annual as well as ongoing basis, when necessary.

· Manages daily/weekly Sales Department requirements within Workday.

· Handles discipline and termination of employees in accordance with company policy.

Essential Functions:

1. Collaborates with senior/executive leadership to understand the organization’s sales goals and strategy related to staffing, recruiting, and associate engagement and retention.

2. Implements, and manages departmental budget.

3. Manages Comfort Quote price book, utility rebate database, OEM consumer rebates and promotions.

4. Identifies staffing and recruiting needs; develops and executes best practices for hiring and talent management of sales professionals.

5. Maintains knowledge of trends, best practices, regulatory changes, and new technologies in sales and sales management; applies this knowledge to communicate changes in policy, practice, and resources to upper management.

6. Provides principles and processes for customer service; this includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

7. Develops and recommends policies and procedures to ensure the sales force provides proper and effective customer sales presentation to increase sales closing ratio.

8. Plans, leads, develops, coordinates, and implements policies, processes, training, initiatives, and surveys to support the organization’s sales and strategy needs.

9. Facilitates orientation, training, professional development, and certification activities for sales staff.

10. Participate in sales and marketing meetings as required initiating marketing, sales brochures/materials and promotional ideas.

11. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations.

12. Establishes and maintains a mechanism to collect, analyze and report competitive information.

13. Organizes Home Show activities and schedules as required.

14. Demonstrates leadership by having the ability to run calls and convert sales when goals are not being met, or to stoke the competitive flames needed for a healthy sales environment.

15. Performs other duties as required.

Job Specifications:

1. Knowledge & Skills Required:

· High School Diploma or equivalent.

· At least five years HVAC sales experience.

· Installation/Service Field Experience preferred but not required.

· Excellent verbal and written communication skills.

· Excellent interpersonal and negotiation skills.

· Excellent organizational skills and attention to detail.

· Excellent time management skills with a proven ability to meet deadlines.

· Strong analytical and problem-solving skills.

· Strong supervisory and leadership skills.

· Ability to adapt to the needs of the organization and employees.

· Ability to prioritize tasks and to delegate them when appropriate.

· Must be able to use Microsoft Office and Customer Relationship Management software.

· Proficiency with or the ability to quickly learn the organizations systems and processes/procedures.

· Ability to own and champion the execution of projects/initiatives that typically have a significant impact on financial performance.

· Establishes and maintains effective, trusted relationships with internal/external clients, including managing difficult or emotional situations.

· Intermediate industry and product knowledge a plus.

· Knowledge of principles and methods for showing, promoting, and selling products or services; this includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

· Expert abilities with building relationships, instilling trust, listening, persuading, negotiating, and managing time.

Physical Requirements & Work Environment

· The ability to work extra hours, beyond regular schedule, to complete work assignments as required.

· Must work in office at Macomb location.

· Occasional travel may be required to acquire new skill enhancements or to visit other facilities.

· The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· Prolonged periods of sitting at a desk and working on a computer.

· Must be able to lift 15 pounds at times.

· The work environment characteristics described here are representative of those an associate encounter while performing the essential functions of this job. The noise level in the work environment is usually low.