Sales Manager

Sales Manager Overview

• The Sales Manager will lead and develop a dynamic sales team, ensuring disciplined execution to achieve aggressive revenue targets.
• This role involves direct engagement with major accounts and driving sales strategies for territory expansion.
• Collaborate with cross-functional teams to ensure seamless integration of sales and operational processes.
• Oversee CRM discipline, pipeline management, and enforce activity standards for consistent performance.
• Develop and implement structured sales cadences, including meetings and performance reviews.
• Recruit, onboard, and ramp new sales representatives to achieve rapid productivity.
• Drive revenue execution, diversify lead generation, and expand channel partnerships.
• Support the build-out of newer territories and ensure program fluency in incentive structures.

Sales Manager Key Responsibilities & Duties

• Lead and manage a team of six to eight outside sales representatives across multiple territories.
• Run structured weekly sales meetings, bi-weekly deal syncs, and monthly performance reviews.
• Coach sales representatives on discovery, objection handling, and closing techniques during field visits.
• Maintain pipeline integrity, ensuring accurate staging, valuation, and forecasting of opportunities.
• Drive deals through the sales funnel and shorten cycle times for proposal approvals.
• Expand and manage contractor and third-party partner networks, including onboarding and performance expectations.
• Support territory expansion efforts, including representative development and contractor onboarding.
• Collaborate with leadership to align sales strategies with organizational goals and objectives.

Sales Manager Job Requirements

• Bachelor of Arts (BA) degree required, with strong analytical and leadership skills.
• Minimum of seven years managing quota-carrying outside sales teams, with a preference for ten years.
• Proven track record in B2B sales environments with multi-week to multi-month sales cycles.
• Experience in energy efficiency, HVAC, or related fields is strongly preferred.
• Familiarity with utility incentive programs and rebate structures is advantageous.
• Strong command of pipeline mathematics and CRM discipline for accurate forecasting.
• Valid driver's license and willingness to travel regularly within assigned territories.
• Ability to operate with urgency, build systems, and communicate effectively with stakeholders.