Position Summary Full-time The Sales Performance Manager reports to the General Manager of HVAC, Electrical and Sales and is responsible for improving closing performance, developing the sales team, and driving profitable revenue growth across the company's HVAC, plumbing and electrical divisions. This position requires a proven closer and confident leader who can establish high expectations, coach people effectively, identify performance gaps, and push the sales team to achieve new levels of success. The Sales Team Lead reports directly to the Sales Performance Manager and supports the daily execution of sales coaching, lead follow-up, performance tracking, accountability and team development. Key Responsibilities Sales Leadership and Strategy Execute the sales strategy established with the General Manager of HVAC, Electrical and Sales. Establish clear sales goals, conversion targets and performance expectations. Lead the sales team with urgency, consistency and accountability. Create a positive, competitive and results-driven sales culture. Identify revenue opportunities across HVAC, plumbing, electrical, indoor air quality, water treatment, maintenance memberships and replacement equipment. Work with operations, service, installation, dispatch and marketing to improve the customer journey. Ensure sales growth remains profitable and aligned with operational capacity. Provide the General Manager with regular updates on performance, opportunities and risks. Closing and Revenue Performance Serve as the senior closer for high-value, complex or challenging opportunities. Help the sales team overcome objections and close stalled opportunities. Improve lead-to-appointment, appointment-to-sale and overall closing rates. Monitor average ticket, gross margin, financing usage, membership attachment and revenue per lead. Review unsold estimates and ensure all required follow-up is completed. Develop strategies to increase revenue from existing customers and unconverted opportunities. Protect company margins while helping customers select appropriate solutions. Sales Team Development Coach the Sales Team Lead and sales representatives to improve their skills, confidence and results. Conduct ride-alongs, call reviews, role-playing sessions and individual coaching meetings. Train the team in discovery, system presentation, option building, objection handling, financing and closing. Create performance-improvement plans when expectations are not being met. Page 1 Sales Performance Manager - Job Description Recognize strong performance and develop future sales leaders. Participate in recruiting, interviewing, onboarding and evaluating sales employees. Establish consistent sales standards, scripts and processes across all locations. Sales Team Lead Reporting Responsibilities The Sales Performance Manager will: Set the Sales Team Lead's goals, priorities and performance expectations. Hold weekly one-on-one accountability meetings with the Sales Team Lead. Review sales results, closing rates, lead activity and coaching progress. Provide leadership development and advanced sales coaching. Delegate daily team supervision and routine follow-up activities. Evaluate the Sales Team Lead's performance and readiness for additional responsibility. Ensure the Sales Team Lead consistently reinforces company standards and processes. The Sales Team Lead will support the Sales Performance Manager by: Coordinating daily sales activities and morning huddles. Monitoring lead response and estimate follow-up. Providing first-level coaching and support to sales representatives. Tracking daily results and identifying performance concerns. Escalating high-value opportunities and difficult customer objections. Reporting team activities, results and concerns to the Sales Performance Manager. Reinforcing the sales process, pricing standards and customer-service expectations. Supporting onboarding, role-playing and ongoing sales training. Performance Management and Reporting Establish individual and team sales scorecards. Review sales performance daily, weekly and monthly. Deliver accurate sales forecasts and revenue reports to the General Manager of HVAC, Electrical and Sales. Use sales data to identify trends, risks and coaching opportunities. Hold structured weekly sales meetings and individual performance reviews. Maintain visibility into active leads, outstanding estimates and follow-up opportunities. Ensure all customer and sales activities are documented accurately. Recommend corrective action when team members consistently fail to meet expectations. Key Performance Indicators Total booked revenue Gross profit and gross-margin percentage Sales conversion rate Revenue per issued lead Average sale value Financing presentation and usage rate Maintenance membership attachment rate Indoor air quality and accessory attachment rate Page 2 Sales Performance Manager - Job Description Unsold-estimate recovery rate Lead-response and follow-up completion Sales forecast accuracy Individual and team target achievement Customer satisfaction, cancellations and chargebacks Sales Team Lead development and effectiveness Qualifications Five or more years of successful sales experience, preferably in HVAC, plumbing, electrical or residential home services. Three or more years of sales leadership or team-management experience. Demonstrated success as both a high-performing closer and sales coach. Strong understanding of sales metrics, forecasting, gross margins and performance management. Proven ability to develop people and hold underperformers accountable. Strong communication, presentation, negotiation and objection-handling skills. Comfortable working in a fast-paced, growth-focused environment. Experience with residential replacement sales, financing and service-generated leads is preferred. Valid driver's licence and ability to travel between company locations and customer appointments. Leadership Expectations Lead from the front and demonstrate the behaviours expected from the team. Set ambitious but achievable performance standards. Make timely decisions and address performance issues directly. Balance revenue growth with profitability, customer experience and operational capacity. Build trust while maintaining strong accountability. Bring energy, discipline and consistency to the sales organization. Develop the Sales Team Lead into a stronger coach and future senior leader. Take full ownership of sales results. What Success Looks Like Increased overall sales conversion and profitable revenue. Established a consistent and measurable sales process. Created reliable scorecards, forecasting and accountability systems. Improved follow-up on unsold estimates and open opportunities. Developed the Sales Team Lead into an effective daily coach. Raised the confidence, consistency and closing ability of the sales team. Built a disciplined sales culture capable of supporting continued company growth.
Pay: $56,078.90-$75,000.00 per year
Benefits:
- Company events
- Extended health care
- Paid time off
- Vision care
Work Location: In person
