Job Description
Job Description
About the Position
RSP Heating and Cooling is seeking an HVAC Sales Manager to lead our residential sales team, strengthen our sales process, and drive profitable growth. This is a hands-on leadership role focused on coaching comfort consultants, improving close rates, and ensuring customers receive solutions that fit their homes, comfort needs, and budgets. The Sales Manager will work closely with service, installation, dispatch, and marketing to create a smooth experience from the initial inquiry through installation.
Key Responsibilities
Sales Leadership and Coaching
• Lead, coach, and hold comfort consultants accountable for individual and team goals.
• Conduct daily sales meetings to review appointments, opportunities, follow-up, and obstacles.
• Provide regular ride-alongs, proposal reviews, role-playing, and one-on-one coaching.
• Train the team on equipment options, financing, maintenance memberships, and communicating the value of our services.
• Recruit, onboard, and develop sales team members.
Sales Process and Customer Experience
• Manage the sales process from lead assignment through signed agreement and handoff to installation.
• Ensure timely contact with new leads and consistent follow-up on open estimates.
• Review proposals for accuracy, appropriate scope, pricing, and profitability.
• Maintain clear standards for in-home consultations, system recommendations, and customer communication.
• Help resolve customer concerns and support the team with complex opportunities.
• Ensure recommendations reflect customer needs and realistic installation requirements.
Performance and Profitability
• Establish and track sales goals, close rates, average tickets, gross margins, and follow-up activity.
• Review results by salesperson and lead source to identify opportunities for improvement.
• Manage discounting within company guidelines and protect job profitability.
• Maintain accurate CRM records, sales forecasts, and reporting.
• Share performance updates and action plans with company leadership.
Department Coordination
• Partner with marketing to assess lead quality, campaign results, and sales capacity.
• Coordinate with service leadership on replacement opportunities and technician-generated leads.
• Work with installation leadership to confirm job scope, equipment availability, and scheduling expectations.
• Ensure complete job documentation, including photos, measurements, equipment selections, and customer commitments.
• Address handoff issues that contribute to delays, change orders, or customer dissatisfaction.
Qualifications
• Previous sales experience with a record of meeting sales and profitability goals.
• Experience leading, coaching, or developing a sales team.
• Strong communication, organization, and problem-solving skills.
• Ability to use performance data to identify issues and coach improvement.
• Valid driver’s license and ability to travel to customer homes and job sites.
• Ability to work evenings or weekends based on customer and business needs.
What Success Looks Like
• The team consistently meets sales and gross margin goals.
• Close rates improve through effective coaching and follow-up.
• New leads receive prompt attention, and open estimates are actively managed.
• Installation teams receive accurate, complete job information.
• Customers understand their options and feel confident in their decisions.
• Sales, service, installation, and marketing work together with clear communication and accountability.