As the Assistant Residential Sales Manager, you will be responsible for assisting in developing and driving residential sales, building and managing a high-performing sales team, and fostering strong customer relationships. This role will be located in our Lincoln, RI office with travel within RI, MA, and CT.

Essential Job Functions

Responsible for leading the residential sales team, alongside the Director of Field Operations, in achieving sales revenue goals.
Responsible for the close rates of the HVAC Comfort Advisors, Generator and Plumbing salespeople.
Drive revenue and meet targeted quotas
Responsible for making sure that all residential sales rep's are properly trained.
Ride along with reps 3 times a week. This includes a curb debrief for every call, as well as a full debrief on the entire day. Giving them one thing to work on until they master that one skill. It's important within a couple weeks you ride again with the same rep to see how they have taken your feedback and applied the knowledge to their sales technique.
Facilitate, track, and evaluate the daily, weekly and monthly sales performance alongside Director of Field Operations
Responsible for all sales reps hitting their monthly and yearly sales goal alongside Director of Field Operations
Review rep's proposals to insure we are always giving a minimum of three add on options per quote when applicable
Work with Marketing Manager in developing promotion of new programs and procedures, coordinating with marketing, business planning, enforcement and maintaining a strong off-peak workload.
Make sure that all residential Sales vehicles are clean, stocked, running and maintained properly etc.
Assist tracking of Residential Sales commissions and spiffs. This includes outside as well as inside sales.
Participation in sales review's, 1:1's, new rep training, M&A trainings and overviews of a new sales team, awards, and disciplines.
Recruit and retain new sales reps.
Review weekly residential sales performance and analyze improvements for each rep
- Create an action plan to get their numbers in line with budget
Attending monthly managers' meetings with a focus on the sales and performance of the department and procedure changes.
Hold reps accountable for 90% of quoting in the home. If we see a constant objection, we must build a process to go back and present the quote for THE FIRST TIME in the home.
Manage GP increases and decreases as the seasons change. Work with the reps closely to truly see if we are losing jobs over price and not value
Other duties as assigned.

Performance Metrics

Growth of the Residential Sales Department
KPI's are subject to change
Maintain Residential Close Rate Minimums (HVAC)

End of Q1 35%
End of Q2 37%
End of Q3 39%
End of Q4 no less than 40% overall

Maintain Residential Close Rate Minimums (Plumbing)

End of Q1 28%
End of Q2 30%
End of Q3 32%
End of Q4 no less than 34% overall

Maintain Residential Close Rate Minimums (Generator)

End of Q1 30%
End of Q2 32%
End of Q3 34%

End of Q4 no less than 36%

Quality of Sales Reps Performance/Close Rate/Revenue per lead/Monthly sales goals/Sales Process
Number of warranty/call backs calls resulting in non-billable time.
Increase the number of residential jobs sold.
Increase off peak workload and close rate.
Maintain and increase HVAC average ticket to be no less than $15,000 on average.

Required Skills and Experience

Proven experience (5+ years) in residential sales, with a track record of meeting or exceeding sales targets.
Prior experience in the home services industry is highly preferred.
Strong leadership and team management skills, with a demonstrated ability to lead and inspire a sales team.

Working Conditions

Environment

The noise level in the work environment is usually moderate to loud
Evening and/or early morning, and/or weekend or holiday hours periodically
Will work both indoors and outdoors in various climate conditions ranging from very cold to very hot and humid

Physical Abilities

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

While performing the duties of this job, the employee is regularly required to use a computer for extended periods of time, including long periods of sitting, keyboard entry, use of office equipment, use of computer monitor
Ability to speak concisely and effectively communicate
Be able to communicate using a computer and phone/smart device
Specific vision abilities required by this job include close vision, distance vision, and the ability to adjust
May require physical effort and cardiac endurance while reaching with hands and arms, stooping, kneeling, crouching, standing, walking, balancing, bending, leaning, kneeling, walking, and climbing
Carrying supplies, up to 25 lbs.

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