Sales Manager

The Hybrid Sales Manager is responsible for leading, developing, and driving performance of the sales team within their assigned market. This role oversees both Business Development and Project Consultants, ensuring alignment with company objectives while fostering a high-performance, accountability-driven culture.

This position is market-specific, with responsibility limited to the employees and operations within the assigned territory but will require travel to remote areas outside of the assigned market. The Hybrid Sales Manager plays a critical role in achieving annual revenue and margin goals by focusing on team development, lead generation, and sales execution.

The Hybrid Sales Manager is responsible for recruiting, coaching, and developing Business Development and Project Consultants within their assigned market. This includes conducting regular performance check-ins, providing ongoing training, and ensuring team members have the tools and support needed to succeed. The role requires building a strong, motivated team culture that aligns with company values and drives accountability and engagement.

Maintains full ownership of sales performance within the assigned market, ensuring all team activities align with company goals and operational standards. The Hybrid Sales Manager monitors key performance indicators, identifies gaps, and implements corrective actions to improve results. They are accountable for ensuring that all sales activities are executed efficiently and in accordance with company policies and procedures.

Responsible for driving team bookings and overall revenue growth within their market. This includes ensuring that all sales are profitable, sold within established margin thresholds, and ultimately collected in full. The role requires close oversight of sales pipelines, forecasting, and conversion rates to ensure consistent achievement of revenue targets.

Coordinate with Sales Manager to support Business Development efforts within the assigned market. This includes ensuring that lead generation activities meet or exceed company targets, encouraging canvassing/lead generation strategies, and maintaining a consistent flow of high-quality leads to support Project Consultants. The role requires continuous evaluation and improvement of lead generation performance.

Active involvement in the sales process, including supporting Project Consultants in closing deals, reinforcing best practices, and ensuring adherence to company sales processes. The Hybrid Sales Manager provides real-time coaching and feedback to improve individual and team performance while maintaining high standards of professionalism and customer experience.

Ensures that all projects sold within their market meet required margin thresholds and contribute positively to overall company profitability. This includes reviewing estimates, reinforcing pricing discipline, and holding the team accountable for selling profitable work that aligns with company financial goals.

Responsible for ensuring that all company standards, policies, and standard operating procedures (SOPs) are consistently followed within their assigned market. This includes proactively communicating expectations, monitoring compliance, and taking corrective action when necessary. The role carries full accountability for enforcing company standards across both Business Development and Sales to maintain operational consistency, compliance, and overall organizational integrity.

The Hybrid Sales Manager supports storm-related initiatives by assisting in the training and preparedness of team members for storm response activities. This includes reinforcing best practices for storm-related sales and operations, as well as coordinating with other markets to execute reactive plans when storm events occur. The role requires collaboration across markets to ensure resources are deployed effectively, communication is aligned, and opportunities are maximized while maintaining company standards.

In addition to team leadership responsibilities, the Hybrid Sales Manager is expected to actively contribute to revenue generation by meeting or exceeding their own individual sales goals and key performance indicators (KPIs). This includes managing a personal pipeline, closing percentage, and leading by example to reinforce sales excellence and accountability within the team.

Partners with Sales Manager on what volume of products and services will be sold in the upcoming year, what margins will be achieved, and what investment in personnel and expenses will be required to achieve market specific growth plan goals. Coordinates with Sales Manager on sales promotion pay…