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.