HVAC Outside Sales Manager

Must Have Skills and Experience

• In-home HVAC sales leadership – Proven success managing and developing residential HVAC sales teams in a performance-driven environment.

• Structured sales management approach – Demonstrated ability to implement consistent sales processes, routines, ride-alongs, and accountability systems.

• Team development & coaching – Strong track record of coaching, mentoring, and training sales reps to improve close rates, average ticket, and overall performance. Currently team consists of 11 OSRs.

• Performance management – Experience setting clear KPIs (conversion rates, average sale, revenue per lead), inspecting results, and driving improvement through data.

• Turnaround capability – Ability to step into an underperforming team, quickly assess gaps, and implement disciplined action plans to stabilize and grow performance.

• Cross-functional alignment – Works effectively with service, install, dispatch, and finance to ensure operational execution supports the sales process.

• Accountability & discipline – Holds team members to clear expectations while maintaining a high-performance, professional culture.

Skills and Qualifications

• Sales strategy & forecasting – Ability to set realistic quotas, manage budgets, and forecast revenue in a fluctuating demand environment.

• Pipeline & lead management – Experience optimizing lead flow, improving conversion at each stage, and maximizing ROI on marketing spend.

• Recruiting & retention – Proven ability to hire, onboard, and retain high-performing sales talent.

• CRM proficiency – Experience with platforms such as ServiceTitan, Salesforce, or similar tools to manage performance and reporting.

• Value-based selling expertise – Strong ability to train teams to sell on value, not price, particularly in competitive or price-sensitive markets.

• Local market awareness – Understanding of local competition, pricing dynamics, and marketing channels that influence residential HVAC sales.

• Hands-on player-coach who leads from the front (ride-alongs, call reviews, real-time coaching).

• Brings structure to ambiguity—able to create clarity, consistency, and process where it’s currently lacking.

• High ownership mindset—takes accountability for team results and doesn’t defer blame to market conditions.

• Strong financial acumen—understands how sales performance impacts margin, profitability, and overall branch health.

• Skilled at building culture quickly—can stabilize morale while raising the performance bar.