Sales Manager

Freedom Air and Plumbing•East Hanover, NJ

2d•$120,000 - $130,000•Onsite

About The Position

Russo Bros. & Co. Plumbing, Heating & Air Conditioning is seeking an experienced Sales Manager to lead and grow its residential HVAC, plumbing, and sewer sales team across Northern New Jersey. This hands-on leadership role oversees Comfort Advisors, Sewer Sales Specialists, Plumbing Sales Representatives, and other in-home sales professionals. The Sales Manager owns branch sales performance, revenue growth, gross profit, close rates, average ticket, lead conversion, financing penetration, and other key performance metrics. The role develops sales plans, coaches and develops team members, recruits and trains sales talent, monitors performance, and partners with service, installation, sewer/excavation, dispatch, customer service, marketing, and branch leadership to improve sales opportunities and customer experience. The position is full-time and on-site and in the field. It requires regular travel to residential job sites throughout the service area and attendance at field visits, sewer inspections, and in-home sales appointments. Russo Bros. & Co. has provided home services in Northern New Jersey for more than 70 years.

Requirements

At least 5 years of residential home services sales experience; HVAC, plumbing, electrical, sewer, or related trades experience is preferred.
At least 2 years of sales leadership or sales management experience.
Proven record of achieving or exceeding sales, revenue, and gross profit goals, with the ability to discuss specific results.
Experience managing Comfort Advisors, Sales Advisors, Sewer Sales Specialists, In-Home Sales Representatives, Project Estimators, or similar sales professionals.
Strong understanding of residential replacement and in-home sales processes.
Experience managing and improving sales KPIs, including close rate, lead conversion, average ticket, revenue per lead, revenue, gross profit, financing penetration, booking percentages, in-home sales conversion, and technician-generated opportunities.
Ability to coach, motivate, develop, and hold sales professionals accountable.
Experience conducting ride-alongs, field coaching, sales meetings, performance reviews, and individual development sessions.
Strong understanding of pricing, profitability, financing, and value-based selling.
Ability to analyze performance data, identify root causes, and implement strategies to improve results.
Excellent leadership, communication, negotiation, customer service, and problem-solving skills.
Experience with CRM and field service management platforms.
Proficiency with Microsoft Office, including Excel.
High school diploma or equivalent required.
Valid driver’s license and a driving record that meets company requirements.

Nice To Haves

Experience in HVAC, plumbing, electrical, sewer, or related trades.
ServiceTitan experience.
Bachelor’s degree in Business, Marketing, Management, or a related field.

Responsibilities

Lead, coach, and develop residential sales professionals across HVAC, plumbing, and sewer services.
Own branch sales performance, including revenue growth, gross profit, close rates, average ticket, lead conversion, financing penetration, and other key sales metrics.
Develop and execute monthly and annual sales plans to achieve or exceed revenue and profitability targets.
Drive HVAC replacement, major plumbing, electrical upgrade, sewer replacement, water line, excavation, and other in-home sales opportunities.
Conduct field ride-alongs, in-home sales observations, appointment reviews, coaching sessions, and one-on-one performance discussions.
Coach sales professionals on customer consultation, needs assessment, proposal presentation, objection handling, financing, value-based selling, and closing.
Monitor individual and team performance using CRM data, dashboards, call results, and sales reporting.
Identify performance gaps and implement coaching or corrective action plans to improve results.
Recruit, onboard, train, and develop sales talent.
Set clear expectations and foster accountability, teamwork, continuous improvement, and a winning culture.
Partner with Service, Installation, Sewer/Excavation, Dispatch, Customer Service, Marketing, and branch leadership to maximize sales opportunities and provide a seamless customer experience.
Improve conversion of technician-generated, marketing-generated, sewer inspection, and other qualified sales leads.
Identify cross-selling opportunities and provide customers with comprehensive home solutions.
Maintain consistent sales processes and customer experience standards across service lines.
Analyze lost opportunities, cancellations, booking percentages, lead quality, close rates, and other trends to identify improvement opportunities.
Develop sales forecasts, performance reports, budgets, and business insights for branch and regional leadership.
Drive gross profit improvement while maintaining strong customer satisfaction and service standards.
Perform other duties as assigned.

Benefits

$120,000–$130,000 annual base salary, based on experience and qualifications.
Performance-based bonus opportunity.
Weekly pay.
Medical, dental, and vision insurance.
401(k) with company match.
Short- and long-term disability coverage.
Company-paid life insurance.
Paid time off and paid holidays.
Employee Assistance Program.
Ongoing leadership, sales, and professional development.
Opportunities for continued career growth within Russo Bros. & Co. and its growing family of home service brands.