VP of Sales

Mario Purchaser LLC•Columbia, MD

1d•Hybrid

About The Position

The HVAC, Plumbing, Electrical & Sewer Sales Director/Manager is responsible for driving revenue growth, gross profit performance, and overall sales execution across residential service, repair, replacement, sewer operations, and in-home sales activities. This leadership role oversees sales management, team development, KPI accountability, process optimization, and strategic growth initiatives while fostering a high-performance culture focused on customer experience and operational excellence. The position plays a critical role in aligning sales strategies with company goals, improving close rates, maximizing lead conversion, maximizing in-home sales opportunities, and increasing profitability across HVAC, plumbing, electrical, and sewer business lines.

Requirements

5+ years of experience in residential home services sales, preferably in HVAC, plumbing, electrical, sewer, and in-home sales
2+ years of leadership or sales management experience
Proven track record of achieving and exceeding sales and revenue goals
Experience managing Sales Managers, Comfort Advisors, Sewer Sales Specialists, Sales Technicians, In-Home Sales Representatives, or Project Estimators
Strong understanding of residential replacement sales processes, sewer replacement sales, excavation projects, in-home sales presentations, and financing options
Experience managing KPIs including: Close rate, Average ticket, Lead conversion, Revenue performance, Financing penetration, Booking percentages, In-home sales conversion rates
Strong working knowledge of: Residential HVAC systems, Plumbing systems and common replacements, Electrical services and upgrades, Sewer line diagnostics, repair, replacement, and excavation sales, In-home sales processes and customer consultation techniques, Drain and sewer camera inspection processes, Service, maintenance, and replacement operations, Permitting and code compliance, Customer financing programs, CRM systems, dispatching platforms, and reporting tools, Residential home services sales methodologies and customer experience standards
Ability to recruit, hire, train, and develop sales personnel
Experience conducting: Daily huddles, Weekly sales meetings, Ride-alongs and field coaching, In-home sales coaching and observations, Performance reviews
Strong accountability and team-building skills
Ability to create and maintain a positive, high-performance sales culture
Experience implementing incentive programs, contests, and performance-based initiatives
Strong collaboration skills with service, installation, sewer operations, excavation teams, call center, and marketing departments
Committed to employee development and culture building
Strong in-home sales and closing ability
Experience conducting in-home customer consultations and proposal presentations
Ability to analyze and improve: Lost reason codes, Cancellation rates, Booking percentages, Revenue per lead, Close rates, Sewer inspection conversion, In-home sales conversion
Excellent verbal and written communication skills
Strong conflict resolution and customer escalation management skills
Professional presentation and interpersonal communication abilities
Proficient in: Microsoft Excel and Microsoft Office applications, CRM software platforms, ServiceTitan or similar home service platforms, Reporting dashboards and KPI tracking systems
Ability to create sales forecasts and budgets
Ability to develop operational and performance reports
High school diploma or GED required
Valid driver’s license with acceptable driving record

Nice To Haves

Trenchless sewer replacement methods preferred
Bachelor’s degree in Business, Marketing, Management, or related field preferred
HVAC, plumbing, sewer, electrical, or sales certifications preferred
Results-driven and competitive mindset
Strong coach, mentor, and team developer
Data-driven decision maker
High energy and adaptable leadership style
Customer-focused approach
Ability to thrive in a fast-paced, performance-driven environment

Responsibilities

Lead, coach, and motivate Sales Managers, Comfort Advisors, Sewer Sales Specialists, In-Home Sales Representatives, Sales Representatives, and support staff
Set clear performance expectations and provide regular coaching and accountability
Conduct performance evaluations and development planning
Foster collaboration between sales, service, installation, excavation, dispatch, and operations teams
Conduct regular ride-alongs and in-home sales evaluations to improve close rates and customer experience
Develop and execute sales plans to achieve revenue and gross profit targets
Identify growth opportunities within HVAC, plumbing, electrical, sewer, and in-home sales markets
Develop and implement market-specific sales strategies
Increase replacement opportunities and lead conversion performance
Drive sewer replacement, water line, excavation, and in-home sales growth opportunities
Improve in-home sales presentation effectiveness and financing utilization
Monitor and manage key sales KPIs including: Conversion rates, Average deal size, Lead generation, Financing penetration, Revenue per lead, Maintenance conversion, Sewer inspection conversion rates, In-home sales close rates, Excavation revenue performance
Implement corrective action plans to improve performance and exceed targets
Establish and maintain consistent sales processes aligned with company strategy
Improve sales workflows, customer experience, and operational efficiency
Partner with marketing and operations teams to maximize lead quality and sales effectiveness
Standardize in-home sales and sewer sales processes including: Customer consultation, Needs assessment, Camera review, Proposal presentation, Financing options, Closing techniques
Analyze sales data, customer trends, and market performance
Utilize CRM systems and dashboards to identify opportunities and performance gaps
Develop reports, forecasts, budgets, and business insights for leadership review
Track sewer lead conversion, in-home sales performance, excavation profitability, and replacement performance metrics
Collaborate with senior leadership to establish revenue and profitability goals
Develop action plans to achieve financial targets
Drive gross profit improvement while maintaining customer satisfaction
Monitor profitability across HVAC, plumbing, electrical, sewer, and in-home sales departments
Train teams on customer experience, sales presentation, objection handling, financing solutions, value-based selling, sewer camera review and customer education, in-home closing strategies
Analyze and improve lost reason codes, cancellation rates, booking percentages, revenue per lead, close rates, sewer inspection conversion, in-home sales conversion
Develop operational strategies to increase profitability and efficiency
Present KPIs, sales performance, and business results to leadership
Manage multiple priorities in a fast-paced environment