Area Sales Manager 2023

WE'RE EXPANDING AND NEED SALES LEADERS LIKE YOU!

As an award-winning home improvement market leader for over 33 years, we take our brand promise to continuously improve the lives of our employees and customers to heart. Our passion is helping homeowners make wise investments in their homes, and fully supporting and championing our team members to learn, earn and grow in their careers.

Improveit! operates in several market areas across Ohio, Kentucky, and Indiana. We are considered industry pioneers in the home services space, with a large and growing regional operating footprint. We're currently expanding into new markets!

We foster a culture focused on winning and our passion is deeply rooted in continuous improvement. For us, “Improveit” is more than a name – it’s an attitude that governs all that we do for our staff, our customers, and our communities. We value curiosity, passion, continuous improvement, and the relentless pursuit of excellence.

We're seeking a dynamic Home Improvement Area Sales Manager for the Southern Ohio market as we look to expand our regional Midwest footprint.

Position Overview:

The Area Sales Manager is responsible for continued growth of the company's sales within the Branch Offices in the assigned region they support while maintaining acceptable profit by establishing and following guidelines as communicated by management.

Activities include managing their Market Sales Managers and Design Consultants, improving sales force efficiencies in their region including increasing number of self-generated and referral sales, managing their Region's workforce, and working with senior leadership in developing and implementing short and long term strategies to increase sales while improving customer satisfaction ratings.

This position will partner with the Regional Operations Manager for successful installation of customer's projects. This position will also partner with the Sales Onboarding and Development Manager to achieve optimal staffing levels and sales performance.

Essential Job Functions

• Recruit, hire, train, develop and motivate a team of high-performance Market Sales Managers who act as an extension of the Regional Sales Manager in each Branch office.
• Ensure the proper time, attention, and investment of resources are in place to identify, attract, and retain associates at all levels, particularly Market Sales Managers and Design Consultants, to ensure the business has the proper talent pools so future leaders can be identified and promoted.
• Support company initiatives such as product expansion, product development, efficiency improvements, education, training, retention, and productivity improvements
• Train and continually reinforce sales methodology, sales scripts, and the entire in-home experience with Market Sales Managers to ensure everyone in the sales organization is operating according to our sales process.
• Utilize technology and other sales-related tools and best practices to continually elevate our in-home sales process and increase our close rates.
• Hold each Market Sales Manager responsible for their teams adopting and leveraging new tools, processes and technologies when introduced.
• Partners with the Sales Onboarding and Development Manager to ensure Sales Team staffing levels remain 20% above requirements to maximize performance within their assigned Region.
• Ensure all Market Sales Managers in assigned Region meet or exceed projected sales quotas on a monthly, quarterly, and annual basis by assisting them in the core management functions of recruiting, hiring, training, developing, motivating and holding accountable in-home Design Consultants.
• Hold each Market Sales Manager accountable for meeting expectations, offering retraining as needed and releasing the Market Sales Manager if the expectations are not met according to company standards and policies.
• Regularly review key performance indicators with each Market Sales Manager and coach to specific measurable actions designed and documented to address areas that are not meeting expectations.
• Consistently review competitor sales approaches/pitches and recommend improvement ideas to ensure we are retaining a leadership position in the industry.
• Assist the Sales organization and collaborate with other Departments to remove obstacles that prevent jobs from being installed, and manage resells, rehashes, loan closes and cancelations.
• Keep in regular contact with escalated customers, apprising them of any delays with their project to provide the best customer experience.
• Focus on generating self-gens, referrals, customer reviews, testimonials, videos and photos and job radius leads.
• Conduct regular Sales Management meetings to inform Managers of individual, group, and company progress, including role-playing, script rehearsal, motivation techniques, and suggestions for improvement
• Understand the business model, cost per lead, minimum NSLI and net close percentage and manage effectively to those metrics
• Ensure lead handling and lead assignment procedures are being followed per company policy
• Other duties or responsibilities as assigned by management

Required Skills:

• Strong analytical, organizational, interpersonal, oral and written communication skills with the ability to relay information in a comprehensive manner to all levels of the business
• Knowledge of Improveit products, including prices
• Knowledge of selling procedures and “best practices”
• Knowledge of math, including quick totaling of sales price and multiplication of footage
• Knowledge of aspects of windows and bathroom construction initiation and measuring techniques
• Knowledge of financing issues and restrictions
• Knowledge of company policies and procedures
• Highly proficient in recruiting, training, and onboarding
• Highly proficient in closing sales
• Highly proficient in conflict resolution
• Highly proficient in coaching and motivation techniques
• Highly proficient in time management
• Highly proficient in planning and organization with a proactive approach
• Intermediate level of proficiency in Microsoft Excel, Microsoft Word, SharePoint and PowerPoint
• Ability to lead and influence behavior and change across different functions and teams
• Ability to recognize problems and offer suggestions for improvements
• Ability to interpret customer comments into appropriate actions and responses
• Ability to “read” people and resolve customer/spouse differences and arguments
• Ability to relate positively to the customer
• Ability to develop rapport and a relationship with customers
• Ability to multi-task and make decisions with varied degrees of information
• Ability to travel within assigned region up to 75% of the time

Qualifications/Education:

• 5+ years prior experience in Direct Sales Management in the Home Improvement, Replacement Contracting, Home Services or related industries
• Experience which demonstrates success in selling home improvement-related products
• Prior managerial or supervisory position required
• Bachelor’s Degree in Business, Finance, Management, or related field, preferred