Director of Residential Sales

Position Overview

The Director of Residential Sales is responsible for the performance of the Residential Sales team across all markets we participate in within the following states: Illinois, Wisconsin, Indiana, Ohio, and Kentucky. The Director of Residential Sales is accountable for achieving sales, margin, and conversion targets of their team while delivering an exceptional customer experience. Our Sales Team uses a solution selling, consultative approach to working with customers, and this role will be leading the way in implementing and coaching with that approach. To be successful in this role, the Director of Residential Sales will be focused on delivering the following:

• Serve customers with Quality, Service, and Integrity; provide a high-level customer service experience and satisfaction rate
• Achieve sales growth, margin, close rate objectives
• Maintain full utilization of Salesforce by the sales team throughout sales processes
• Report to the COO with sales representative performance data and team reporting metrics on a weekly basis; assist with monthly and annual planning for sales goals
• Provide sales support and coaching to Residential Sales reps in the field
• Leans in to difficult or challenging conversations as they arise and does not shy away from working together toward amenable resolution in a timely manner

Role and Responsibilities

• Maintain present leadership; this role requires regular and consistent travel to all locations throughout our service footprint.
  • Primary office will be at our distribution center in West Chicago, however travel to all of our Chicagoland locations on a weekly to monthly basis is required.
  • Travel to out of state locations is required at least once per month.
• Report directly to the COO
• Responsible for the sales performance of and co-managing our corporate relationship with the Home Depot at a local and national level.
  • Our company is the authorized service provider for 135 stores in our service area footprint.
• Collaborate with outside marketing service provider to coordinate promotions and ad content.
• Partner closely with residential operations team to ensure successful execution of project installations, timely resolution to any customer issues relating to sales errors
• Coordinate with lead management team to assign appropriate lead volume and geographic territories to each sales rep throughout the season.
• Coordinate and collaborate with customer experience team to determine appropriate lead qualification methods and setting of appointments.
• Establish and maintain effective rehash process for outstanding sales proposals.
• Ride along with sales reps on the team to ensure best practices are followed, provide support and training to sales team
  • This role is expected to be hands-on with coaching, training, and support of the sales team.
• Understand the basics of fence sales: How to measure client backyards and compose project proposals based on project specifications, customer needs, and product preferences
• Maintain high level of clear, consistent communication with sales reps regarding overall performance, sales goals, margin, appropriate adherence to company policy and paperwork compliance, as well as training and support
• Respond reliably and quickly to client requests and needs, sales rep inquiries
• Achieve team sales goals, margin targets
• Adhere to and uphold company policies and sales procedure
• Deliver an exceptional customer experience and sales team experience
• Effectively utilize Salesforce to document all appointments, emails, interactions with customers, reporting and metrics; use the Dashboard feature to keep current with real-time data
• Verify the use of digital estimating system to produce project quotes and use other IT tools by the sales team
• Engage and lean in to challenging conversations when needed to achieve fair and timely resolution of an issue or concern, whether with a customer or employee

Required Skills

• Minimum of 5 years previous experience in B to C sales
• Minimum 5 years of sales management management experience
• Experience with B to B and relationship-based account sales
• Excellent verbal and written communications skills
• High-level customer service skills
• Ability to excel in a fast-paced environment
• Self-motivated to achieve daily responsibilities and team goals, an entrepreneurial spirit
• Demonstrable problem solving and critical thinking skills
• Math acumen; Previous experience creating and managing budgets, margin, and profitability reporting
• Ability to learn quickly - product information, company processes and policies - and lead by example
• Outstanding listening skills; ability to understand, explain, and empathize with customer needs
• Exceptional organizational skills and attention to detail; ability to help others manage their time and workload to highest efficiency and success
• Ability to navigate difficult conversations effectively and respectfully with customers and internal team members should they arise
• Proficient in relevant computer applications - Google Workspace/Gmail, Salesforce (or similar CRM).
  • Use of a computer, tablet, or smartphone should be second nature - use of computer programs are essential to this role.
• Ability to maintain a valid driver's license and adhere to all safe driving practices

Preferred Skills

• Minimum 2 years experience with in-home sales consultations, home improvement sales and management (fence sales, a plus)