Sales Manager

Tom-Drexler-1; East Hanover (NJ); On-site; USD 120,000 - 130,000; Full time

Benefits offered by this job

Weekly pay

Medical, dental, and vision insurance

401(k) with company match

Short- and long-term disability

Company-paid life insurance

Paid time off and holidays

Employee Assistance Program

Job summary

Russo Bros. & Co. Plumbing, Heating & Air Conditioning in Northern New Jersey is seeking an experienced Sales Manager to lead and grow our residential sales team across HVAC and Plumbing.

The role oversees Comfort Advisors, Sewer Sales Specialists, and other in-home sales professionals, driving revenue, gross profit, and key KPIs for the branch. We look for a hands-on leader who coaches to improve close rates, grow revenue, and protect profitability.

Qualifications

• 5+ years of residential home services sales experience
• 2+ years of sales leadership or sales management experience
• Proven track record of achieving sales, revenue, and gross profit goals
• Strong understanding of residential replacement and in-home sales processes
• Experience with CRM and field service management platforms; ServiceTitan strongly preferred

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 revenue and profitability targets.
• Drive HVAC replacement, major plumbing, electrical upgrade, sewer replacement, water line, excavation, and other in-home sales opportunities.
• Recruit, onboard, train, and develop sales talent to build a high-performing team.

Skills

Residential home services sales

Sales leadership

Coaching and development

KPI analysis

Negotiation

CRM familiarity

Education

Bachelor's degree in Business/Marketing/Management

High school diploma or equivalent

Tools

ServiceTitan

Microsoft Excel

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Executive East Hanover, NJ, US

Russo Bros. & Co. Plumbing, Heating & Air Conditioning
Northern New Jersey
$120,000–$130,000 annually + performance-based bonus opportunity
Full-Time | On-Site & In the Field

Join the Russo Bros. Team

Russo Bros. & Co. is looking for an experienced Sales Manager to lead and grow our residential sales team across HVAC and Plumbing in Northern New Jersey.

For more than 70 years, Russo Bros. & Co. has provided trusted home services throughout Northern New Jersey. As we continue to grow, we’re looking for a hands‑on sales leader who knows residential home services, understands the numbers behind a successful sales organization, and knows how to coach teams to consistently perform at a high level.

This role will lead our Comfort Advisors, Sewer Sales Specialists, Plumbing Sales Representatives, and other in‑home sales professionals while owning sales performance, revenue growth, gross profit, and key performance metrics for the branch.

If you’re a results‑driven sales leader who knows how to develop people, improve close rates, grow revenue, and protect profitability, we want to talk with you.

What You’ll Do

• 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 regular 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 through 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 to build a strong, high‑performing team.
• Establish clear expectations and create a culture of accountability, teamwork, continuous improvement, and winning.
• 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 opportunities to cross‑sell services and provide customers with comprehensive home solutions.
• Maintain consistent sales processes and customer experience standards across all service lines.
• Analyze lost opportunities, cancellations, booking percentages, lead quality, close rates, and other trends to identify opportunities for improvement.
• 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.

What We’re Looking For

• 5+ years of residential home services sales experience, preferably within HVAC, plumbing, electrical, sewer, or related trades.
• 2+ years of sales leadership or sales management experience.
• Proven track record of achieving or exceeding sales, revenue, and gross profit goals, with the ability to speak to specific results.
• Strong understanding of residential replacement and in‑home sales processes.
• Experience managing and improving sales KPIs such as:
  • Close rate and lead conversion.
  • Average ticket and revenue per lead.
  • Revenue and gross profit.
  • Financing penetration.
  • Booking percentages.
  • In‑home sales conversion.
  • Technician‑generated opportunities.
• Strong 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 that improve results.
• Excellent leadership, communication, negotiation, customer service, and problem‑solving skills.
• Experience with CRM and field service management platforms; ServiceTitan experience is strongly preferred.
• Proficiency with Microsoft Office, including Excel.
• High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Management, or a related field preferred.
• Valid driver’s license and a driving record that meets company requirements.

Compensation & What We Offer

• $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 our growing family of home service brands.

Physical Requirements

• Ability to regularly travel to residential job sites throughout the service area.
• Ability to accompany sales professionals and technicians during field visits, sewer inspections, and in‑home sales appointments.
• Ability to work in varying indoor and outdoor environments.
• Ability to perform the essential functions of the position, with or without reasonable accommodation.

Ready to Join Russo Bros.?

If you’re an experienced residential home services sales leader who knows how to build high‑performing teams, use KPIs to drive results, grow revenue, and protect gross profit.

Russo Bros. & Co. is an Equal Opportunity Employer.

The above job description is not intended to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with this position. Duties and responsibilities may change based on business needs, and other duties may be assigned. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the role.