Job Description

ACS Roofing Sales Lead / Sales Manager

The Roofing Sales Lead / Sales Manager is responsible for driving revenue growth, leading the roofing sales team, developing strategic customer relationships, and ensuring accurate, profitable project acquisition. This role bridges sales strategy and production execution, ensuring projects are sold correctly, scoped properly, and aligned with company profitability goals.

Success in this role means:

• Consistent revenue growth
• Strong sales team performance
• Accurate estimating and clean handoffs to production
• High customer satisfaction and repeat business

This is a leadership role — not just a salesperson.

Core Responsibilities

1. Revenue & Sales Leadership

• Lead and manage the roofing sales team
• Set and track monthly, quarterly, and annual sales goals
• Drive new business development and strategic partnerships
• Monitor pipeline health and forecast revenue accurately
• Develop territory and account strategies

Key Outcome: Predictable, profitable revenue growth.

2. Sales Process Management

• Establish and enforce a structured sales process:
  • Lead intake
  • Site inspections
  • Scope development
  • Estimating
  • Proposal presentation
  • Contract execution
• Ensure CRM is updated daily and accurately
• Track close ratios, sales cycle length, and pipeline stages
• Improve conversion rates through coaching and accountability

Key Outcome: Clean, consistent, scalable sales operations.

3. Estimating & Proposal Oversight

• Oversee or assist with roofing estimates (repairs, re-roofs, maintenance)
• Ensure all proposals are:
  • Accurate
  • Profitable
  • Complete in scope
• Review margins before contracts are signed
• Collaborate with Production Manager on pricing feedback

Key Outcome: Jobs sold right the first time.

4. Client Relationship Management

• Develop long-term relationships with:
  • Property managers
  • General contractors
  • Commercial building owners
  • HOA boards
• Conduct follow-ups after project completion
• Resolve customer concerns in partnership with production
• Drive repeat and referral business

Key Outcome: High retention and strong reputation.

5. Sales Team Development

• Recruit, onboard, and train roofing sales reps
• Conduct ride-alongs and field coaching
• Hold weekly sales meetings
• Review KPIs and individual performance metrics
• Create performance improvement plans if necessary

Key Outcome: High-performing, accountable sales team.

6. Production Alignment

• Ensure smooth handoff from sales to production
• Participate in pre-job meetings when needed
• Confirm scope clarity to avoid change orders caused by sales errors
• Maintain strong communication with Roofing Production Manager

Key Outcome: Minimal job friction and strong margins.

Key Performance Indicators (KPIs)

Revenue & Growth

• Monthly and quarterly sales volume
• Gross margin percentage
• Sales growth year-over-year
• Backlog value

Sales Performance

• Close ratio %
• Average contract size
• Sales cycle time
• Lead response time

Team Performance

• Individual rep production
• CRM compliance rate
• Proposal turnaround time
• Pipeline accuracy

Quality Control

• % of jobs requiring change orders due to sales error
• Customer satisfaction scores
• Repeat client rate

Required Skills & Experience

• 5+ years in commercial roofing sales
• 2+ years in sales leadership or management
• Strong estimating and blueprint reading skills
• CRM experience
• Proven track record of meeting or exceeding sales targets
• Strong negotiation and communication skills
• Ability to coach and hold team accountable

Leadership Traits

• Results-driven
• Structured and process-oriented
• Strong communicator
• High accountability
• Profit-focused decision maker
• Calm under pressure

Reporting Structure

Reports To:

• Operations Manager or General Manager

Works Closely With:

• Roofing Production Manager
• Estimating Department
• Accounting
• Marketing
• Warehouse/Fleet

Compensation Structure (Optional Section)

• Base salary + commission
• Team performance bonus
• Margin-based incentives
• Company vehicle or allowance (if applicable)

If you'd like, I can also create:

• A KPI Scorecard
• A comp plan structure
• A 30-60-90 day onboarding plan
• A Sales Playbook outline
• Or a separate Sales Rep vs Sales Manager split role description

Let me know how you want to structure the ACS roofing division moving forward.