The HVAC Inside Sales Manager is responsible for building, leading, and scaling a high-performing inside sales organization focused on driving profitable growth within the HVAC industry.
Partnering closely with outside sales, branch leadership, and operations, the Inside Sales Manager plays a critical role in increasing customer acquisition, improving quote speed and conversion, strengthening customer relationships, and growing share of wallet within existing accounts.
Key Responsibilities
Team Leadership & Development
- Recruit, hire, onboard, and train inside sales associates to support current and future growth
- Establish clear activity expectations and performance standards (calls, quotes, follow-ups, pipeline management)
- Build a results-driven, accountable team culture focused on execution and continuous improvement
- Coach, mentor, and develop team members through regular feedback and performance reviews
Revenue Growth & Sales Execution
- Drive revenue growth across house accounts, inactive accounts, and new contractor relationships
- Design and implement outbound sales and calling strategies to uncover new opportunities
- Increase quote volume, responsiveness, and conversion rates
- Promote upselling and cross-selling of higher-margin and complementary products
- Support branch and company revenue goals through disciplined sales execution
Outside Sales Partnership
- Build a seamless, collaborative inside–outside sales model
- Provide quoting, order follow-up, and account support for outside sales representatives
- Improve speed, accuracy, and responsiveness to customer and sales team requests
- Enable outside sales reps to spend more time prospecting, selling, and relationship-building
Process, Systems & KPI Management
- Standardize quoting, follow-up, and sales workflow processes
- Establish and manage KPI tracking, dashboards, and sales scorecards
- Drive CRM adoption and ensure consistent sales process utilization
- Improve pricing discipline, margin control, and adherence to company guidelines
- Identify process gaps and implement improvements to increase efficiency and scalability
Customer Experience
- Ensure fast, accurate, and professional communication with customers
- Strengthen relationships with contractors, builders, and trade partners
- Resolve customer issues quickly, effectively, and with a service-first mindset
- Partner with operations and leadership to deliver consistent, high-quality customer experience
Qualifications
- 2+ years of sales leadership or team management experience
- Strong understanding of contractor, builder, and trade sales cycles
- Hands-on experience with quoting, pricing strategies, and margin management
- Proven track record of building, coaching, and leading high-performing sales teams
- Experience working cross-functionally with outside sales, operations, and leadership
Preferred Skills & Attributes
- Builder mindset with the ability to create structure from the ground up
- Accountability-driven leader who sets clear expectations and follows through
- Strong coach and motivator with excellent communication skills
- Customer-focused with a commitment to service excellence
- Data-driven decision-maker comfortable managing by metrics and KPIs
