What are the responsibilities and job description for the Sales Department Lead position at Horne Heating & Air Conditioning?
Sales Department Lead
Location: Charlotte, NC
Employment Type: Full-Time, Exempt
Schedule: Monday-Friday | 7:00 AM - 6:00 PM (with on-call manager rotation and after-hours/weekend support as needed)
Compensation: $70,000 base salary quarterly and annual department/company profit incentives
Lead a High-Performing Sales Team
As Sales Department Lead at Horne Heating and Air Conditioning, you'll oversee the Tier 1 Sales team, drive consistent execution of the Trusted Advisor process, and maintain strong gross margins while delivering exceptional customer experiences. This role combines hands-on coaching, performance management, and strategic leadership to help the department hit revenue and profitability targets.
You'll lead by example-empowering technicians, refining processes, and ensuring every customer interaction reflects our commitment to quality and integrity. If you're a results-driven leader with strong sales acumen and a passion for developing others, this is your opportunity to make a major impact at a respected, family-owned company.
Why You'll Love Working Here
- Stable, year-round employment with a company serving Charlotte since 1983
- Clear leadership role with direct influence on team success and company growth
- Quarterly and annual profit-based incentives tied to department performance
- Ongoing professional development through SBE training and leadership resources
- Positive, team-oriented culture with employee appreciation events
- Opportunities for long-term career advancement into higher management
- Company vehicle, credit card, and tools provided
Compensation & Benefits
- $70,000 annual base salary
- Quarterly and annual net profit incentives (department and company-based)
- Medical, dental, vision, and life insurance
- Paid holidays, PTO, and birthday paid day off
- 401(k) with company match
- Tuition and certification reimbursement
- Additional earning potential through spiffs and performance bonuses
- Company-issued vehicle, laptop, credit card, and business cards
What You'll Be Doing
As Sales Department Lead, you'll be responsible for the daily leadership and performance of the Tier 1 Sales team while collaborating across departments to support overall company goals.
Key responsibilities include:
- Coach and develop Sales technicians through regular ride-alongs, training, and feedback
- Monitor and drive key performance metrics (gross profit, close rates, revenue per truck, PEP conversions, 5-star reviews)
- Create and maintain weekly schedules, training plans, and meeting agendas
- Review and approve discounts, financing, and warranty options per company policy
- Handle customer escalations and collaborate with the Customer Care team on resolutions
- Oversee vehicle inventory, maintenance coordination, and on-call scheduling
- Lead weekly Sales meetings and participate in Leadership Team meetings
- Ensure 100% completion of scoping documents and conduit load calculations
- Maintain advanced knowledge of ServiceTitan, ConduitTech, MeasureQuick, and other platforms
What We're Looking For
- 5 years of sales experience in HVAC or home services, with at least 2 years in a leadership or supervisory role
- Proven track record of hitting revenue and gross margin targets
- Strong coaching, training, and team development skills
- Excellent communication and customer escalation management abilities
- Proficiency with ServiceTitan or similar CRM platforms
- Highly organized with the ability to manage schedules, KPIs, and cross-department collaboration
- Valid driver's license and clean driving record
Experience That Will Help You Stand Out
- EPA 608 Universal Certification
- Completion of SBE Leadership or Business Foundations training
- Experience with ConduitTech, MeasureQuick, or similar sales tools
- Background in IAQ products or water filtration sales
- Bilingual (English/Spanish)
- Prior success leading a sales team to 60% gross margins
About Horne Heating and Air Conditioning
Since 1983, Horne has built its reputation on honest work, exceptional service, and treating customers like neighbors. We invest in our employees and create an environment where people can build lasting careers.
Our Core Values
Honesty • Opportunity • Recognition • Neighborly • Empowerment
If you're ready to lead a results-driven sales team and grow with a stable, respected local company, we'd love to hear from you.
Please apply online only. We respectfully request no phone calls regarding this position.
Candidates will be required to pass a background check and pre-employment drug screening upon being given a conditional offer of employment
Salary : $70,000