BRANCH SALES MANAGER JOB DESCRIPTION

Gross margin slips when nobody owns the number. The Branch Sales Manager holds that ownership - accountable for territory revenue, P and L performance, and the team headcount required to hit both. Most branch sales operations run a mixed motion: outbound prospecting through cold calls and RFP responses alongside retention of an existing customer portfolio, often governed by KPI review cycles and budget compliance requirements. It is a manager role with a selling component, not the reverse.

As the Branch Sales Manager, you lead a branch's full revenue operation - from new business prospecting and contract negotiation to P and L oversight and staff performance management. The position reports to a Regional or Area Sales Manager and carries direct accountability for gross margin, client retention rates, and the professional development of a branch sales team.

Career Impact: Owning a branch P and L at this level builds the financial and commercial fluency that Area Sales Manager and Regional Director roles require as direct next steps.

Business Impact: The customers and gross margin this role protects are the branch's primary revenue line - a vacancy here measurably lowers booked revenue and customer retention within one quarter.

Growth Opportunity: Consistent KPI achievement in this seat sharpens negotiation skills at senior management level and expands scope toward multi-branch or regional responsibility.

• Own branch P and L including revenue forecasting, budget compliance, and gross margin targets across the territory.
• Drive new business development through outbound prospecting, cold calling, and responses to customer RFPs.
• Manage an existing customer portfolio through regular calls, quotations, and timely follow-up on inquiries.
• Hire, coach, and conduct performance appraisals for branch sales staff to ensure individual metrics are met.
• Analyze branch sales reports and implement corrective action on areas not meeting established KPIs.
• Negotiate contract terms, pricing, and conditions with prospective and existing clients at senior level.
• Conduct service, sales, and operational audits on a regular basis and implement corrective actions where required.
• Coordinate with regional management on marketing campaigns, budget allocation, and sales plan revisions.

• Bachelor's degree in business, sales management, or a related field, or equivalent work experience.
• 5 or more years of B2B sales experience, with at least 3 years managing a sales team or branch operation.
• Demonstrated success in achieving revenue targets and gross margin objectives in a field-based sales role.
• Proven ability to hire, develop, and retain sales personnel within a structured performance framework.
• Strong analytical skills applied to sales reports, P and L statements, and market data.
• Excellent verbal and written communication skills with demonstrated ability to negotiate at senior level.
• Valid driver's license required for regular customer-facing territory coverage.

• Experience conducting RFP responses and managing complex, multi-stage contract negotiations.
• Background in budgetary planning and corrective action implementation against branch KPIs.
• Familiarity with OH and S or quality compliance requirements in a field sales environment.
• Bilingual proficiency in a second language relevant to the served territory.

• Gross margin percentage achieved against branch target each quarter.
• New business revenue booked per month, tracking outbound prospecting conversion.
• Customer retention rate across the managed portfolio, measured at each review cycle.
• Individual sales rep attainment rate, reflecting coaching and performance management outcomes.
• RFP win rate, measuring proposal quality and negotiation effectiveness.
• Typical tools: CRM platform (commonly Salesforce or HubSpot), reporting and productivity suite (commonly Microsoft Excel and PowerPoint).

• Base Salary Range: $70,000 to $95,000 per year depending on territory size and industry.
• Bonus: performance-based commission or bonus tied to gross margin and revenue targets.
• Equity: typically not offered at branch manager level in this sector.
• Health Benefits: medical, dental, and vision coverage standard.
• PTO: 15 to 20 days per year plus public holidays.
• Common Perks: Company vehicle or mileage reimbursement, mobile phone allowance, travel expense coverage.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Candidates for this position are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations will be made for qualified individuals with disabilities throughout the hiring process upon request. A background check is required as a condition of employment. All candidates must be authorized to work in the United States prior to the start of employment.

The Branch Sales Manager owns full-cycle branch performance by driving new client acquisition, growing market share, managing daily operations, and fulfilling Mortgage Loan Officer responsibilities within a community banking setting. Reporting to senior leadership and collaborating with partners across retail, investment services, mortgage, and commercial lending, the Branch Sales Manager enables balance sheet growth and consistent achievement of branch sales and service goals.

Key Responsibilities

• Lead branch sales operations including new client acquisition, retention, and market share growth.
• Drive non-interest income, joint partnership revenue, and balance sheet growth across all business lines.
• Oversee daily branch operations including risk management, compliance, audit, security, and loss prevention.
• Coach, train, and develop team members to promote a high-performance sales culture.
• Promote the bank and branch through active community involvement and networking.
• Manage staff performance including hiring, terminations, reviews, disciplinary actions, and professional development.
• Maintain comprehensive knowledge of all branch products, services, and operational duties.
• Fulfill Mortgage Loan Officer responsibilities including taking residential mortgage loan applications and negotiating loan terms.

Required Qualifications

• Associate degree or equivalent.
• NMLS registry registration required for MLO responsibilities.
• Minimum 5 years of current or recent banking experience or equivalent combination of education and experience.
• Proficient in MS Word, Excel, and Outlook.
• Strong organizational, planning, dependability, and flexibility skills.
• Excellent oral and written communication skills with a professional public-facing presence.
• Sound judgment, initiative, and higher-level problem-solving ability.
• Ability to manage and be held accountable in a sales and service results-oriented environment.

Embedded within a 31-year-old industry organization, the Branch Sales Manager recruits, coaches, and develops a field sales team operating on pre-set and pre-qualified appointments to maximize selling efficiency. Working closely with individual sales representatives through one-on-one reviews and regular team meetings, the Branch Sales Manager advances revenue by ensuring each salesperson masters product knowledge, customer satisfaction techniques, and the company's proven sales methodology.

Core Functions

• Recruit, select, and maintain sales representatives within performance expectations.
• Monitor, coach, and demonstrate the sales methodology for the team.
• Teach product features, benefits, advantages, key differentiators, installation methods, warranties, and customer care programs.
• Work with customers to address questions and concerns and ensure complete satisfaction.
• Conduct regular team sales meetings to discuss successes and obstacles.
• Meet individually with each representative to review performance and develop strategy.

Qualifications and Experience

• Minimum 5 years of sales and, or sales management experience.
• Proven track record of success in consumer-based B2C sales transactions.
• Proficient in Word, Excel, Outlook, CRM, and iPad, or app platforms.
• Professional demeanor with an outgoing and engaging personality.
• Excellent interpersonal and communication skills.
• Highly self-motivated, self-disciplined, positive, and driven.
• Ability to embrace company methodology, scripts, and product attributes.

Reporting to area leadership, the Branch Sales Manager oversees daily sales operations encompassing forecasting, P and L analysis, budget allocation, and the management of customer and vendor relationships within a construction, building materials, or interior design retail environment. Partnering with an outside sales team to maintain and grow existing accounts, the Branch Sales Manager shapes location-level financial performance and ensures territory sales and margin targets are consistently achieved.

Primary Duties

• Oversee daily sales operations including forecasting, financial planning, budget allocation, and P and L analysis.
• Monitor and update reports on sales, P and L, orders, and customer accounts and analyze data for appropriate action.
• Develop forecasts, financial objectives, and business plans for analyzing sales, margins, and expense levers.
• Maintain and grow relationships with existing customers in conjunction with the outside sales team.
• Hire, coach, and retain sales personnel.
• Analyze sales and market data to support location and territory performance.
• Build and maintain professional relationships with customers, vendors, and business counterparts.

Skills and Qualifications

• Minimum 5 years of experience in a leadership sales role.
• Experience in retail sales management required.
• Industry knowledge in construction, building materials, or interior design required.
• Proficient in Microsoft Office and Outlook.
• Proven aptitude in managing sales, P and L, forecasts, and expenses.
• Thorough, detail-oriented, and focused on results.
• Strong problem-solving and analytical skills.

Sitting at the intersection of outside sales and branch operations, the Branch Sales Manager generates new business, re-engages inactive clients, and maintains gross margin targets within a labor services or staffing branch environment. Operating across accounts receivable, collections, payroll, worker dispatch, and customer invoicing, the Branch Sales Manager delivers profitability and sustained client satisfaction through hands-on leadership and community outreach.

Duties

• Develop and expand relationships with existing and prospective clients.
• Mentor, coach, train, and develop sales and customer service skills across the branch team.
• Ensure excellent customer service, timely resolution of inquiries, and adherence to company policies.
• Oversee branch accounts receivable, collections, payroll, worker dispatch, and customer invoicing.
• Manage and analyze branch profit and loss statements to maximize profitability.
• Promote community awareness of company services and actively participate in local outreach.

Position Requirements

• Minimum 5 years of experience in a branch sales or related management role.
• Strong leadership, coaching, and team development skills.
• Experience managing accounts receivable, collections, and P and L.
• Excellent customer service and client relationship management skills.
• Ability to adhere to company policies, workers' compensation procedures, and regional management direction.

A key member of the NYC sales office, the Branch Sales Manager leads a high-performing team of new product and aftermarket sales personnel while personally managing accounts 60% of the time across the HVAC and light industrial markets. Collaborating across mechanical contractors, design engineers, end users, and internal SPX cross-functional teams, the Branch Sales Manager builds the bookings, revenue, and margin results that sustain territory growth for the full Evaporative Cooling product portfolio.

Leadership Responsibilities

• Lead a high-performing team of new product and aftermarket sales and support personnel.
• Sell directly to own accounts 60% of the time while managing the overall territory.
• Develop and maintain strong relationships with mechanical contractors, design engineers, and end users.
• Implement sales and sales management processes to drive bookings, revenue, and margin targets.
• Conduct executive-level communication within accounts and internally across SPX.
• Develop and clearly articulate account growth plans and competitive positioning strategies.
• Contact and meet with customers to discuss proposals, close opportunities, and analyze feedback.
• Manage inside and outside sales personnel to ensure territory coverage and achievement of financial goals.
• Serve as product expert across all Evaporative Cooling product lines to solve routine product and systems issues.

Education and Experience

• Bachelor's degree preferred, notably in engineering or another technical field.
• 10 or more years of sales experience with excellent results.
• 5 or more years in sales leadership and management.
• Knowledge of HVAC, cooling towers, and, or chillers strongly desired.
• Aftermarket or distributor sales and representative management experience preferred.
• Proficient in Microsoft Excel and Word.
• Valid driver's license and proof of insurance required.
• Willingness to travel at least 50% of the time.
• Ability to handle high work volume and perform multiple tasks in a fast-paced environment.
• Strong verbal communication and executive-level presentation skills.

Revenue growth and branch profitability at a B2B staffing organization depend on the Branch Sales Manager, who prospects new business through cold calling and networking, owns financial planning, and ensures every client receives professional and compliant service delivery. Based within a branch reporting to an Area Sales Manager, the Branch Sales Manager strengthens organizational performance by conducting operational audits, managing employee appraisals, and maintaining OH and S and quality compliance requirements.

Strategic Responsibilities

• Explore territory through networking and cold calling to identify contacts and develop new business.
• Facilitate and review customer proposals including responses to RFPs, pricing, and contract negotiation.
• Own branch profitability and financial planning including projections, budgets, and policy compliance.
• Analyze and interpret sales reports and implement corrective action on areas not meeting branch KPIs.
• Maintain a system of regular review to assess sales plan effectiveness and revise where necessary.
• Set and adhere to budgets and monitor recruitment advertising spend.
• Ensure clients receive professional, timely, quality service with up-to-date SOPs and training materials.
• Conduct performance appraisals and improvement plans for employees as required.
• Conduct comprehensive service, sales, and operational audits and implement corrective actions.
• Manage all OH and S and quality compliance requirements.

Background and Experience

• Minimum 5 years of B2B sales experience.
• Minimum 3 years of experience managing employees.
• Proven success in strategic and budgetary planning.
• Staffing industry experience is an asset.
• Proficient in Excel and PowerPoint, comfortable with CRM software.
• Strong analytical skills across market, financial, and operational performance areas.
• Excellent verbal and written communication skills.
• Proven negotiation skills at senior management level.
• Bilingual in French and English, written and oral.

As the Branch Sales Manager, this role builds and manages a customer portfolio within a designated trade or builders merchant territory, delivering on sales and margin targets through regular customer calls, quotation preparation, and the execution of agreed marketing and sales campaigns. The branch team relies on this leadership to implement change management initiatives, maintain accurate client records, ensure on-time deliveries, and report results with corrective actions that sustain continuous business growth.

Accountabilities

• Build relationships with new and existing customers within the designated area.
• Manage a customer portfolio to achieve sales and margin targets.
• Call on customers regularly, provide quotes, and follow up on enquiries and issues in a timely manner.
• Agree on marketing and sales campaigns with the regional management team.
• Prepare quotations and maintain accurate records on clients and sales activities.
• Work with the branch manager to ensure customer deliveries are made within agreed timescales.
• Implement innovation and change management initiatives to improve business performance.
• Manage, develop, and motivate branch staff.
• Report branch results and implement corrective actions.

Knowledge Skills and Abilities

• Full and valid driving license required.
• Consistent track record of field-based business development and trade staff management.
• Experience in a similar management role, ideally in trade, builders merchant, retail, glazing, or UPVC sectors.
• Commercial awareness with understanding of negotiation and profit margins.
• Accomplished at preparing and delivering sales presentations to a diverse customer base.
• Strong organizational skills with the drive and leadership to manage a branch effectively.
• Passion, energy, and enthusiasm for delivering exceptional customer service and achieving business targets.
• Ability to work under pressure with a positive and committed attitude.

Branch Sales Manager leads customer prospecting, profitability improvement, and cross-functional coordination within an equipment maintenance services branch, communicating proactively with owner operators and independent contractors about upcoming services and equipment issues. The work directly supports shop leadership in delivering an excellent customer experience while ensuring work orders, margin targets, and organizational objectives are consistently met.

Role Responsibilities

• Grow branch sales through new customer prospecting and innovative business development initiatives.
• Proactively communicate with owner operators and independent contractors about upcoming services and equipment issues.
• Review work orders to ensure charges and coding are correct and closed in a timely fashion.
• Work in unison with shop leadership to assure a great customer experience.
• Manage and continuously improve branch profitability and margin.
• Proactively assist others in achieving organizational objectives.

Professional Experience

• Associate degree or equivalent combination of education and experience.
• Sales and customer prospecting experience required.
• Experience with hiring and interviewing preferred.
• Strong background in leadership preferred.
• Entry-level P and L knowledge and financial cognizance desired.
• Proficient in Microsoft Word, Excel, and PowerPoint, with 10-key experience preferred.
• Excellent verbal and written communication skills with a positive and winning attitude.
• Ability to work with a diverse group including mechanics, customers, and corporate colleagues.