A fireplace and stove sales manager oversees the people selling gas, wood and pellet units on the showroom floor, in homes and to builders. They set targets for the fall rush and the slow months, build a pay plan that keeps reps through summer, and close the larger builder and remodeler contracts.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, other building equipment contractors · BLS, May 2025
Lead and manage the sales team for our Fireplace & Stove Installation division, ensuring the achievement of sales targets and driving contract closures to support company growth.
2. Essential Duties and Responsibilities
Set ambitious sales targets and devise strategies to achieve them.
Mentor and coach sales representatives to enhance performance and professional growth.
Drive contract negotiations and closures with key customers.
Collaborate with operations and installation teams to ensure seamless project execution.
Analyze market trends and customer feedback to refine sales strategies.
3. Key Tasks / Daily Activities
Conduct daily team meetings to review performance and sales opportunities.
Monitor and report on individual and team progress towards sales targets.
Engage with potential clients through calls, emails, and face-to-face meetings.
Oversee leads generation and qualification to build a robust sales pipeline.
Review proposals and contracts to ensure accuracy and compliance with company standards.
4. Key Performance Indicators (KPIs)
Monthly sales revenue achievement: $150,000 or more.
Sales conversion rate: Maintain a minimum of 30%.
Customer satisfaction rating: Achieve >4.8 stars.
New contract closures: Increase by at least 15% quarter-over-quarter.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 5 years of sales management experience, preferably in home services.
Strong leadership and mentoring skills.
Excellent communication, negotiation, and analytical skills.
Proficiency in CRM software and sales analytics tools.
6. Preferred Experience
Previous experience within the fireplace, stove, or home improvement industries.
Experience managing remote or field-based sales teams.
Proven track record of exceeding sales targets in a competitive market environment.
Familiarity with contractor and vendor negotiations in home installations.
7. Physical Requirements
Ability to occasionally lift or carry items up to 25 lbs.
Mobility to travel to client sites and company meetings as needed.
Capability to work in various environments, including on construction or installation sites.
Comfort with both office and field-based work settings.
8. Work Environment and Schedule
Typical work hours: Monday through Friday, 8:00 AM to 5:00 PM.
Occasional evening or weekend meetings depending on client availability.
Regular travel to client sites and regional sales events.
Flexibility for on-call duties during high-demand periods.
9. Compensation and Benefits
Annual base salary range: $70,000 - $90,000 USD.
Performance-based bonus and commission structure.
Comprehensive health, dental, and vision insurance.
401(k) plan with company matching.
Additional fringe benefits such as paid time off, professional development, and company vehicle allowance (if applicable).
10. Company Culture and Overview
We foster an inclusive and growth-oriented work environment where every team member is valued.
Our culture is built on collaboration, transparency, and a shared commitment to customer satisfaction.
We invest in continuous training and development to help our team reach new heights.
Join us and be part of an innovative company that values your contributions and encourages your professional growth.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
Hearth reps sell in three places, to buyers whose decisions bunch up in a few cold months. The manager sets pay, prices and targets so the team sells well in October and is still there the next August.
Floor, home and show sales differ for overtime
Where a hearth rep sells matters for overtime. Floor sales happen at your place of business, so they don't count toward the outside sales exemption. Real selling at a home show of a week or two counts as away from it. A floor rep may fit the commission exemption for retail or service businesses instead, if the business qualifies, the rep's regular rate tops time and a half of the minimum wage, and commission is over half their pay for a set period. Ask counsel whether an installing dealer qualifies. Source: U.S. Department of Labor: Fact Sheet #20, commissioned employees of retail or service businesses (section 7(i)).
Builders buy from an option sheet
A builder who offers fireplaces as options may show them to its buyers at a design center or on a price sheet. Your sale arrives as a line on the builder's order. The GM sets builder prices, and the sales manager builds a sheet from them for each house plan: units, fronts, stone and trim. Train the builder's staff on what each option includes, and check each option order against the plan before it's placed, since a model swap can move the vent.
Reps have to last through July
If most of your sales close in the fall, commission shrinks in summer, and a rep may leave before the next rush. Plan the slow months on purpose: a base or draw that covers them, builder bids and outdoor products to sell, and preseason orders for fall installs. Write down how a draw is paid back, including when a rep leaves still owing some, and ask counsel before taking any of it from a final paycheck. A rep who leaves in August takes a season of buyer relationships along.
Discount when crews are free, not when they're booked
When buyers line up in October, a discount mostly gives away margin on orders that would have closed anyway and piles installs into full weeks. Tighten who can discount during the rush, and save approved offers, such as preseason pricing, for months when crews have open weeks. Retire old pitches too. The IRS says the 25C credit, which covered efficient biomass stoves, can't be claimed for work done after 2025. Source: IRS: Energy efficient home improvement credit.
How much fireplace and stove sales managers make
Sales managers who work for other building equipment contractors earned a median of $142,200 a year ($68.36 an hour) in May 2025, according to the Bureau of Labor Statistics. That’s below the $148,270 median for sales managers in all industries. About 430 of the 637,080 sales managers in that survey work for other building equipment contractors.
Per the template, pay is a base salary with bonus and commission on top. That base sits below what BLS reports for the lowest-paid tenth of sales managers at other building equipment contractors, and BLS counts commission and production bonuses in those figures. Model what the whole plan pays in a typical fall and a slow summer before you post it, and pay any override when orders install, not when deposits land.
Other building equipment contractors
$142,200$142,200 median Middle half $116,490–$170,530 10th–90th $93,680–$203,550
All industries
$148,270$148,270 median Middle half $100,360–$207,340 10th–90th $73,170–$290,540
$0k$50k$100k$150k$200k$250k$300k$350k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Other building equipment contractors
$93,680
$116,490
$142,200
$170,530
$203,550
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for fireplace and stove installers on their own. These figures cover other building equipment contractors, which include them. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Has managed reps on a showroom floor and on in-home visits
Builds pay plans that keep good reps through a slow summer
Sets discount limits by season and holds them in October
Signs builder and remodeler accounts and keeps them ordering, inside the GM's prices
Coaches reps to explain venting, fuel and upkeep before the buyer signs
Teach these on the job
Each brand's product line, dealer rules and promotions
Your builder accounts and their house plans
Your CRM, point-of-sale and quote software
Which install weeks operations has open
Overtime rules for commissioned staff in your state
The manager reads open quotes and close rates by rep and by channel in the CRM, the register's daily sales by rep, and operations' calendar of open install weeks. Builder work adds a sheet per house plan with its options and the GM's prices.
Fireplace and stove sales manager interview questions
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Fixing bad quotes
Many of your reps' quotes come back with the wrong venting or missing gas line costs. What do you do?
A strong answer: Finds the pattern, adds a site-visit checklist and installer review for complex jobs, trains reps alongside installers and reviews quotes before they go out until errors drop.
Behavioral · Coaching reps to fit the unit to the home
Tell me about a rep you coached to match stove size and fuel type to the customer's home instead of selling the biggest unit.
A strong answer: Reviewed quotes or rode along, showed how to use the manufacturer's sizing data and ask about goals, practiced it with the rep and tracked returns or complaints.
Build each month's target from your last two falls and summers, so October and July each get a number that fits them.
Monthly sales revenue achievement
Signed revenue each month against that month's own target. Report showroom, in-home and builder sales on separate lines, and show installed revenue beside signed, since special orders install weeks later.
Sales conversion rate
Signed orders divided by written quotes, by rep and by channel. Floor quotes and in-home quotes close at different rates, so compare reps only within the same channel.
Customer satisfaction rating
Post-install survey scores on each rep's orders, compared across reps who sell the same products. When one rep's scores trail, ride along on their next few visits before changing anything else.
New contract closures
Builder, remodeler and other contract accounts signed each quarter, compared with the quarter before. Count an account only once its first order is placed.
Career path
Sales representativeCloses floor and in-home sales and writes complete install quotes.
Senior sales representativeTakes the builder accounts and coaches new hires at the burning displays.
Sales managerSets targets, pay plans and discount limits for the team.
General managerRuns a location: its price book, service program and profit.
Other roles in a fireplace & stove installation business
What should hearth reps say when a buyer found the unit cheaper online?
Set one rule for the team: no matching a web price on the unit alone. The rep goes back through the itemized quote with the buyer, then checks that brand's dealer policy. Enviro, for one, says its products bought online outside a dealer's territory aren't covered by its warranty. If price is the real issue, the rep shows a lower-priced model rather than cutting the install.
How much does a fireplace and stove sales manager make?
Sales managers who work for other building equipment contractors earned a median of $142,200 a year ($68.36 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $116,490 and $170,530 a year. Pay also depends on your local market, experience and bonus terms.
How should commission work on special orders that install weeks later?
One way is to pay part when the order is signed and the deposit clears, and the rest once the unit is installed and paid for. Write both payment points into the plan, along with the clawback when an order is canceled or shrinks. For reps who aren't exempt, federal rules count commissions toward the regular rate used for overtime, whenever they're paid.
What should a new hearth rep learn before the first fall?
How each display lights and what its controls do, which fuel each unit takes, and how inserts, stoves and built-ins vent. Send new reps out with an install crew a few times and on a service day. Have them sit in on each maker's product training and write practice quotes the manager checks line by line. By September they should quote a common gas insert without help.
What lifting and site visits does a hearth sales manager do?
Taking a sample case, a stone panel or a log set to a builder's office or a home show, none heavier than the template's 25 pounds. Walking a framed house with a builder's superintendent to check where each unit and vent will go. Visiting an install when a buyer raises a problem. List them in the posting, and be ready to discuss an accommodation if a candidate requests one.
