An HVAC sales manager runs the team that sells heating and cooling replacements in customers' homes. The manager hires and coaches the reps, hands out sales appointments, sets pricing rules, and makes sure every sold job reaches the install crew complete.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, HVAC and plumbing contractors · BLS, May 2025
Responsible for setting revenue goals, directing the sales team, and ensuring the consistent growth of our HVAC service division. Plays a pivotal role in driving business development, streamlining sales processes, and enhancing customer relationships. Contributes directly to the company's overall financial success and market positioning.
2. Essential Duties and Responsibilities
Develop and implement strategic sales plans to achieve revenue targets.
Lead, coach, and motivate a team of sales representatives to maximize performance.
Monitor market trends and adjust sales strategies to capture new business opportunities.
Collaborate with cross-functional teams to ensure seamless service delivery and customer satisfaction.
3. Key Tasks / Daily Activities
Oversee daily sales operations and provide real-time support to the sales team.
Analyze sales reports and performance metrics to adjust strategies promptly.
Conduct regular team meetings and one-on-one sessions to review performance and set goals.
Engage with key customers and prospects to foster strong relationships and identify upsell opportunities.
4. Key Performance Indicators (KPIs)
Monthly Revenue Growth: Achieve a minimum 10% increase in revenue per month.
Sales Conversion Rate: Attain a conversion rate of 25% on qualified leads.
Customer Satisfaction Rating: Maintain an average rating of >4.8 stars.
Team Quota Achievement: Ensure 90% of sales team members meet or exceed their individual targets.
5. Required Qualifications and Skills
Bachelor’s degree in Business Administration, Marketing, or a related field.
Minimum 5 years of sales management experience, preferably within the home services or HVAC industry.
Excellent leadership, communication, and interpersonal skills.
Proficient in CRM software and data analysis tools.
6. Preferred Experience
Prior experience in the HVAC industry or a similar home services field.
Demonstrated success in leading a high-performing sales team in a competitive market.
Experience in developing and executing strategic sales plans that drive revenue growth.
7. Physical Requirements
Ability to travel regularly to client sites, industry events, and sales meetings.
Capable of lifting up to 25 lbs when required for on-site evaluations or client engagements.
Adaptability to work in various environments, including office settings and field visits.
8. Work Environment and Schedule
Standard work hours typically from 8:00 AM to 5:00 PM.
Occasional travel required for client meetings and industry conferences.
Potential for extended hours during peak periods or special projects.
9. Compensation and Benefits
Competitive salary range of $70,000 to $90,000 USD per year based on experience.
Performance-based bonuses and commission structure.
Comprehensive benefits package including Health, Dental, and Vision coverage.
401(k) plan with company match.
Additional fringe benefits such as paid time off and professional development opportunities.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster a dynamic and inclusive culture that champions innovation, teamwork, and continuous growth.
We are dedicated to supporting our team members with ongoing training, career advancement opportunities, and a strong commitment to work-life balance.
Join us in a collaborative environment where your contributions drive both personal and company success.
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
Every sales manager hires, coaches and sets goals. In residential HVAC, the manager also controls the lead flow, the price book, and what gets handed to the install crew.
You run the appointment board
Sales leads come from technicians, ads, maintenance plan members and the phones, and they pile up when the weather turns. The manager decides which rep takes each visit, by skill, territory and the kind of job. Get technician referrals on the calendar quickly, while the problem is fresh and before the customer calls someone else.
Pricing rules live with you
The manager keeps the replacement price book current when equipment prices change, sets the good, better and best options reps present, and decides with the owner who can discount and by how much. Loose discounts show up months later as thin margins on jobs the crew already installed.
Sell only what you can install
A big sales week can bury the install crews. The manager works with the production manager on install capacity and tells reps how far out to promise. Before a sold job is scheduled, the manager checks that it lists the load calculation, the equipment, any duct changes and the permits your area needs.
Coaching happens in the home
A CRM report shows close rates. A ride-along shows why: how a rep inspects the system, explains the options and asks for the sale. Good managers ride with each rep regularly, review unsold proposals with the rep and the rehash specialist each week, and practice objections with the team before peak season.
Your reps may need state registration
In California, a salesperson who sells home improvement contracts for a contractor must be registered with the state board. The contractor must tell the board in writing before a new salesperson starts work, and report it within 90 days when one leaves. Check your own state's rules and keep track of each rep's status. Source: California CSLB: Contractor notification of home improvement salesperson association.
How much HVAC sales managers make
Sales managers who work for plumbing, heating, and air-conditioning contractors earned a median of $137,120 a year ($65.92 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 1,260 of the 637,080 sales managers in that survey work for HVAC and plumbing contractors.
Usually a salary plus a bonus or override tied to the team's sold revenue or gross profit. At smaller companies the manager may also run some appointments for commission.
HVAC and plumbing contractors
$137,120$137,120 median Middle half $104,040–$181,000 10th–90th $83,210–$230,300
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
HVAC and plumbing contractors
$83,210
$104,040
$137,120
$181,000
$230,300
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS reports HVAC and plumbing contractors together. 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 sold in the home and can show a rep how on a ride-along
Reads a sales report and spots the rep or lead source that's slipping
Holds the line on pricing and discounts
Hires carefully and acts when a rep won't follow the process
Works well with the service, install, and marketing managers
Teach these on the job
Your price book and equipment lines
Your CRM and sales reports
Your financing partners and approval steps
Your install scheduling and handoff checklist
Your commission plan rules
Sales managers run the team from field service software such as ServiceTitan or Housecall Pro, using its sales reports, unsold proposal list and price book. Name your software and equipment brands in the ad, and say whether the manager also runs appointments.
HVAC sales manager interview questions
They have their own page: 6 questions that test this job, what strong and weak answers sound like, and a work exercise to run with your finalists.
Review these weekly with the team and monthly with the owner. The targets in the template are examples, so set yours from your own past results.
Monthly Revenue Growth
Revenue the team sold this month compared with the same month last year, since weather makes month-to-month swings misleading. Count a sale when the contract is signed, and subtract cancellations.
Sales Conversion Rate
Sales divided by qualified appointments run, for the whole team and then by rep and lead source. Agree on what counts as a qualified lead, and look for reps falling behind their own past results.
Customer Satisfaction Rating
Average survey or review score from customers whose systems the team sold, checked monthly. Read the comments for promises the install crew couldn't keep.
Team Quota Achievement
Count how many reps hit their monthly sales goal, from your CRM's sales report. If the whole team misses together, check lead flow before blaming effort.
Should an HVAC sales manager also run appointments?
At many smaller companies the manager runs some, often the larger jobs or overflow in peak season. It keeps their skills sharp and adds sales. The risk is a manager who chases personal commission and stops coaching. If you want both, set how many appointments a week the manager runs, and protect time for ride-alongs and the weekly sales meeting.
How much does an HVAC sales manager make?
Sales managers who work for plumbing, heating, and air-conditioning contractors earned a median of $137,120 a year ($65.92 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $104,040 and $181,000 a year. Pay also depends on your local market, experience and bonus terms.
What is the difference between an HVAC sales manager and a general manager?
The sales manager owns replacement sales: the reps, the appointment board, pricing and the sales numbers. A general manager runs the whole business, including service, install, the office and the budget. The sales manager often reports to the general manager. At a one-location company, the owner may fill the general manager role.
How should an HVAC sales manager set up commission plans?
Write the plan down before peak season and review it with the owner. Spell out what counts as a sale, when commission is earned, and what happens when a job cancels inside the three-day window or needs rework. Some companies pay commission on gross profit instead of the sale price, so a discount costs the rep as well as the company.
Does an HVAC sales manager need technical HVAC knowledge?
Enough to check a proposal. The manager should see whether the size came from a load calculation, whether the ducts can carry the airflow, and whether the equipment matches. Many managers came up as comfort advisors, and some as technicians. They also need to know when to send a lead technician or install lead to the house before a job is sold.
What should an HVAC sales manager job ad include?
The size of the team, where leads come from, how pricing and discounts are approved, and how the role is paid. Say whether the manager runs appointments, who they report to, and what peak-season hours look like. Candidates who have done this job will ask about lead flow first, so give them a straight answer.
