An insulation sales manager is in charge of two kinds of sellers: reps who quote attics, walls and spray foam in homeowners' kitchens, and staff who bid new-home plans for builders. They set targets, review quotes for code and fit before they go out, and coach reps until their measurements and close rates hold up.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, drywall and insulation contractors · BLS, May 2025
Serve as the strategic leader for the insulation sales team by setting ambitious sales goals, mentoring reps, and driving revenue growth while ensuring superior customer satisfaction.
2. Essential Duties and Responsibilities
Develop and execute comprehensive sales strategies focused on insulation products and services.
Set clear and measurable sales targets while monitoring team performance against these goals.
Mentor and coach sales representatives to enhance their skills, boost productivity, and achieve targets.
Collaborate with marketing and operations teams to align sales tactics with overall company objectives.
3. Key Tasks / Daily Activities
Conduct daily sales team meetings to review progress, challenges, and opportunities.
Monitor individual and team performance through regular analysis of sales metrics.
Engage with potential clients to understand their insulation needs and provide tailored solutions.
Follow up on leads and ensure prompt customer service and resolution of inquiries.
4. Key Performance Indicators (KPIs)
Quarterly revenue growth: Achieve a minimum of 10% increase over the previous quarter.
Sales goal attainment: Ensure the team meets at least 100% of established sales targets.
New client acquisition: Generate a minimum of 15 new customer accounts per quarter.
Customer satisfaction rating: Maintain an average rating of >4.8 stars in post-project surveys.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 5 years of experience in sales management, preferably within home services or related industries.
Strong leadership skills with demonstrated ability to mentor and improve team performance.
Excellent communication, negotiation, and strategic planning skills.
6. Preferred Experience
Experience in the insulation or home services industry with a deep understanding of products and market dynamics.
Proven track record in driving revenue growth through innovative sales strategies.
Familiarity with CRM systems and sales forecasting tools.
Experience managing a diverse team in a fast-paced, customer-focused environment.
7. Physical Requirements
Ability to sit or stand for extended periods during meetings and client site visits.
Occasional lifting of product samples or marketing materials up to 25 lbs.
Travel to customer sites or trade shows as required.
Comfort working in diverse on-site conditions including construction or retrofit environments.
8. Work Environment and Schedule
Typical work hours: Monday through Friday, 8:00 AM – 5:00 PM.
Flexibility to work extended hours during peak sales periods or special events.
Periodic travel required to customer sites or industry events.
Remote work opportunities available with regular on-site team meetings.
9. Compensation and Benefits
Base salary: $80,000 - $120,000 per year, commensurate with experience.
Performance-based bonuses and commission structure linked to revenue targets.
Comprehensive health, dental, and vision insurance plans.
401(k) retirement plan with company match and additional fringe benefits.
10. Company Culture and Overview
Our company nurtures a dynamic environment where innovation, growth, and customer satisfaction are at the heart of everything we do.
We believe in empowering our employees with the tools and support needed to reach their full potential and drive industry-leading success.
We foster a collaborative, inclusive culture that values integrity, determination, and continuous improvement.
We are committed to both personal and professional growth, providing ongoing training and career advancement opportunities.
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
An insulation sales team sells two ways at once: kitchen-table retrofits to homeowners and plan bids to builders. The codes behind both decide what a rep can promise.
Foam at the roofline has code conditions
South Carolina's 2021 residential code allows an unvented attic only when the conditions in section R806.5 are met. The attic must sit inside the thermal envelope, with no Class I vapor retarder on the attic floor side. Where air-impermeable foam is the only insulation, it must touch the underside of the roof sheathing. Other setups, such as air-permeable insulation with a vapor diffusion port in climate zones 1 to 3, have their own rules. Review these quotes before they go out. Source: UpCodes: South Carolina Residential Code 2021, Section R806.5.
South Dakota leaves the code to towns
The U.S. Department of Energy lists South Dakota's residential energy code as home rule, with enforcement left to each jurisdiction, and rates the state as equal to the 2009 IECC. So the rule a builder must meet can change from one town or county to the next. Keep a sheet of what each building office in your area enforces, and price builder plans to the plan's specs and that local rule. Source: U.S. Department of Energy: South Dakota energy code status.
Close rates by service, not one number
A rep who sells mostly attic top-offs will close more often than one who quotes roofline foam or full removal. Track close rate, average sale and cancellations for each service line, then coach to the line that's slipping. One overall close rate can't show you a rep who never offers air sealing or steers every foam lead to batts.
Plan the sales year around attic weather
Homeowner calls pile up in the hottest and coldest months and thin out in spring and fall. Set monthly targets that follow that curve instead of a flat line, so reps aren't judged short in October for a slow week nobody could fill. Use the slow weeks for ride-alongs and quote reviews with each rep.
How much insulation sales managers make
Sales managers who work for drywall and insulation contractors earned a median of $118,250 a year ($56.85 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 130 of the 637,080 sales managers in that survey work for drywall and insulation contractors.
Usually a base salary plus bonuses or commission on team revenue. The template's lower salary figure sits below most of the BLS range shown here for this industry, and the BLS numbers include commission, so weigh the whole plan against them.
Drywall and insulation contractors
$118,250$118,250 median Middle half $104,000–$142,330 10th–90th $95,920–$267,230
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
Drywall and insulation contractors
$95,920
$104,000
$118,250
$142,330
$267,230
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS reports insulation and drywall 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
Coaching reps on real appointments, not only in the office
Reading attic measurements and quotes for errors
Setting monthly targets from lead flow and season
Keeping reps' R-value talk honest and provable
Working builder relationships alongside homeowner sales
Teach these on the job
Your CRM, estimating app and reports
Unvented attic rules in the codes you work under
Which towns enforce which energy code
Your commission plan and price book
Expect a CRM with pipeline and close-rate reports by rep and service line, an estimating app or price book reps use in the home, and a shared calendar for evaluations. Ask candidates which report they'd open first on a Monday.
Insulation 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 · Correcting overpromises
A customer complains that a rep promised their energy bills would drop by a large amount. What do you do?
A strong answer: Calls the customer, reviews what was promised, makes it right where fair, coaches the rep on lawful claims, and checks the rep's other deals.
Behavioral · Coaching reps on lost bids
Tell me about a rep who lost too many attic quotes to cheaper bids. How did you coach them?
A strong answer: Found the specific gap through ride-alongs or data, such as not showing air-sealing needs with photos, coached that skill and tracked the result.
What should an insulation sales manager check on a spray foam quote?
Whether foam fits the homeowner's goal at all, whether the written thickness and total R-value match the product, what happens to the old insulation on the attic floor, and whether ducts and equipment end up inside the sealed space. A second look from the lead installer before the price goes out catches problems the crew would otherwise find on install day.
How much does an insulation sales manager make?
Sales managers who work for drywall and insulation contractors earned a median of $118,250 a year ($56.85 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $104,000 and $142,330 a year. Pay also depends on your local market, experience and bonus terms.
What should a new insulation rep learn in the first month?
Ride with an install crew for several days to see depth, baffles and air sealing done right. Then shadow your best rep, measure attics side by side and compare numbers. Teach the price book and how to write each option. Let the new rep run appointments alone once their measurements match the senior rep's.
How should an insulation sales manager split leads between two warehouses?
Assign homeowner leads by zip code to the warehouse that will do the work, so the rep knows that crew's lead times. Rotate leads inside each territory so one rep doesn't collect every spray foam call. Builder accounts stay with the rep who owns the relationship, even when a lot lands in the other territory.
How should the ad describe the template's lines on samples, site visits and construction areas?
Carrying sample boards, a foam cutaway or a display to a builder meeting or trade show, touring a framed home alongside the site superintendent, and climbing into an attic on a ride-along to check a rep's measurements. Long meetings and site walks are part of the week. Keep the template's wording in the ad, add these examples, and invite applicants to ask about adjustments.
