A commercial remodeling sales manager coaches the reps selling office, retail and restaurant renovations, and negotiates the larger contracts. They set the revenue goal, pick which bids to chase with the estimators, and make sure each sold job reaches the field with its promises in writing.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, commercial building contractors · BLS, May 2025
Responsible for leading the sales team in the commercial remodeling sector to achieve revenue growth and market expansion. Acts as the primary negotiator for contracts, ensuring mutually beneficial agreements. Drives strategic sales initiatives and cultivates strong client relationships to support the company’s mission.
2. Essential Duties and Responsibilities
Lead the sales team by providing guidance, motivation, and performance management.
Set and monitor revenue goals aligned with the company’s strategic objectives.
Negotiate and finalize contracts with commercial clients to optimize project profitability.
Develop and implement sales strategies to increase market penetration in the commercial remodeling sector.
3. Key Tasks / Daily Activities
Conduct daily briefings and one-on-one meetings with sales team members.
Analyze sales data and market trends to identify opportunities and adjust strategies.
Engage in direct customer interactions to understand project requirements and provide customized solutions.
Collaborate with project managers and marketing teams to coordinate proposals and service delivery.
4. Key Performance Indicators (KPIs)
Revenue Growth: Achieve a minimum of 20% annual revenue increase.
Contract Conversion Rate: Maintain a conversion rate of at least 35%.
Customer Satisfaction Rating: Secure an average rating of greater than 4.8 stars.
Lead Generation: Generate no less than 50 qualified leads per 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 the home services or remodeling industry.
Excellent communication and negotiation skills.
Proficiency in CRM software and analytical tools for tracking sales performance.
6. Preferred Experience
Experience working in the commercial or remodeling sectors.
Proven track record of exceeding sales targets and driving team performance.
Familiarity with construction industry standards and commercial contracting.
Exposure to strategic sales planning and customer relationship management in a competitive market.
7. Physical Requirements
Ability to visit job sites and attend client meetings requiring moderate physical activity.
Occasional lifting of materials or equipment up to 25 pounds.
Work in varying weather conditions at construction or remodeling sites.
Adaptability to extended hours or on-site visits as project demands fluctuate.
8. Work Environment and Schedule
Standard office hours with flexibility required for site visits and client meetings.
Occasional evening or weekend work during peak project periods.
Minimal travel required within the regional market.
Collaborative and fast-paced work environment fostering team success.
9. Compensation and Benefits
Competitive salary range: $90,000 - $120,000 USD per year, commensurate with experience.
Performance-based bonus structure.
Comprehensive health, dental, and vision insurance offerings.
401(k) retirement plan with company matching contributions.
Additional fringe benefits such as paid time off and professional development opportunities.
10. Company Culture and Overview
We pride ourselves on fostering an environment that values innovation, leadership, and continuous improvement.
Our company is committed to personal and professional growth, encouraging team members to take initiative and drive success.
We offer a collaborative culture that supports open communication and mutual respect.
Our focus on excellence and customer satisfaction creates a dynamic workplace where achievements are celebrated.
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
How commercial remodeling changes the sales manager's job
Buyers are businesses that hire again, and public work adds forms and bonds. A sales manager here plans for both before bid day.
Maryland state jobs can carry MBE goals
When a Maryland state solicitation sets a minority business participation goal, the bid must include two forms. One is an MBE utilization and fair solicitation affidavit, which agrees to the goal or asks for a waiver. The other is an MBE participation schedule that names each certified firm and its share of the contract. If a form is missing or incomplete, the bidder has three business days to fix it, or the bid can be found not responsive. Keep a list of certified subs by trade before bid day. Source: COMAR 21.11.03.09: MBE contract provisions.
Public jobs need bonding room
On Maryland public construction contracts above the state's small procurement amount, the law requires payment security of at least half the amount payable, plus performance security the public body sets. A surety backs only so much work at once. Ask yours for single-job and total limits each year, and check them before the team spends estimating hours on a large school or county renovation. Source: Maryland Code, State Finance and Procurement 17-103: bid, performance and payment security.
National chains buy a program, not a job
A store or restaurant chain that likes your work may hand you many locations under one master agreement. That work is won in the chain's vendor approval process and kept through its scorecards on schedule, punch lists and paperwork. Track results location by location, and review them with the client before it plans next year's stores.
Write the promises down before handoff
Reps promise things on walk-throughs: a weekend demolition, a protected lobby, crews who wear the client's badges. Hold a short handoff meeting where the rep goes over each one with the project manager, and attach the list to the contract. That keeps the field from learning about a promise from an upset client.
How much commercial remodeling sales managers make
Sales managers who work for commercial and industrial builders earned a median of $163,900 a year ($78.80 an hour) in May 2025, according to the Bureau of Labor Statistics. That’s above the $148,270 median for sales managers in all industries. About 1,150 of the 637,080 sales managers in that survey work for commercial building contractors.
Expect salary plus a yearly bonus on signed revenue or gross profit. The template's upper figure still trails the BLS median shown here, so strong managers from bigger contractors may want more.
Commercial building contractors
$163,900$163,900 median Middle half $125,340–$207,260 10th–90th $75,490–$284,860
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
Commercial building contractors
$75,490
$125,340
$163,900
$207,260
$284,860
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for commercial remodelers on their own. These figures cover nonresidential building construction, 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 led a team selling to businesses, not only to homeowners
Negotiates retainage, schedule and change order terms
Reads a bid package and spots scope gaps with an estimator
Coaches reps through ride-alongs and pipeline reviews
Keeps CRM data clean enough to forecast from
Teach these on the job
Your markets' building types and repeat clients
Public bid forms such as MBE affidavits
Your surety's bonding limits and process
Your estimating and bid platforms
Each national client's vendor portal and scorecard
Pipelines live in Salesforce, HubSpot or something like them, with bid invitations arriving through BuildingConnected, ConstructConnect or plain email. A sales manager here should read marked-up drawings in Bluebeam and pull pipeline and win-rate reports without help.
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 · Growing job size
Your team wins many small service jobs but few larger renovations. Walk me through what you'd change.
A strong answer: Analyzes the pipeline, targets larger clients, trains reps to scope larger work, adds estimating support, and sets goals by job size.
Behavioral · Turning around a rep
Tell me about a time you turned around a rep's performance.
A strong answer: Found the gap in the data (site visits that never became proposals, a low bid-win rate), coached with joint site visits and proposal reviews, set weekly goals, and names the result.
Who prices the job, the sales rep or the estimator?
On most commercial remodels, the estimator builds the cost while the rep handles the client and writes the proposal. The sales manager sets the markup rules and signs off on anything below them. Reps who price small jobs alone should still have an estimator check scope on the drawings, since a missed wall or ceiling change can eat the profit on a job that runs only a few weeks.
How much does a commercial remodeling sales manager make?
Sales managers who work for commercial and industrial builders earned a median of $163,900 a year ($78.80 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $125,340 and $207,260 a year. Pay also depends on your local market, experience and bonus terms.
How should a sales manager set goals when job sizes swing so much?
Set goals on signed gross profit and the number of proposals, not revenue alone. One restaurant build-out can equal a dozen small office refreshes. Review each rep's mix every quarter: repeat clients, new accounts and public bids. A rep with steady repeat work and few new accounts needs a different plan from one chasing big one-off bids.
What should a sales manager do when a client asks for a lower price after the bid?
Change the scope, not just the margin. Sit down with the estimator and offer real options: a different ceiling tile, keeping the existing doors, moving some work to day shifts, or turning finishes into an allowance. Put each option in writing with what it saves and what it changes. A price cut with no scope change teaches the client to ask again next time.
Which site tasks fit the sales manager template's weather and 25-pound lines?
The lines describe things like walking an unfinished store or an office floor during demolition, measuring a space, and carrying a sample case or a roll of plans up to 25 pounds. Some walks happen outside at a storefront or parking lot, in heat, cold or rain, and some run into the evening. Talk through each task with candidates, and how else it could get done.
