A restoration sales manager coaches the reps who keep plumbers, agents and property managers sending flood, fire and mold work your way. They plan where each rep goes each week and work out terms on big jobs, such as a commercial loss or a deal signed before any loss.
By the HireBus team · Updated · Pay data: BLS, May 2025
Annual pay: 10th percentile $57,020, middle half $89,990 to $216,820, 90th percentile $294,000. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
General Manager or Owner
Department
Sales
Schedule
Weekdays, plus breakfasts and events · Early partner meetings, evening trade events, and some weekends, with driving across the service area most weeks
Also called
Business development manager · Director of business development · Commercial accounts manager · Sales and marketing manager
Responsible for developing and executing effective sales strategies to drive growth in the restoration contracting segment. Plays a pivotal role in mentoring and leading sales representatives to achieve revenue targets and foster long-term customer relationships. Acts as the primary negotiator for restoration contracts, ensuring competitive and profitable agreements.
2. Essential Duties and Responsibilities
Develop and implement sales strategies specific to the restoration contracting market.
Mentor, support, and manage the performance of the sales team to meet individual and team targets.
Negotiate restoration contracts with clients, ensuring favorable terms and compliance with company standards.
Collaborate with cross-functional teams to streamline processes and enhance client satisfaction.
3. Key Tasks / Daily Activities
Oversee daily sales operations and review progress against targets.
Conduct regular meetings with sales representatives to discuss performance and improvement opportunities.
Engage with prospective and existing clients to identify needs and provide tailored restoration solutions.
Monitor market trends and competitor activities to adjust strategies proactively.
4. Key Performance Indicators (KPIs)
Monthly new restoration contracts secured: Minimum of 15 contracts per month.
Average contract value: Target $50,000 per contract.
Sales representative performance improvement: Aim for a 10% increase in closing rates quarterly.
Customer satisfaction rating: Maintain an average score of >4.8 stars on client feedback surveys.
5. Required Qualifications and Skills
Bachelor’s degree in Business Administration, Sales, Marketing, or related field.
Minimum of 5 years of sales experience, with at least 2 years in a managerial role.
Strong leadership, negotiation, and strategic planning skills.
Excellent interpersonal and communication abilities, with proficiency in CRM software.
6. Preferred Experience
Prior experience in the restoration or home services industry.
Demonstrated success in securing large-scale contracts with commercial or residential clients.
Experience in mentoring and leading teams in dynamic, target-driven environments.
Familiarity with industry-specific compliance and regulatory standards.
7. Physical Requirements
Ability to travel frequently to client sites and industry events.
Capability to work in varying office environments, including periods on-site at restoration projects if needed.
Occasional lifting of materials up to 20 lbs if required during site visits.
Comfortable working in both standard office settings and in on-site project conditions.
8. Work Environment and Schedule
Typical office hours are Monday to Friday, 8:00 AM to 5:00 PM.
Expect occasional extended hours to meet sales deadlines or attend industry events.
Some weekend availability may be required for client meetings or special events.
Regular travel to project sites and client locations is expected.
9. Compensation and Benefits
Salary range: $85,000 - $115,000 per year, commensurate with experience.
Performance-based bonus structure with targets aligned to sales growth and contract performance.
Commission structure available based on individual and team sales achievements.
Comprehensive benefits including Health, Dental, Vision, and 401k contributions.
10. Company Culture and Overview
We are a growth-focused company that values innovation, teamwork, and professional development.
Our culture emphasizes continuous improvement and a commitment to excellence in service delivery.
We provide opportunities for career advancement and invest in our employees’ success.
Our inclusive environment encourages diverse perspectives and fosters collaboration across teams.
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
Owners don't shop for a restorer until something breaks, and insurance pays for most jobs. So the work comes through people who hear about a loss first, and state law can limit how you thank them.
Partner visits need coaching, not just a count
A rep can spend all week dropping by plumbing shops and come back with nothing. The manager rides along and shows what a useful visit looks like: asking about recent leaks, leaving the after-hours number, and closing the loop on a job that partner sent. Visit logs next to jobs sent show who is building a route and who is just driving.
Rewards for referrals can break the law
Gift cards or a fee per job for plumbers who send water losses can look like smart marketing. In Florida, the contractor law bars a contractor from giving or taking any payment, inducement or reward for referring work that property insurance pays for. Each state sets its own rules. Get a lawyer's sign-off on the partner program before a rep promises anything. Source: Florida Statutes 489.147: prohibited property insurance practices.
Reps sell the work, not the claim
Owners want someone to fight the insurer for them, and an eager rep may offer. The same Florida law bars a contractor from interpreting policy terms, advising the owner about coverage, or acting as the owner's adjuster, unless licensed as a public adjuster. The manager puts the do's and don'ts in writing and checks the website and flyers against it. Source: Florida Statutes 489.147: prohibited property insurance practices.
Commercial accounts are won before the loss
Property managers, schools, churches and business owners can agree ahead of time on who to call, where the shutoffs are, and how your crew gets in after hours. These accounts take months of visits to win, and their losses tend to be bigger than a typical home job. The manager decides how much rep time goes to them versus partners who send steady home work.
Every water job gets sold twice
The owner signs for drying in an emergency, often at 2 a.m. in a soaked kitchen. The rebuild is a second sale, made weeks later, often against other contractors' bids. The manager sets who asks for it and when, tracks how many mitigation jobs turn into rebuilds, and coaches reps and project managers on the files that slip.
How much restoration sales managers make
Sales managers who work for remediation companies earned a median of $134,410 a year ($64.62 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 330 of the 637,080 sales managers in that survey work for remediation companies.
Salary plus a bonus, sometimes with commission, as the blueprint lays out. Tie the bonus to new partner accounts and the revenue they send, not only to signed work. Decide whether rebuilds sold by project managers count toward the team.
Remediation companies
$134,410$134,410 median Middle half $89,990–$216,820 10th–90th $57,020–$294,000
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
Remediation companies
$57,020
$89,990
$134,410
$216,820
$294,000
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for restoration contractors on their own. These figures cover remediation and other waste management services, 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 built referral ties with plumbers, agents or property managers and can teach it
Plans territories and partner visits, then checks that they happened
Works out scope and terms with commercial owners and property managers
Explains a restoration estimate to a facility manager without a project manager there
Holds reps to a clear line on what they may say about claims
Teach these on the job
How carriers pay for drying, contents work and rebuilds
How Xactimate estimates, supplements and adjuster reviews work
Your state's rules on referral rewards and claim advice
How your CRM tracks partners and the jobs each one sent
Which carrier programs you're on and what each expects from sales
Expect a CRM with partner records and visit logs, often the one inside your restoration software or a separate one like HubSpot or Salesforce. The manager should also read an Xactimate estimate well enough to talk price with a commercial client.
Restoration 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.
Use the blueprint's targets as a place to start, then adjust them using a year of your own jobs. One large commercial loss can flatter a month, so review a rolling three months as well.
Monthly new restoration contracts secured
Signed work orders and contracts per month from your job system, sorted by source: partner, commercial account, web or repeat customer. Decide once whether mitigation and rebuild on the same loss count as one contract or two.
Average contract value
The final invoiced amount per job, not the first estimate, since supplements and change orders move it. Track home and commercial jobs apart so a few large losses don't hide the trend.
Sales representative performance improvement
Each rep's close rate this quarter against their own last quarter. Read it beside the partner visits they logged, since a rep who stops visiting partners closes fewer jobs a few months later.
Customer satisfaction rating
Ratings from owners on jobs your team brought in, plus a yearly check-in with your top referral partners. A plumber who quietly stops sending jobs is giving you feedback the survey will miss.
Career path
Adjuster or insurance agency producerKnows carriers, claims and agents from the other side of the table.
They run the team that brings in losses. They turn the partner list into each rep's weekly route, ride along on visits, and go over the pipeline every week. They also handle the bigger deals, such as a water loss at an office building or a plan signed with a property manager before anything breaks. They report the numbers to the GM or the company's owner.
How much does a restoration sales manager make?
Sales managers who work for remediation companies earned a median of $134,410 a year ($64.62 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $89,990 and $216,820 a year. Pay also depends on your local market, experience and bonus terms.
What can a restoration company offer referral partners instead of cash?
Things that make the partner look good to their own customer. A crew on site fast, photo updates they can pass along, and a named project manager who answers the phone all count. So does help with their own questions about water damage. Under a law like Florida's, which bars any reward for referring insurance-paid work, even a small gift can count. Good service is the safer thank-you.
How is a restoration sales manager different from a marketing manager?
The marketing manager runs the channels and the systems behind them: the website, search ads, map listings, partner tracking and the materials reps hand out. The sales manager leads the people: the reps who visit partners and meet owners. The two share one lead report and should decide early how to split credit when a job came from both.
How many referral partners should each restoration rep cover?
There's no standard count. Start from how many visits a rep can make in a week and how often each kind of partner needs one. A busy plumbing shop may want to see you often; a small agency less so. Rank partners by jobs sent and by potential, and drop the ones that never send work after a fair try.
What should a restoration sales manager track besides revenue?
Jobs sent by each referral partner this quarter against last, and how fast your crew reached them. Also how often a mitigation job turns into a rebuild, sold revenue against collected revenue, and which accounts have gone quiet. Those numbers show trouble months before revenue drops.
