A commercial roofing sales manager heads the reps who bring in reroof, repair and new construction work from owners, property managers and GCs. They set targets, decide which bids are worth chasing, coach reps on roof surveys and proposals, and keep enough signed work coming for the install season.
By the HireBus team · Updated · Pay data: BLS, May 2025
Oversee and drive commercial roofing sales initiatives to achieve targeted growth and profitability. Lead a dynamic sales team by setting targets, providing coaching, and developing strategies that secure new roofing contracts. Act as a key contributor to the company’s overall market presence and operational success in the roofing industry.
2. Essential Duties and Responsibilities
Develop and execute comprehensive sales strategies specifically for the commercial roofing sector.
Set and monitor monthly, quarterly, and annual sales targets for the team.
Coach, mentor, and support sales representatives to improve performance and close high-value deals.
Identify and pursue new commercial roofing contract opportunities through market research and networking.
3. Key Tasks / Daily Activities
Conduct daily sales meetings and one-on-one coaching sessions with the sales team.
Engage in active prospecting and outreach to potential commercial clients.
Review and analyze sales reports and forecasts to track team progress.
Maintain regular communication with clients to ensure ongoing satisfaction and uncover future project opportunities.
New Sales Contracts: Achieve at least 10 new contracts per quarter.
Customer Satisfaction Rating: Maintain a rating of >4.8 stars.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 5 years’ experience in sales leadership roles, specifically in the commercial roofing or construction industry.
Strong communication, negotiation, and interpersonal skills.
Proficiency with CRM software and sales forecasting tools.
6. Preferred Experience
Experience working within the commercial roofing or broader home services industry.
Proven track record of meeting and exceeding sales targets in competitive markets.
Experience in developing and implementing successful sales training programs.
Background in managing teams within fast-paced, growth-oriented environments.
7. Physical Requirements
Ability to stand or walk for extended periods during site visits and sales meetings.
Occasional lifting of materials or marketing collateral up to 25 pounds.
Comfortable working in both office settings and outdoor site environments.
Visual and auditory capacities sufficient to perform detailed sales presentations and inspections.
8. Work Environment and Schedule
Typical work hours: Monday to Friday, 8:00 AM to 5:00 PM.
Occasional evening and weekend work to meet client needs and attend industry events.
Travel required to client sites and industry conferences up to 25% of the time.
Fast-paced office environment balanced with on-site project evaluations.
9. Compensation and Benefits
Salary range: $80,000 - $100,000 USD per year.
Performance-based monthly bonuses and commission structures.
Comprehensive Health, Dental, and Vision insurance benefits.
401(k) plan with company matching contributions.
Paid time off and employee wellness programs.
10. Company Culture and Overview
We foster a collaborative work environment where every team member is encouraged to grow, innovate, and excel.
Our company is driven by a commitment to customer satisfaction and quality service, ensuring that our employees thrive as professionals.
We support continuing education, leadership development, and career growth opportunities in a dynamic industry setting.
Join our team and be part of a culture that values integrity, initiative, and a passion for excellence.
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
What makes commercial roofing sales management different
Much of the work is won on paper, through bid packages, specifications and public notices, so choosing which ones to pursue is a large part of the job.
North Dakota returns bids missing the license
On a North Dakota public contract, the bid must include a copy of the current contractor license inside the bid bond envelope. The company must hold the license at least ten days before bids are received, and a bid without the license properly enclosed may not be read or considered and goes back to the bidder. Give every bid a checklist and a second person who checks the envelope. Source: North Dakota Century Code 43-07-12: bids to show license issued.
New Mexico gives resident contractors an edge
New Mexico contractors who want a bidding advantage on state contracts must get a resident contractor certificate from the Taxation and Revenue Department. The preference doesn't apply to contracts that use federal funding. Keep the certificate current, and check each bid's funding before you count on the edge when you set your margin. Source: New Mexico Taxation and Revenue Department: business preference certification.
Roof consultants decide who gets to bid
Many owners hire a roof consultant to write the specification, name the approved systems and run the bid. Treat those consultants as accounts. The sales manager should know the active ones in your area, make sure reps send pre-bid questions in writing, and ask for a debrief after every loss.
Pick the bids you can win and build
Invitations to bid can bury an estimating desk. Set a go or no-go rule that weighs the roof system, the owner's or GC's payment record, the number of bidders and whether operations can staff the start date. Track win rates for hard bids and negotiated work on their own, because they behave differently.
How much commercial roofing sales managers make
Sales managers who work for roofing contractors earned a median of $105,040 a year ($50.50 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 710 of the 637,080 sales managers in that survey work for roofing contractors.
Pay mixes a salary with monthly bonuses and commission on team sales. BLS reports a higher median for sales managers at roofing contractors than the template's salary range, so put a realistic total, bonus and commission included, in the ad.
Roofing contractors
$105,040$105,040 median Middle half $80,630–$151,260 10th–90th $51,130–$191,400
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
Roofing contractors
$51,130
$80,630
$105,040
$151,260
$191,400
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS reports residential and commercial roofing 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 through roof surveys, proposals and owner meetings
Reading bid documents, specifications and subcontract terms for risk
Forecasts accurate enough for the general manager to plan hiring and materials
Keeping price firm when an owner or GC asks for a cut
Keeping long relationships with property managers and consultants
Teach these on the job
Your estimating software and price structure
The warranty programs of the membrane makers you install for
Public bid rules in the states where you work
Which roof systems your crews install
Your CRM stages and reports
Commercial roofing sales teams run on a CRM, estimating and takeoff software, aerial measurement reports and bid-lead services such as Dodge or ConstructConnect. Say which you use, because a manager who knows the same tools can coach reps on them right away.
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 · Shifting the work mix
Your team's pipeline is mostly hard-bid GC work with thin margins. How do you shift toward better work over the next year?
A strong answer: Builds owner-direct and property-manager accounts, sells service and maintenance programs, targets building types where the company wins, changes rep goals and pay to match, and tracks progress.
Behavioral · Coaching reps to sell to owners
Tell me about a commercial rep you coached to sell directly to owners or property managers instead of only answering GC bids. What changed?
A strong answer: Specific coaching steps and a result such as new accounts or better margins.
Use the template's goals as samples only. Your backlog, crew capacity and last year's results should set the real ones; review them monthly with the general manager.
Monthly Revenue
Count signed contract value booked each month, or revenue earned, but pick one and keep it. Report reroofs, service and new construction on separate lines.
Sales Growth
Set this year's signed contract value against last year's for matching months, so a wet spring or one unusually large job doesn't hide the trend.
New Sales Contracts
Count signed contracts and accepted proposals each quarter, by rep and by buyer type. Leave out change orders on jobs you already had.
Customer Satisfaction Rating
After closeout, survey the owner's contact with a few questions and go over the comments together with the project manager. Phone any contact who gives a low score.
What should a new commercial roofing sales manager do first?
Ride along on roof surveys with each rep, read last year's lost bids, and meet the property managers, consultants and GCs who send the most work. Sit in on a few handoff meetings with project managers to see what the sale promised and what the crew found on the roof. Only then agree on targets with the general manager, based on what you found.
How much does a commercial roofing sales manager make?
Sales managers who work for roofing contractors earned a median of $105,040 a year ($50.50 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $80,630 and $151,260 a year. Pay also depends on your local market, experience and bonus terms.
Who owns the client after the contract is signed?
The project manager runs the job, so questions about schedule and change orders go there. Sales stays in touch for the next roof: the owner's other buildings, the warranty end date and next year's budget. Write that split into your handoff checklist so the owner hears one voice on each topic.
What should the CRM record for each building?
Roof system, rough age, size, deck type, warranty end date, the decision maker and the month the owner sets its budget. With those fields, a rep can call before the next capital plan is written instead of after the roof fails. Make reps fill them in after every survey.
What tasks sit behind the template's standing, lifting and vision lines?
Walking large roofs with reps and owners, carrying sample boards or a presentation kit, and spending time outdoors in summer and winter. The vision and hearing line covers reading drawings, photos and moisture scans, and following a conversation on a loud job site or in a plant. Note those tasks in the posting, and be willing to talk about reasonable accommodations when a candidate raises them.
