Sales Manager - Home Envelope Products

SALES MANAGER – HOME ENVELOPE PRODUCTS

• Location: Whitehorse, Yukon
• Reports to: President (initially); Director of Sales & Marketing upon appointment
• Direct Reports: Residential Sales Representatives and other assigned sales personnel

POSITION SUMMARY

The Sales Manager – Home Envelope Products is responsible for leading Northerm's residential sales operations in Whitehorse and throughout Yukon, ensuring the effective management of customer inquiries, timely preparation of quotations, consistent sales follow-up and successful conversion of sales opportunities into confirmed orders.

The position oversees sales of Northerm's residential home envelope products, including windows, exterior entrance and walk-through doors, garage doors, skylights and other complementary products introduced as the business expands its offerings. The role supports both new residential construction and renovation and replacement markets.

A significant portion of sales activity is generated through inbound customer inquiries, including website submissions, telephone calls, email inquiries, walk-in customers, referrals and digital marketing campaigns. The Sales Manager is responsible for ensuring these opportunities are handled efficiently, professionally and consistently, with a strong focus on responsiveness, quotation accuracy, follow-up discipline, customer experience and sales conversion.

Working closely with the President and, when appointed, the Director of Sales & Marketing, the Sales Manager translates sales objectives into practical operating processes, establishes clear performance expectations and leads the sales team in achieving revenue, profitability and customer service targets.

The position also maintains and develops relationships with local builders, renovation contractors and other key customers, while supporting targeted outbound sales and business development activities.

As Northerm expands its home envelope product offerings and explores the development of a Home Design Center, the Sales Manager will contribute to creating a more integrated and consultative customer experience. Experience or education in residential home design, architectural design or a related discipline would be a valuable asset in supporting this direction.

The successful candidate will be a hands-on sales leader with strong organizational and commercial skills, the ability to manage a high volume of customer inquiries and quotations, and a demonstrated commitment to coaching employees, improving sales processes and delivering results.

KEY RESPONSIBILITIES

Sales Leadership & Team Management

Lead, supervise and coach the residential sales team to achieve established revenue, gross margin, sales conversion and customer service objectives.

Establish clear expectations for customer responsiveness, quotation turnaround, follow-up activity, order accuracy and sales performance.

Monitor individual and team workloads to ensure inquiries, quotations and customer requirements are handled efficiently.

Assign and prioritize incoming sales opportunities to ensure appropriate coverage and timely responses.

Conduct regular sales meetings, pipeline reviews and individual performance discussions.

Provide ongoing coaching and training in product knowledge, consultative selling, customer service, quotation preparation and closing techniques.

Support recruitment, onboarding, performance management and development of sales personnel.

Foster a customer-focused, accountable and results-oriented sales environment.

Inbound Sales & Customer Inquiry Management

Oversee the effective handling of customer inquiries received through the website, telephone, email, walk-in traffic, referrals and other lead-generation channels.

Establish and maintain efficient processes for receiving, recording, assigning, responding to and tracking sales inquiries.

Ensure prospective customers receive timely, professional and knowledgeable responses.

Develop appropriate procedures for qualifying inquiries, identifying customer requirements and moving opportunities through the sales process.

Monitor inquiry volumes, response times, outstanding requests and sales team workloads to identify bottlenecks and opportunities for improvement.

Ensure customer information and requirements are accurately captured to support efficient quotation preparation and order processing.

Work with the Digital Marketing Specialist to evaluate the quality of marketing-generated leads and improve the process for converting inquiries into sales opportunities.

Identify opportunities to improve customer convenience and responsiveness through online forms, scheduling tools, CRM systems and other sales technologies.

Quotation Management & Sales Conversion

Oversee the preparation, accuracy and timely delivery of quotations for residential home envelope products.

Establish and monitor quotation turnaround standards appropriate to the type and complexity of the customer request.

Ensure quotations clearly reflect customer requirements, product specifications, pricing, options, delivery expectations and applicable terms.

Implement consistent follow-up procedures for outstanding quotations, ensuring prospective customers are contacted at appropriate intervals.

Monitor quotation conversion rates, outstanding opportunities, lost sales and reasons for unsuccessful quotations.

Coach sales personnel in effective follow-up, objection handling, product presentation, negotiation and closing techniques.

Personally assist with complex customer inquiries, significant quotations and opportunities requiring additional sales support.

Ensure accepted quotations are accurately converted into confirmed orders with complete information for production, purchasing, delivery or installation.

Identify and implement improvements to reduce quotation delays, increase conversion rates and improve the overall customer purchasing experience.

Sales Planning, Revenue & Profitability

Develop and implement practical sales plans aligned with Northerm's revenue, margin and growth objectives.

Monitor sales performance across product categories, customer segments and new construction versus renovation and replacement markets.

Establish and track sales targets, quotation activity, conversion rates, average transaction values and gross margins.

Maintain accurate sales forecasts and identify emerging opportunities or risks.

Ensure pricing policies, discounting guidelines and approval requirements are consistently followed.

Review significant or non-standard quotations to ensure appropriate pricing and profitability.

Identify opportunities to increase average transaction value through complementary products, upgrades and related sales.

Provide recommendations regarding product offerings, pricing, customer service and sales processes to improve performance.

Product Sales, Residential Design & Customer Solutions

Develop and maintain strong knowledge of Northerm's residential product offerings, including windows, exterior doors, garage doors, skylights and other home envelope products.

Ensure the sales team understands product features, performance characteristics, installation considerations, options and appropriate applications.

Support customers in identifying suitable products for new construction, renovation and replacement projects.

Assist customers, builders and renovation contractors in evaluating products from both functional and aesthetic perspectives, including styles, finishes, materials, proportions and their integration into residential building designs.

Promote solutions appropriate to Yukon's northern climate, including energy efficiency, durability, weather performance and long-term value.

Work collaboratively with homeowners, builders, designers and architects to identify product solutions that complement residential design objectives while meeting performance, bu