Director of Sales Excellence

P1 Service Group

Director of Sales Excellence responsible for driving revenue performance across Columbia Home Services. Coaching, curriculum building, and sales execution in a multi-state environment.

Posted 5/19/2026full-timeRemote • 🇺🇸 United StatesLead💰 $130,000 - $150,000 per yearWebsite

About the role

Key responsibilities & impact

Define and own the sales performance framework across all three audiences for a platform spanning multiple trades and markets
Identify underperforming branches, diagnose root cause, and execute targeted interventions with measurable outcomes
Partner with branch General Managers and ops leadership to set revenue performance expectations and build accountability systems that outlast your visits
Conduct regular branch visits - ride-alongs with technicians, live call listening with CSR teams, and in-home shadowing with comfort advisors
Coach in real time, not just debrief after the fact - observe, score, adjust, and re-score on a defined cadence per branch
Certify branch readiness before deploying new playbooks; ensure GMs are reinforcing standards between visits
Build and own a trade-specific training library across HVAC, plumbing, and electrical with purpose-built content by role and audience
Write CSR call scripts, objection handling frameworks, good/better/best option presentation guides, and membership pitch scripts
Record role-play demonstrations for LMS use - strong, average, and weak examples - so the standard is shown, not just described
Audit existing playbooks, preserve what works, rewrite what doesn't, and build a content roadmap to close identified gaps
Package training content into role-specific reference cards, script summaries, and coaching guides for branch managers to deploy and reinforce independently
Build and own role-specific onboarding tracks for technicians, CSRs, and comfort advisors with defined milestones and certification gates before field deployment
Ensure new hires are tested, observed, and certified - not just checked off on a form
Own the LMS - structure, sequencing, version control, and role-based tagging
Convert tribal knowledge and informal playbooks into documented, scalable systems accessible to all branches
Use ServiceTitan and performance data to identify training gaps and build targeted content to close them

Requirements

What you’ll need

7+ years of sales performance, training, or revenue operations experience in home services, field service, or a closely related trade environment - direct exposure to technician, CSR, or in-home sales required
HVAC industry experience required - must understand the trade, the sales cycle, and how technicians operate in the field
Demonstrated ability to influence results without direct authority - this role operates through credibility, coaching skill, and relationships, not org chart position
Proven content creator: you've built call scripts, playbooks, objection handling guides, and role-play curriculum from scratch - not just delivered someone else's program
Skilled live coach and facilitator - you can run a high-energy pre-shift session at 7am and execute a ride-along by 9am
ServiceTitan experience strongly preferred; must be comfortable pulling job and call reports to target coaching priorities
Ability and willingness to travel 80% of the time across multiple U.S. states - this is a firm requirement

Benefits

Comp & perks

Annual performance bonus: up to 20% of base salary, tied to revenue and training KPIs
Mileage and travel reimbursement per company policy
Health, dental, and vision benefits
Paid time off

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales performance frameworkrevenue operationscontent creationcall scriptsobjection handling guidesrole-play curriculumtraining developmentperformance data analysiscoachingonboarding tracks

Soft Skills

influencing resultscoaching skillrelationship buildinglive coachingfacilitationaccountabilitydiagnosing root causesreal-time feedbackcommunicationadaptability