Manager of Sales Training & Programs
Job Title: Manager of Sales Training & Programs
Location: Richmond, VA
Reports To: Director, Franchise Operations
Travel: up to 30% of the time to franchise offices
OVERVIEW:
Archadeck is seeking a highly motivated and experienced Manager of Sales Training & Programs to join our team. This person will play a pivotal role in shaping and empowering the future of our franchise network by providing expert-level sales training and coaching. As a Manager of Sales Training & Programs, you will leverage your deep understanding of residential project selling and your passion for mentoring others to build, refine, and teach the art of sales across our entire Archadeck franchise system.
This role will be divided into two key responsibilities: approximately 65% of your time will be dedicated to training, coaching, and supporting new franchisees and salespeople in existing offices, and 35% of your timewill focus on the development of sales programs and providing one-on-one coaching for the broader franchise system.
KEY RESPONSIBILITIES:
1. Sales Training and Coaching (65%)
• Franchisee Training: Conduct in-person, hands-on sales training for new franchisees during their onboarding process at the Richmond office. This will include teaching the Archadeck sales methodology, including the inquiry call, initial visit, recommendation visit, overcoming objections, closing techniques, leveraging the contract as a tool, asking for referrals, and securing online reviews and testimonials.
• Sales Team Coaching: Support existing franchise offices by traveling up to 30% of the time, conducting in-person ride-alongs, role-playing scenarios, and providing real-time feedback on sales performance.
• Assist in Onboarding New Salespeople: Guide and mentor new salespeople by helping them understand the intricacies of Archadeck's sales process, including the sales cycle, pricing, relationship building, and customer service excellence.
• Sales Performance: Observe, evaluate, and provide constructive feedback to salespeople and franchisees on their sales strategies, and identify areas for improvement in their selling techniques.
• Sales Support: Provide ongoing assistance and coaching for franchisees and salespeople, helping them adjust sales strategies based on market conditions, customer feedback, and performance goals.
• Train the Trainer: Educate franchisee owners and their teams on best practices for coaching and mentoring their own salespeople, ensuring that the sales process is consistently applied throughout the system.
2. Sales Program Development and Coaching (35%)
• Sales Program Creation: Design and implement sales training programs for the Archadeck franchise system, including both online and in-person content. Ensure that training programs are scalable, practical, and impactful for franchisees and their teams.
• Sales Tools and Resources: Evolve current sales aids, scripts, role-playing exercises, and other tools that franchisees and their teams can use to enhance their sales effectiveness.
• Continuous Improvement: Regularly assess and update training materials and sales processes based on feedback from franchisees, emerging industry trends, and overall system performance. Ensure that Archadeck’s sales training content remains relevant and competitive. Ensure sales process integrateswith marketing strategy and tactics as more digital tools and customer information is collected earlier in the journey.
• Sales Academy Vision: Lead efforts to create and eventually establish a full-fledged Sales Academy for Archadeck, ensuring a structured, long-term training environment that continues to empower new and existing sales talent across the entire franchise network.
3. Sales Funnel Ownership/Conversion KPI of the System
• Sales Funnel Management: Own the sales funnel process for the Archadeck franchise system, ensuring that all steps—from lead generation to deal closure—are optimized and that franchisees and their teams adhere to a consistent, high-performance sales methodology.
• Pipeline Monitoring: Regularly review franchisee sales funnels, providing insight and recommendations for improvements, and ensuring that each office is meeting or exceeding sales goals.
• Data-Driven Decisions: Use data and performance metrics to inform your training and coaching strategies, identifying areas of strength and opportunities for improvement across the franchise system.
REQUIRED SKILLS & QUALIFICATIONS:
• Sales Experience: Proven success in residential project selling with a strong understanding of sales cycles, lead generation, prospecting, and closing. At least 5 years of experience in sales, with a focus on high-ticket, project-based sales (e.g., home remodeling, home improvement, construction, or similar industries).
• Training & Coaching Expertise: A minimum of 3 years of experience in training, coaching, or mentoring sales teams, particularly in the context of a franchise or multi-location organization.
• Exceptional Communication Skills: Strong verbal and written communication skills, with the ability to teach, motivate, and inspire others through clear, actionable feedback and training.
• Sales Process Mastery: Deep knowledge of effective sales techniques, including inquiry handling, overcoming objections, closing strategies, relationship building, and customer retention.
• Adaptable and Results-Driven: Ability to assess different personalities and adapt coaching techniques to ensure individuals’ success. Results-driven with a focus on hitting sales goals and maximizing franchisee performance.
• Leadership & Influence: Ability to inspire and lead by example, acting as a role model for sales excellence and professionalism. Able to foster trust and build relationships with franchisees, sales teams, and leadership.
• Travel Flexibility: Willingness to travel up to 30% of the time, conducting in-person training, coaching, and role-plays with franchise offices nationwide.
• Technology Proficiency: Familiarity with CRM systems and sales training software. Ability to develop and deliver training materials in digital formats.
• Bachelor's Degree: A degree in business, sales, or related field is preferred but not required if the candidate has equivalent experience.
WHO WE ARE:
Empower Brands was founded in 2022 as a product of the integration of Lynx Franchising and Outdoor Living Brands. Empower encompasses ten industry-leading brands across commercial and residential services: JAN-PRO, FRSTeam, Archadeck Outdoor Living, Outdoor Lighting Perspectives (OLP), Conserva Irrigation, Koala Insulation, Wallaby Windows, Superior Fence and Rail, Bumble Roofing and Canopy Lawn Care. Empower is dedicated to providing its customers with the highest quality products and services in the commercial and home services industry while simultaneously delivering its franchise owners committed personal support, tools and empowerment to pursue their own success. Empower Brands is a portfolio company of MidOcean Partners, a leading private equity firm with an excellent track record investing in successful, growth-focused franchise businesses. For more about Empower Brands, visit the company’s new website at EmpowerFranchising.com.
Empower Brands was founded in 2022 as a product of the integration of Lynx Franchising and Outdoor Living Brands. Empower encompasses ten industry-leading brands across commercial and residential services: JAN-PRO, FRSTeam, Archadeck Outdoor Living, Outdoor Lighting Perspectives (OLP), Conserva Irrigation, Koala Insulation, Wallaby Windows, Superior Fence and Rail, Bumble Roofing and Canopy Lawn Care. Empower is dedicated to providing its customers with the highest quality products and services in the commercial and home services industry while simultaneously delivering its franchise owners committed personal support, tools and empowerment to pursue their own success. Empower Brands is a portfolio company of MidOcean Partners, a leading private equity firm with an excellent track record investing in successful, growth-focused franchise businesses. For more about Empower Brands, visit the company’s new website at EmpowerFranchising.com.
Note:
This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an “at will” relationship.
This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an “at will” relationship.
Empower Brands is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.
This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Empower Brands makes hiring decisions based solely on qualifications, merit, and business needs at the time.