Description
POSITION DESCRIPTION:

The Area Sales Manager is responsible for leading and developing a team of Regional Sales Managers (RSMs) to drive sales performance, partner success, and market growth across assigned markets. This role is a key leadership position within the Axia sales organization, responsible for executing sales strategy, delivering consistent partner support, and ensuring tight alignment between field operations and internal teams.

This role works closely with the Sales Operations Manager and Business Development Manager to sharpen sales processes, strengthen reporting and accountability, support partner onboarding and performance management, and build a scalable, high-performing sales organization. Success in this position requires a rare combination of sales leadership, hands-on coaching, cross-functional collaboration, and operational rigor.

The Area Sales Manager has a pivotal role within Axia's sales organization - the connective tissue between field leadership and internal operational support. This person ensures RSMs are equipped to win, partners are set up for success, and Axia is positioned for sustainable, scalable growth across all active and future markets.

As Area Sales Manager covering the West region, you will focus on California and Texas.
RESPONSIBILITIES

Sales Leadership & Team Management

• Lead, coach, and develop a team of Regional Sales Managers across assigned markets, setting a high bar for performance and professional growth.
• Define clear expectations, performance goals, and accountability standards for RSMs - and hold the line on them.
• Own the execution of Axia's sales strategy, priorities, and growth initiatives across the region - from planning through results.
• Conduct regular one-on-ones, performance reviews, and field ride-alongs to develop RSM capabilities and reinforce winning behaviors.
• Partner with HR and leadership on recruiting, onboarding, and developing top sales leadership talent across the organization.

Partner Performance & Market Growth

• Oversee RSM management of Axia's sales partner network to drive strong engagement, consistent production, and long-term retention.
• Proactively identify opportunities to improve partner productivity, expand market penetration, and grow overall sales volume.
• Manage escalations and resolve key partner issues quickly and decisively, in coordination with RSMs and internal teams.
• Drive strategic growth in both existing and new markets through disciplined field leadership and flawless execution.

Cross-Functional Collaboration

• Work in lockstep with the Sales Operations Manager to align field execution with internal sales support processes and priorities.
• Collaborate with Sales Operations on reporting, pipeline visibility, commission accuracy, partner onboarding, and ongoing process improvements.
• Build strong working relationships across Marketing, Training, Fulfillment, and Operations/Finance to ensure the sales organization and partner network are well-supported.
• Serve as a direct channel of field intelligence to leadership - surfacing process gaps, market shifts, product opportunities, and operational challenges in real time.

Operational Execution

• Track sales KPIs, pipeline health, partner productivity, and team performance with a hands-on approach - intervening early when targets are at risk.
• Translate reporting and data insights into clear actions - identifying performance trends, closing gaps, and sharpening decision-making across the team.
• Maintain consistent execution of Axia policies, pricing strategy, and program rollouts across the RSM team - no exceptions.
• Lead adoption of new initiatives, tools, and sales programs across the RSM team, working closely with Sales Operations and leadership to ensure successful rollouts.

Strategic Contribution

• Function as a senior leader within the sales organization, actively contributing to sales strategy, organizational design, and go-to-market execution.
• Surface actionable recommendations on partner support models, performance management frameworks, and regional coverage strategy.
• Contribute meaningfully to forecasting, business planning, and senior leadership conversations on sales growth and operational effectiveness.

REQUIRED QUALIFICATIONS

• Bachelor's degree in Business, Sales, Marketing, or related field preferred.
• 7+ years of progressive sales leadership experience in solar, home services, channel/dealer sales, or a closely related industry.
• 3+ years of experience managing other leaders and/or running multi-market sales teams.
• A track record of building high-performing sales teams and delivering consistent, measurable revenue growth.
• Deep fluency in sales operations, performance reporting, and pipeline management.
• Natural ability to work cross-functionally and earn trust across departments - not just sales.
• Exceptional communication, leadership, coaching, and problem-solving skills - at all levels of the organization.
• High level of personal organization, accountability, and operational discipline - you model the standards you set for your team.
• Prior experience in dealer/partner sales channel environments is strongly preferred.
• Travel may be required for up to 60%, depending on business needs.
• Expected to measure success with metrics and KPI's.

PHYSICAL, MENTAL & ENVIRONMENTAL DEMANDS:

To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbent must be able to successfully perform all of the functions of the job with or without reasonable accommodation.

Mobility

Standing

20% of time

Sitting

70% of time

Walking

10% of time

Strength

Pulling

up to 10 Pounds

Pushing

up to 10 Pounds

Carrying

up to 10 Pounds

Lifting

up to 10 Pounds

Dexterity (F = Frequently, O = Occasionally, N = Never)

Typing

F

Handling

F

Reaching

F

Agility (F = Frequently, O = Occasionally, N = Never)

Turning

F

Twisting

F

Bending

O

Crouching

O

Balancing

N

Climbing

N

Crawling

N

Kneeling

N

The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job's minimum qualifications.

*This target salary range is for CA positions only and should not be interpreted as an offer of compensation.