Field Sales Manager

Empire Today is hiring a Field Sales Manager in Sacramento, CA to strengthen the in-home sales experience through hands-on field coaching. In this role, you serve as a subject matter expert, spending substantial time in the field to observe Flooring Consultants in real time and convert performance data into practical coaching priorities.

You will lead ride-a-longs, model best-in-class selling techniques during live demonstrations and assistant selling, and reinforce the customer experience expectations tied to Empire’s in-home process.

What you’ll do

• Spend 50% of your time in the field conducting structured ride-a-longs focused on observation, coaching, and skill development to improve customer experience.
• Conduct 8-12 ride-a-longs weekly to observe real-time customer interactions, identify opportunities to improve customer experience, and support prospecting skills that lead to self-generated appointments.
• Provide immediate, actionable coaching to strengthen customer engagement and improve the overall in-home experience.
• Identify individual strengths and skill gaps and translate observations into targeted development plans tied to customer experience outcomes.
• Reinforce best-practice sales behaviors that improve customer confidence, satisfaction, conversion, and consultant earning potential.
• Act as the market expert on the end-to-end in-home sales experience and the Home Floor Advantage®.
• Establish and reinforce customer demand for consistent Empire brand experiences.
• Ensure consultants effectively use Empire offerings, sample boards, and technology aligned with Home Floor Advantage and IHX.
• Enable Flooring Consultants to independently achieve full earning potential through improved sales execution and customer experience delivery.
• Model best-in-class sales behaviors through live demonstrations and assistant selling, including the ability to conduct live sales appointments monthly to maintain expert knowledge of the system and processes and obtain licensure to accomplish this (a prerequisite).
• Translate performance data into actionable coaching priorities for each consultant, tied directly to observed field behaviors and customer experience outcomes.
• Partner with consultants to identify opportunities to increase close rates, average ticket, and overall productivity.
• Address sales results in real time with actionable follow-up by reinforcing customer experience expectations and KPIs thresholds, coaching toward improved performance.
• Track and measure coaching effectiveness using conversion rates, ticket size, and customer satisfaction.
• Reinforce a performance culture focused on continuous improvement and personal accountability.
• Exercise decision authority needed to support growth and development, including real-time coaching, guidance, and direction during field-based sales activities.
• Make appropriate customer-facing decisions while consultants are in the home, consistent with company policies, approved pricing parameters, sale process expectations, and customer experience standards.
• Lead skill-building sessions and reinforce learning through field observation, real-world application, and follow-up coaching.
• Support onboarding of new Flooring Consultants through immersive field training and guided selling experiences.
• Other duties as assigned.

Requirements

• Preferred two years of sales leadership and coaching experience (preferably in a Shop-At-Home selling environment).
• Bachelor’s Degree preferred or equivalent work experience.
• Demonstrated expertise in consultative or in-home selling processes.
• Strong ability to observe, diagnose, and improve sales behaviors.
• Proven capability to coach and influence performance in a field-based environment.
• Reliable transportation and a valid driver’s license to support field activities.
• Strong knowledge of the Microsoft Office Suite (Word, Excel, PowerPoint, Access, Outlook).
• Demonstrated ability to self-motivate, lead teams, and succeed in a fast-paced, performance-driven environment.

Technologies

• Microsoft Office Suite: Word, Excel, PowerPoint, Access, Outlook

Compensation

• $80,000 - $95,000 annually plus bonus

Benefits

• Health benefits
• Paid time off and holiday pay
• Wellness program
• Professional development and career advancement opportunities
• Lots of perks

Why Empire Today

• They empower employees to strive for unique goals, with inclusive growth opportunities.
• They invest in employees from day one, with perks and benefits to support life at work and at home.
• They highlight a culture built on teamwork, creativity, and growth, with multiple awards for employee and customer satisfaction.
• They are a national brand offering stability and pride in being part of the team.