A Roofing Sales Manager isn’t just a “top closer with a title.” In a real operation, the manager owns the system: recruiting, training, lead flow, pipeline discipline, close rates, and the handoff to production so jobs don’t turn into cancellations and bad reviews.
If you’re considering roofing sales manager jobs (or hiring one), this 2026 guide covers what the role actually includes, the KPIs that matter, and what pay typically looks like.
What does a Roofing Sales Manager do?
A solid roofing sales manager typically owns five lanes:
1) Lead flow + pipeline control
- Assign leads fairly (or build territory rules)
- Enforce response-time standards
- Keep CRM stages clean (no “zombie leads”)
- Weekly pipeline reviews with reps
2) Recruiting + onboarding
- Hire canvassers, setters, closers, or full-cycle reps
- Build a training path (first 7 days / first 30 days / first 90 days)
- Ride-alongs, call reviews, door scripts, and inspection standards
3) Sales coaching (daily)
- Improve close rate through better qualifying, presentation, and follow-up
- Set activity expectations (doors, dials, sits, inspections, quotes)
- Coach objections and ethical selling
4) Quality control + production handoff
- Standardize inspection photo sets, measurements, and scope notes
- Ensure contracts are complete (and compliant)
- Prevent churn: “sold jobs” must become “completed jobs”
5) Forecasting + accountability
- Weekly forecast by stage and probability
- Track rep performance and apply coaching plans
- Build incentives and enforce standards
The metrics (KPIs) a roofing sales manager must track
If you only track “revenue,” you’ll get surprised. These are the core numbers that actually control outcomes:
Lead and pipeline KPIs
- # of leads (by source)
- Speed to contact (how fast reps respond)
- Contact rate
- Appointment set rate
- Show rate (appointments sat)
Sales conversion KPIs
- Closing percentage / win rate (by rep + by lead source) ServiceTitan+1
- Average deal size
- Sales cycle time (lead → contract → start → completion)
Customer + repeat business KPIs
- Customer satisfaction and repeat/referral rate (a huge indicator of long-term stability) ServiceTitan
Operational “reality check” KPIs
- Job completion time (average job completion) ServiceTitan
- Cancellation rate
- Gross margin / profitability (by job type and lead source) ServiceTitan
If you manage D2D teams, add:
- doors per hour
- conversations per hour
- sets per 100 doors
- sits per week
What is the pay for Roofing Sales Manager jobs in 2026?
Pay varies wildly based on:
- retail vs insurance restoration vs commercial
- whether you carry a personal book of business
- team size and lead flow
- base vs draw vs commission override
National baseline (reported averages)
ZipRecruiter lists the U.S. average Roofing Sales Manager salary around $75,848/year (as of Dec 2025). ZipRecruiter
Glassdoor shows a much higher U.S. estimate (six-figure range), but notes it’s based on a very small sample of reported salaries—so it can skew. Glassdoor
Chicago-area reference points
ZipRecruiter’s Chicago “roofing” salary page lists Roofing Sales Manager around $78,135/year. ZipRecruiter
You’ll also find postings listing significantly higher bases (example: a Chicago-area listing showing a $140K base for a sales manager role), which usually implies heavy experience requirements and/or a high-pressure target environment. SalesJobs
How to interpret this: expect a wide range. Many roles are base + performance, and top managers can exceed these figures when they’re paid on team production (overrides/bonuses), but you want the math in writing.
Common compensation structures for roofing sales managers
1) Base salary + team override
- Base for stability
- Override on team revenue or profit
- Bonuses for hitting monthly/quarterly targets
2) Draw + override
- Recoverable draw (advance against future earnings)
- Higher upside, but cash flow can swing
3) Player-coach
- You close your own deals and earn override on team
- Powerful income model, but burnout risk is real if ops are messy
A day-in-the-life (what your week actually looks like)
- Monday: pipeline meeting + lead review + forecast
- Tuesday: ride-alongs / inspection reviews / script coaching
- Wednesday: recruiting interviews + onboarding + CRM cleanup
- Thursday: adjuster/production alignment + deal reviews
- Friday: scorecards, payout checks, wins/losses, next-week plan
If your week is only “motivational speeches,” your numbers will drift fast.
Interview questions to ask before you take a Roofing Sales Manager job
- What is the exact pay plan (base/draw/override), and what’s the commissionable basis (gross vs profit)?
- What’s the current lead volume by source and the close rate by source?
- How many reps are on the team, and what is their experience level?
- Who controls production, and what’s the current cancellation rate?
- What tools are in place (CRM, estimating, scheduling), and is usage enforced?
- What does success look like at 30/60/90 days?
If they can’t answer these clearly, you’re walking into chaos.
Hiring or applying in Chicagoland?
If you’re building a sales team (or you’re a proven rep ready to lead), we’re always open to talking with team players who want long-term growth, leadership paths, and performance-based upside.
Allied Emergency Services, Inc.
Phone: 800-792-0212
Email: info@alliedemergencyservices.com
