Paul Fosh Auctions & Lettings
Sales Manager
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Sales Manager
Reports to: Managing Director
Direct Reports: 5 Valuers
Location: Shackleton House Langstone Business Park NP18 2LH
Purpose of the Role
The Sales Manager is responsible for leading, motivating, and developing the Valuation Team to maximize instructions, auction entries, and revenue while maintaining exceptional levels of customer service. The role combines leadership, coaching, sales management, and performance accountability. The Sales Manager will ensure each valuer effectively manages existing client relationships while proactively generating new business opportunities. The Sales Manager is responsible for building a high-performance sales culture focused on activity, accountability, and continuous improvement.
Key Responsibilities
Team Leadership
- Lead and manage a team of five valuers.
- Conduct weekly one-to-one meetings.
- Hold regular team sales meetings.
- Set clear objectives and monitor performance.
- Coach valuers on sales techniques, negotiation, and client management.
- Support underperforming team members through structured development plans.
- Recruit, onboard, and develop new valuers when required.
- Foster a positive, collaborative, and accountable team culture.
Sales Admin Responsibilities
- Undertake or oversee the following tasks:
- Completion of the viewing schedule prior to catalogue launch
- Creation of the bidding increments, prior to bidding going live
- Acting as a conductor for the auction as it builds to a crescendo
- Occasional assistance in conducting appraisals in times of extreme staff absences.
Sales Performance
- Own delivery of team sales targets including:
- Auction instructions
- Valuation appointments
- Conversion rates
- Revenue
- Client retention
- Repeat business
- Monitor individual and team KPIs and implement action plans where performance falls below target.
Business Development
- Ensure every valuer actively develops new business by:
- Prospecting estate agents
- Building relationships with solicitors
- Networking with investors and developers
- Generating referrals
- Following up previous clients
- Developing local market opportunities
- The Sales Manager should also undertake key account development personally where appropriate.
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Client Relationship Management
- Ensure all valuers:
- Maintain regular contact with key clients.
- Deliver excellent customer service.
- Resolve issues promptly.
- Maximise repeat instructions.
- Identify cross-selling opportunities.
- Build long-term relationships.
- Support the team with major client meetings where required.
Pipeline Management
- Maintain visibility of:
- New enquiries
- Valuations booked
- Instructions pending
- Auction entries
- Sales pipeline
- Future opportunities
- Ensure opportunities are progressed promptly and nothing is lost through poor follow-up.
Performance Management
- Use CRM and reporting systems to monitor:
- Calls made
- Valuations completed
- Instructions won
- Conversion ratios
- Revenue generated
- Client contact frequency
- Business development activity
- Provide regular feedback and coaching based on data.
Collaboration
- Work closely with Operations to ensure:
- Capacity matches sales activity.
- Client expectations are realistic.
- Auction deadlines are achieved.
- Customer experience remains excellent.
- Operational feedback informs future sales strategies.
Strategic Contribution
- Contribute to:
- Sales strategy
- Pricing recommendations
- Territory planning
- Market analysis
- Competitor awareness
- Process improvements
- New service opportunities
- Provide regular reporting and recommendations to the Managing Director.
Key Performance Indicators
The Sales Manager will be measured against:
Team Performance
- Auction instructions secured
- Auction entries
- Revenue achieved
- Gross profit
- Conversion rate
- Average fee
- Client retention
Team Activity
- Business development meetings
- Valuations completed
- Prospecting activity
- Referral generation
- CRM compliance
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Leadership
- Staff engagement
- Staff retention
- Individual development
- Achievement of personal objectives
- Quality of coaching
Skills & Experience
Essential:
- Proven experience managing a sales team.
- Strong leadership and coaching skills.
- Excellent negotiation abilities.
- Experience managing client relationships.
- Strong commercial awareness.
- Ability to analyse sales data.
- Excellent communication skills.
- Highly organised.
- Results driven.
Desirable:
- Experience in property auctions.
- Estate agency background.
- Property valuation experience.
- Knowledge of property investment.
- Understanding of auction processes.
Personal Attributes
The successful candidate will:
- Lead by example.
- Inspire confidence.
- Hold people accountable respectfully.
- Be highly organised.
- Be commercially minded.
- Build trust quickly.
- Be resilient under pressure.
- Enjoy developing people.
- Be proactive rather than reactive.
- Focus on continuous improvement.
Decision-Making Authority
The Sales Manager is authorised to:
- Allocate sales territories or accounts.
- Approve day-to-day sales activities.
- Recommend pricing within agreed guidelines.
- Manage team performance.
- Recommend recruitment and disciplinary action.
- Escalate strategic commercial decisions to the Managing Director.
Success in the First 12 Months
A successful Sales Manager will:
- Build a motivated, accountable team with clear performance expectations.
- Increase the consistency of business development activity across all valuers.
- Improve conversion from lead to auction instruction.
- Strengthen relationships with key introducers and repeat clients.
- Create reliable sales forecasting and reporting.
- Reduce the Managing Director's involvement in day-to-day sales management, allowing greater focus on strategic growth.
Salary Package
The Sales Manager will earn a generous salary package depending upon experience, but in the region of £40,000 to £60,000.
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