Vice President of Sales

Vice President of Franchise Sales Support

Closet Factory Franchise Corporation

Position Description and Overview

The Vice President of Sales will lead, optimize, and scale sales across the Closet Factory franchise network. This senior role is responsible for designing a standardized national sales playbook, improving conversion and closing performance, building a best-in-class training and certification program, and driving measurable revenue growth through disciplined execution and data-driven decisions. The VP of Sales reports to the President and acts as the organization’s strategic lead for sales process excellence, performance metrics, field coaching, and franchise enablement.

Key Responsibilities

Sales Process and Systems

• Audit and refine the end-to-end sales workflow from lead generation to signed contract.
• Create and deploy a standardized national Closet Factory Sales Playbook with step-by-step processes, scripts, and follow-up cadence for every designer and location.
• Integrate and optimize CRM and design software configurations to improve lead tracking, conversion reporting, and accountability.
• Ensure consistent adherence to KPIs and sales process standards across all franchisees and teams.

Sales Metrics and Performance Management

• Define, monitor, and enforce core performance metrics: close rate, average sale, conversion rate, sales cycle time, and cancellation rate.
• Build and maintain executive dashboards to track and benchmark sales performance by franchise, market, and designer.
• Diagnose underperforming markets and individuals, and implement targeted coaching, development, or corrective-action plans.
• Own forecasting inputs and provide timely, actionable sales performance updates to the executive team.

Closing Skills Training and Enablement

• Design and lead a national sales training curriculum focused on closing techniques, objection handling, upsell strategies, and consultative selling.
• Deliver in-market workshops and one-on-one coaching sessions with franchise owners and senior designers.
• Develop and administer certification standards and competency checks for new hires and existing designers.
• Drive a high-performance culture grounded in measurable improvement, accountability, and continuous learning.

Franchise Support and Cross-Functional Collaboration

• Partner with Product Management and Marketing to align sales strategy with product rollouts, promotions, and showroom updates.
• Provide franchise owners with data-driven recommendations on local pricing, compensation structures, and conversion improvement tactics.
• Serve as the national point of contact for franchise sales strategy, rollout of initiatives, and performance improvement programs.
• Support franchise development leaders as needed to standardize sales best practices during new market launches.

Qualifications

• Experience: Minimum 10 years of progressive sales leadership with demonstrable success in franchised, retail, home improvement, or similar industries.
• Proven Impact: Track record of materially increasing close rates, average ticket, and sales efficiency through process, training, and systems improvements.
• Sales Methodology: Deep expertise in consultative, in-home selling and trusted-advisor relationship building.
• Analytical Ability: Strong quantitative skills and experience translating sales data into tactical, prioritized actions.
• Leadership Style: Hands-on leader who is comfortable in the field delivering training and presenting to executive and franchise audiences.
• Communication: Exceptional presentation, coaching, and motivational skills.
• Travel: Ability to travel regularly for in-market coaching and franchise support.

Performance Metrics

Success in this role will be measured by:

• Network-wide improvement in closing ratio.
• Reduction in lead-to-sale cycle time.
• Increase in average sale per designer.
• Improvement in sales training completion and certification rates.
• Enhanced data integrity and compliance across CRM and design software.

Compensation

• Base Salary: Starting base salary in the low to mid-$100,000 and is commensurate with experience

• Incentive Plan: Target variable compensation to be determined; typical design 1-x base compensation dependent on achievement of network targets and personal KPIs.
• Benefits: Competitive benefits package, travel reimbursement, and other perks.