Sales Manager

About the role

The Sales Manager is responsible for developing, executing and reaching the company’s annual sales goals, making significant contributions towards the future growth of the organization. This role requires proven experience leading and driving results through a sales team, building a team that sells rather than simply managing an individual book of business.

Responsibilities

• Identify service lines that are most profitable
• Meet revenue goals through constant performance management of sales team members
• Provide coaching and assistance to team members for them to reach individual and team goals consistently
• Manage commission and expense reports for all sales team members
• Provide direct selling and co-selling service and support for key accounts and strategic partners
• Provide quotes and proposal development support for complex projects
• Ensure correct usage of Aspire and other sales tools applications
• Follow, train and ensure adherence to all sale, pricing, and customer service processes and policies
• Network within the community and participate in strategic relationships
• Audit, update and manage estimating cost book and kits
• Identify ways to streamline the sales process and improve client experience
• Partner closely with production, design, and estimating teams to ensure what’s sold is deliverable, flagging issues early
• Facilitate Integrity Sales Coaching
• Implement, coach and drive Integrity Sales Training and development for each sales team member
• Plan, organize, staff, and direct the sales team
• Maximize retention through consistent coaching, trust, and genuine investment in each team member’s development
• Recruit and build out the sales team

Direct Reports

• Landscape Professionals
• Account Managers
• Landscape Designer
• Landscape Estimator

Requirements

Knowledge and Experience

• Knowledge of sales-related business operations
• Ability to build and maintain sales pipeline for current and future opportunities
• Proficiency with all types of technology: computers, tablets, mobile devices, Microsoft Office Suite (Excel, PowerPoint, Word)
• Experience utilizing Salesforce or similar CRM sales tool
• Proven track record of leading and developing salespeople
• Knowledge of how to use metrics to drive growth and improvement
• Experience within the landscape industry is preferred but not required
• Insatiable appetite to learn and grow
• Excellent organizational and time management skills
• Willingness to put the “we” before the “me”
• High emotional intelligence — reads people well, adapts communication style to the situation, and navigates hard conversations with tact
• Builds trust quickly across a range of team members, from field-based crews to design and estimating staff
• Seeks feedback and adjusts their own approach — leads by example, not ego
• Outstanding communication and leadership skills
• B.S. degree in business or green industry–related field
• Capacity to make decisions in line with the company’s mission and core values