Landscape Sales & Design Manager Sunrise Landscape | Northern Virginia Full-Time |

Leadership Position Compensation:

$80,000-$130,000+ Commission plan, based on experience and performance We're looking for someone who knows how to sell a landscape before it exists. Sunrise Landscape is looking for an experienced landscape sales professional to lead and develop our sales team. We're not looking for someone whose management experience consists primarily of reviewing reports and asking salespeople whether they hit their numbers. We're looking for someone who can walk a property with a client, understand what they're trying to accomplish, see opportunities they may not have considered, develop a practical design solution, understand how it will actually be built, estimate it profitably, and confidently present and sell the project. Just as importantly, you need to be able to teach other people how to do it. This position will oversee our Account Management/Sales team and help us develop a more consistent, professional sales organization. You'll work directly with our salespeople in the office and in the field—reviewing opportunities, improving designs and estimates, accompanying them on client meetings, and coaching them on everything from asking better questions to presenting a $100,000+ landscape project. What You'll Actually Be Doing A large part of your job will be developing our salespeople. You'll ride along on client meetings, review open opportunities, help Account Managers develop solutions, critique designs, review estimates, and coach the team on how to move projects from an initial conversation to a signed contract. You'll also help establish the standards and processes our sales department operates by.

That includes:

Leading weekly sales and pipeline meetings. Coaching Account Managers individually. Training the team in consultative landscape selling. Teaching landscape and hardscape design principles. Helping salespeople recognize opportunities while walking a client's property. Improving enhancement sales to existing clients. Reviewing larger and more complicated designs and estimates. Helping establish estimating and pricing standards. Improving proposal quality and presentation. Teaching salespeople how to discuss budgets early in the process. Coaching the team through price objections and difficult sales situations. Improving proposal turnaround and follow-up. Monitoring pipeline, sales, close rates, average project size and gross margin. Working with Operations to make sure what we sell can be built efficiently and profitably. Personally assisting with selected large or complicated sales opportunities. You Need to Understand Landscaping This isn't a position where general sales-management experience alone is enough. You should be comfortable walking onto a residential property and discussing things like: Landscape renovations and planting design Plant selection and placement Privacy screening Patios and walkways Retaining walls Outdoor living areas Steps and grade transitions Drainage and grading Landscape lighting Lawn renovations Property enhancements You don't need to be a landscape architect. You do need enough real-world landscape experience to know the difference between a design that looks good on paper and one that can actually be built successfully. You Need to Understand Selling We want someone who has personally sold landscape work—not someone who has only managed people who sell it. You should be able to explain how you: Conduct an initial client consultation. Determine what a client really wants. Discuss budget without making the conversation uncomfortable. Develop a solution around the client's priorities. Present a design and proposal. Explain value when a competitor is cheaper. Handle objections. Follow up professionally. Ask for the sale. Maintain profitability while still winning work. If you've personally sold large residential landscape or outdoor-living projects, we'd especially like to talk with you. You must be able to teach it. This may be the most important part of the position. Being Sunrise's best salesperson isn't the goal. Making our entire sales team better is. Some Account Managers may need help with design. Another may need help discussing budgets. Someone else may create great proposals but struggle to close them. Another may sell well but need to improve estimating. We want a manager who can recognize those differences and coach each person accordingly. If you enjoy seeing someone you've trained become dramatically better at their job, you'll probably enjoy this position. What We're Looking For We'd like to meet candidates with substantial experience in some combination of: Landscape design/build sales Residential landscape sales Landscape enhancement sales Landscape account management Landscape or hardscape design Landscape estimating Sales leadership or coaching Strong knowledge of landscape construction, plants, hardscapes, estimating and job costing is important. Experience with LMN or similar landscape estimating/CRM software is a plus. We're more interested in demonstrated ability than a particular degree or title. A successful Senior Account Manager, Landscape Designer/Salesperson, Design/Build Sales Consultant, Enhancement Manager or similar landscape professional who is ready to lead a department may be just as interesting to us as someone who already holds the title "Sales Manager." Compensation We expect the base salary for this position to fall approximately between $90,000 and $120,000 , depending on experience and demonstrated ability. Our intended compensation structure also includes meaningful performance incentives tied to the profitable performance of the sales department , with expected total compensation approximately $130,000-$160,000+ for strong performance. We don't want our Sales Manager competing with the sales team for commissions. We want this person financially rewarded when the team succeeds.

Pay:

$80,000.00 - $130,000.00 per year

Benefits:

401(k) matching Health insurance Paid time off Professional development assistance Vision insurance

Work Location:

In person