Role Summary
You will build and close new commercial maintenance, enhancement, and snow/ice contracts. From prospecting and site walks to estimating and contract negotiation, you own the full-cycle sale and a clean handoff to operations—at target margin.
What You’ll Do
- Pipeline & Prospecting
- Identify/target HOAs, property managers, retail centers, resorts/hospitality, medical/office parks, and multi-site portfolios.
- Run outbound (calls, email, LinkedIn, drop-ins) and leverage inbound, referrals, and partner A/E networks.
- Qualify opportunities fast; schedule site walks and decision-maker meetings.
- Discovery, Scoping & Estimating
- Lead site assessments, capture measurements/photos/notes; coordinate takeoffs (e.g., SiteRecon/measure tools).
- Build proposals and estimates (maintenance, enhancements, irrigation repairs, seasonal color, tree care, snow).
- Align scope, service levels, production rates, and seasonality with target gross margin and capacity.
- Proposals & Negotiation
- Draft crisp proposals, SOWs, and T&Cs (with standard OneSource language).
- Present options and value engineering; negotiate to win while protecting price/margin and risk posture.
- Closing & Handoff
- Secure signatures, COIs, and billing details; create a clean turnover package for Operations (maps, specs, schedules).
- Attend kickoffs; stay engaged through first 30–60 days to ensure satisfaction and upsell opportunities.
- RFPs & Strategic Accounts
- Manage multi-site RFPs (e.g., retail chains, resorts, HOAs); coordinate pricing, assumptions, and submission calendars.
- CRM & Reporting
- Maintain accurate CRM/BOSS LM opportunity stages, notes, next steps, and close dates.
- Forecast monthly bookings/revenue; track win/loss reasons and market intel.
Success Metrics (first 6–12 months)
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New Contract Revenue: $X target per quarter across maintenance + enhancements + snow (set with leadership).
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Gross Margin: Deals meet or exceed target margins by service line.
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Activity: 40–60 meaningful touches/week; 8–12 qualified meetings/week; 4–6 site walks/week.
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Proposals: 6–10/week with clear scopes/assumptions and turnaround in ≤5 business days (faster when hot).
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Win Rate: 30–40% on qualified proposals (higher on enhancements with existing clients).
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CRM Hygiene: 100% of opps with next step + date; accurate 30/60/90 forecast.
What You Bring
- 5+ years in B2B field sales—preferably commercial landscaping, facilities services, construction trades, or property services.
- Working knowledge of landscape maintenance/enhancements, irrigation, and/or snow operations—or strong aptitude to learn quickly.
- Proven hunter mindset with consultative selling skills and disciplined follow-through.
- Comfortable reading plans, conducting takeoffs, and translating site constraints into pricing/production rates.
- Strong writing and presentation skills; confident in negotiating scope, price, and terms.
- Tech-savvy: CRM (HubSpot/Salesforce/BOSS LM), MS/Google Suite; measurement/estimation tools.
- Valid driver’s license and reliable vehicle for local travel.
Nice to Have
- Experience selling to HOAs, resort/hospitality, retail/multi-site portfolios, and property management firms.
- Snow & Ice Management (SIMA) familiarity and seasonal contract structures.
- Bilingual (English/Spanish) for site walks and coordination with crews and property teams.
