Position Summary: The Sales Director provides strategic and frontline leadership for the Design/Sales team. This includes setting, supporting, and achieving individual and team sales goals. To meet or exceed these goals, the Sales Director will collaborate with production to create, identify, and develop training plans for the Design/Sales team. The ultimate purpose of the Sales Director is to lead in a manner that is strategic and emotionally intelligent resulting in strong client relationships.
Responsibilities:
Strategic Sales Leadership
- Develop, implement, and manage sales strategies aligned with the company’s strategic plan to meet revenue goals, expand the client base, and increase market penetration.
- Establish annual and quarterly sales targets based on revenue projections and track progress against goals.
- Implement and continuously refine an effective, standardized sales process to optimize efficiency and success.
Compensation & Incentives
- Define and review sales compensation plans, ensuring alignment with market standards and business objectives.
- Assist in structuring competitive pay bands to attract and retain top sales talent.
- Review and approve monthly commission sheets for sales team.
Sales Team Management & Development
- Lead, motivate, and manage a high-performing sales team, ensuring alignment with business objectives.
- Set clear performance expectations, evaluate team performance using KPIs, and provide ongoing coaching and mentorship.
- Conduct structured performance reviews twice a year, focusing on individual growth, accountability, and business alignment.
- Foster a culture of accountability, continuous improvement, and professionalism within the team.
- Assist in recruiting top talent while overseeing onboarding and continuous professional development for sales team members.
Sales Operations & Execution
- Plan and lead structured, data-driven weekly sales meetings to review pipeline, track progress, and strategize for success based on department scorecard.
- Ensure the CRM system is effectively utilized to track client interactions, sales data, and team performance.
- Develop and manage the sales budget, including salaries, commissions, and incentives, ensuring alignment with financial goals.
- Work alongside the Executive Director to create divisional bid budgets.
Market & Customer Engagement
- Build and maintain strong, long-term relationships with key clients, ensuring high satisfaction and retention.
- Act as the face of the company in high-level negotiations, industry events, and conferences.
- Collaborate closely with the marketing team to align sales strategies, improve customer experience, and conduct industry market research to identify trends, opportunities, and potential threats.
- Address customer concerns, resolve problems effectively, and enhance client lifecycle management.
- Identify and pursue new business opportunities in target markets, including residential, commercial, and HOA clients.
- Build and maintain relationships with property managers, general contractors, developers, and other potential clients.
Core Skills:
- Proven track record in sales leadership, with experience in developing and executing sales strategies.
- Strong ability to lead, manage, mentor, and develop beyond just performance metrics for a high-performing sales teams.
- Comfortable adapting and navigating ambiguity and helping the team adapt.
- Excellent negotiation, communication, and interpersonal skills with a customer centric mindset
- Ability to work cross-functionally with all major departments within the company.
- Strategic thinker with strong analytical, problem-solving abilities and a results-driven mindset.
Experience:
* Bachelor’s degree in business, Horticulture, Landscape Architecture or like
* 5+ years of sales experience including consistent goal achievement
* 3+ years of management/supervisory experience
* 1+ years of design/build &/or landscape construction experience (preferred)
* Valid driver’s license with 2 points or less
* Industry Estimating/CRM Software
* Microsoft suite
Physical Requirements:
* Sitting, standing, walking &/or working at a computer for 8 hours
* Navigating a variety of terrains
* Working in all weather conditions
* Lifting, pulling &/or pushing 25 pounds
