Sales Consultant (Richmond)

Commercial Sales Consultant

Location: Richmond, VA

Compensation: $80,000+ Base Salary + Uncapped Commission

Position Summary

We are seeking a driven, relationship-focused Commercial Sales Consultant to grow business across Homeowners Associations (HOAs), commercial property management firms, multifamily communities, and commercial facilities throughout Central Virginia.

This role is responsible for identifying, developing, and closing commercial painting, carpentry, and property maintenance opportunities. The ideal candidate is a proactive business developer who enjoys prospecting, networking, building relationships, and managing opportunities from the initial conversation through contract execution.

Using a consultative sales approach, you will work with HOA Board Members, Community Managers, Commercial Property Managers, REITs, and Business Owners to understand property needs, conduct site walkthroughs, develop scopes of work, present proposals, and build long-term client relationships that generate recurring revenue.

Key Responsibilities

Business Development & Prospecting

• Proactively generate new business and develop relationships with HOAs, condominium and townhome associations, commercial real estate organizations, multifamily properties, and property management companies.
• Develop new opportunities through cold calling, property walk-ins, networking, referrals, and targeted outreach.
• Conduct lunch-and-learn presentations and other relationship-building events with property management teams.
• Participate in relevant regional industry associations, networking organizations, trade shows, and industry events.
• Develop referral relationships with commercial brokers, restoration contractors, trade professionals, and other industry partners.
• Build and maintain a healthy pipeline of qualified commercial opportunities.

Consultative Sales & Scope Development

• Meet with property managers, board members, owners, and other decision-makers to understand property needs, budgets, timelines, and project expectations.
• Conduct detailed site walkthroughs to evaluate surfaces, identify painting and repair requirements, take measurements, and document project conditions.
• Identify potential carpentry, drywall, siding, wood repair, and other related project needs.
• Develop detailed scopes of work, labor requirements, and material estimates.
• Utilize CRM, estimating, and photo-documentation technology to manage opportunities and project information.
• Prepare and present professional proposals, RFP responses, and bid packages.
• Present proposals both virtually and in person as needed.

Closing & Project Handoff

• Address client questions and objections while providing solutions that align with project goals and budgets.
• Negotiate project terms and secure signed contracts.
• Coordinate required deposits and documentation.
• Prepare complete work orders outlining project scope, colors, labor expectations, site conditions, and safety considerations.
• Partner closely with Project Management and Operations teams to ensure a smooth transition from sale to project execution.

Account & Relationship Management

• Maintain strong relationships with existing commercial clients to identify recurring maintenance, repainting, and repair opportunities.
• Conduct post-project follow-ups to ensure client satisfaction.
• Generate referrals, reviews, and additional opportunities from existing relationships.
• Develop long-term accounts that produce consistent and recurring revenue.

Qualifications

• 3+ years of successful B2B consultative sales experience , preferably within commercial services, property management, HOAs, commercial real estate, construction, painting, or related trades.
• Demonstrated ability to prospect for and develop new business rather than relying solely on inbound leads.
• Experience building relationships with property managers, business owners, board members, or other commercial decision-makers.
• Knowledge of commercial painting, exterior property maintenance, carpentry repairs, construction services, or HOA purchasing processes is strongly preferred.
• Strong networking skills and willingness to attend industry events, association meetings, trade shows, and occasional evening events.
• Comfortable using CRM platforms, mobile applications, estimating software, and photo-documentation tools.
• Excellent written, verbal, presentation, and negotiation skills.
• Valid driver's license and ability to travel throughout Central Virginia for client meetings and site visits.

Performance Expectations

Success in this position will be measured through:

• Annual booked revenue of approximately $2 million–$3 million+ , depending on experience and territory development.
• Consistent outbound prospecting and new-business-development activity.
• Generation of qualified commercial opportunities.
• Development of long-term client and referral relationships.
• Strong proposal-to-close conversion.
• Maintaining appropriate project margins while growing commercial revenue.

Compensation & Benefits

• $80,000+ base salary, depending on experience
• Uncapped commission
• Health insurance with company contribution
• Dental, vision, and disability insurance options
• 401(k) with company match
• Paid time off
• Company-provided laptop and sales technology
• Company vehicle
• Professional sales training and career-development opportunities

This is an excellent opportunity for an experienced B2B sales professional who enjoys developing new business, building relationships, and growing a commercial territory with the earning potential of an uncapped commission structure.