Residential Sales Representative

Residential Sales Representative In-Home Fence and Deck Sales Abbey Fence & Deck Company

About Abbey Fence & Deck Company Abbey Fence & Deck Company is a family-owned business with more than 70 years of experience serving the Baltimore metropolitan area. The company provides residential, commercial, government, and industrial fencing and deck-construction services throughout Maryland. It has built a strong regional reputation for quality craftsmanship, professional service, community involvement, and customer satisfaction. Following a change in ownership in February 2025, the company has focused on improving internal processes, increasing revenue, modernizing its go-to-market strategy, and adding new sales talent. Investments in lead generation have created more residential opportunities than the current sales team can effectively cover, making these new hires an important part of the company's growth strategy.

Position Summary Abbey Fence & Deck Company is seeking motivated, coachable, and customer-focused Residential Sales Representatives to conduct in-home estimate appointments and help homeowners select fencing and decking solutions for their properties. This is not a traditional cold-calling or door-to-door prospecting position. Abbey provides scheduled leads and estimate opportunities. The Sales Representative's primary responsibility is to execute those appointments effectively, assess the property and customer's needs, educate the homeowner, develop an accurate estimate, present the recommended solution, and close profitable business. The representative owns the customer relationship from the initial appointment through the start of installation. This includes timely estimates, accurate measurements, detailed project documentation, follow-up, technical explanations, material specifications, and coordination with the production and warehouse teams. Previous fence or deck sales experience is not required. The company is more interested in character, work ethic, communication, coachability, critical thinking, comfort with numbers, and motivation to succeed in a commission-based environment. Candidates from hospitality, bartending, serving, automotive sales, telecommunications, airport customer service, retail, and other customer-facing backgrounds may be particularly successful.

Compensation and Benefits Paid Training • New representatives receive $1,000 per week during the approved training-pay period. • The anticipated training-pay period is approximately two months, although the exact duration was not finalized during the intake call and should be confirmed before the public posting is published. • Training initially focuses on company processes, products, pricing, estimating, documentation, and ride-alongs. • During the first one to two weeks, trainees are not expected to conduct customer appointments independently. • Customer-facing responsibilities increase gradually as the employee demonstrates product knowledge, documentation accuracy, judgment, and readiness. Commission Structure After the training-pay period, the position transitions to a 100% commission-based compensation model. • Commission is generally 10% of the pre-tax project total. • The full commission is contingent on following the company's required pricing process and maintaining approved profitability and margin standards. • Representatives may not reduce project pricing below approved levels simply to close a sale. • Additional pay-for-performance bonuses or incentives may be available based on personal and company goals. • Estimated annual earnings are approximately $60,000-$150,000+, depending on appointment volume, close rate, average ticket, pricing discipline, and overall performance. Performance Model When fully ramped, the company aims to provide approximately: • 15 appointments per week. • 60 appointments per month. • A minimum target close rate of approximately 30%. • An average project value of approximately $5,000. Appointment volume may decline during colder or slower seasons. The company's priority is to maintain full calendars when lead flow permits, but a specific number of weekly appointments is not guaranteed. Benefits Employees become eligible to participate in the company's benefit programs following a 90-day probationary period. Benefits include: • Health insurance. • 401(k). • Paid training. Travel Support A company gas card is provided to support approved business travel throughout the assigned sales territory.

Schedule and Work Arrangement Schedule • Monday through Friday. • Typically 9:00 AM-5:00 PM or 9:00 AM-6:00 PM, depending on the appointment schedule and customer needs. • No weekend coverage is currently required. • Fully ramped representatives may conduct up to three appointments per day. • The time between appointments is used for estimate preparation, documentation, follow-up, customer communication, project visits, and preparation for upcoming meetings. Work Arrangement This is an in-person and field-based sales position. Representatives spend significant time: • Traveling to customer properties. • Conducting in-home or on-site consultations. • Measuring project areas. • Preparing and sending estimates. • Following up with prospective customers. • Visiting active or completed projects when questions or concerns arise. • Coordinating with internal production and warehouse teams.

Sales Territory The territory generally includes Baltimore City and surrounding areas across central and northern Maryland, including: • Baltimore City. • Baltimore County, including northern Baltimore County. • Carroll County, extending into its northern areas. • Harford County, including northern Harford County. • Anne Arundel County. The territory may extend approximately one hour or more north, south, east, or west from the company's Baltimore-area location. Candidates must be comfortable spending significant time driving throughout the region.

Key Responsibilities Company-Provided Lead Execution • Attend scheduled residential estimate appointments provided by the company. • Review available lead and customer information before each appointment. • Confirm appointment details when required. • Arrive on time, prepared, and professionally presented. • Identify the homeowner's objectives, preferences, concerns, budget, and timeline. • Assess the property and project conditions. • Guide the customer toward an appropriate fence or deck solution. • Maintain accurate records of appointment outcomes and next steps. • Follow the company's approved sales process consistently. • Maximize the value of company marketing and lead-generation investments. In-Home and On-Site Consultations • Meet with homeowners at their properties. • Build rapport quickly and establish trust. • Ask thoughtful questions to understand the customer's goals. • Inspect the proposed project area. • Discuss privacy, security, appearance, functionality, materials, maintenance, and project expectations. • Identify site conditions that may affect design, materials, labor, access, or pricing. • Explain the installation process clearly. • Address customer questions professionally. • Present the company's solutions without using high-pressure or misleading sales tactics.

Measurements and Property Assessment • Take accurate measurements of the proposed fence or deck area. • Document property conditions, access points, slopes, obstructions, gates, corners, and other relevant details. • Confirm the proposed layout with the homeowner. • Identify information requiring additional review before the estimate is finalized. • Record sufficient detail for material ordering and production planning. • Use company tools and technology to support accurate measurements and project documentation. • Avoid assumptions that could create pricing, material, or installation errors. Product and Customer Education • Develop working knowledge of the company's primary fence and deck products. • Explain material options, design choices, installation considerations, durability, maintenance, and use cases. • Help customers compare solutions based on their property and objectives. • Communicate realistic project expectations. • Avoid making unauthorized promises regarding schedules, permits, production, or installation conditions. • Refer highly technical or unusual questions to the appropriate internal expert. • Continue developing product knowledge through training, field observation, and collaboration. Pricing and Estimate Preparation • Calculate project pricing using the company's mandatory pricing application. • Follow established pricing, margin, and profitability requirements. • Verify measurements, materials, labor assumptions, and project specifications before sending an estimate. • Prepare estimates promptly after appointments. • Review pricing for accuracy and completeness. • Correct errors before presenting proposals to customers. • Explain estimates and project options clearly. • Obtain approval before deviating from established pricing or scope requirements. Sales Presentation and Closing • Present recommended fencing or decking solutions. • Connect the proposed design and materials to the customer's stated needs. • Explain project scope, pricing, expectations, and next steps. • Address objections professionally. • Ask for the business confidently and respectfully. • Maintain profitability while pursuing the sale. • Complete contracts and required documentation accurately. • Avoid unauthorized discounts or commitments. • Work toward a minimum close-rate expectation of approximately 30% when fully ramped. Customer Follow-Up • Follow up promptly after estimate appointments. • Answer customer questions and provide additional information. • Track homeowners who are still considering their options. • Maintain regular communication without becoming overly aggressive. • Identify the customer's decision timeline. • Record all meaningful communications and next steps. • Reengage older estimates and open opportunities. • Communicate important customer updates to internal teams. • Maintain ownership of the relationship through the start of installation.

Project Documentation • Create complete and accurate job records. • Document project measurements, layout, material specifications, gates, accessories, colors, dimensions, and special conditions. • Prepare precise material orders. • Include information required by production, warehouse, and installation teams. • Review documentation before handing the project off. • Respond promptly when internal teams need clarification. • Update records when approved changes occur. • Recognize that documentation quality directly affects installation accuracy, customer satisfaction, and company profitability. Internal Handoff and Collaboration • Coordinate signed projects with production and warehouse personnel. • Ensure the installation team receives complete and accurate information. • Clarify project requirements before work begins. • Communicate known customer expectations and site conditions. • Help resolve questions arising before the installation. • Visit sold projects when necessary to address customer questions or operational concerns. • Maintain professional communication across sales, production, warehouse, and installation functions. • Support a smooth transition from signed contract to completed build. CRM and Sales Technology • Use the company's CRM, pricing application, sales tools, and communication systems. • Maintain accurate lead, appointment, estimate, and follow-up records. • Update opportunity stages and next actions. • Record customer communications promptly. • Use reminders and follow-up systems consistently. • Learn new sales technology and process improvements. • Maintain accurate data that allows the company to evaluate lead conversion and representative performance. Territory and Time Management • Plan travel between appointments efficiently. • Prepare for each customer meeting in advance. • Use appointment gaps productively. • Balance customer visits with estimate preparation, follow-up, documentation, and project support. • Maintain accountability while working independently in the field. • Communicate schedule delays or appointment issues promptly. • Use the company-provided gas card in accordance with policy. • Protect customer, company, and payment information.

Required Qualifications Must-Have Qualifications • Strong verbal communication and interpersonal skills. • Ability to build rapport quickly with homeowners. • Coachable attitude and willingness to follow a proven sales process. • Competitive, ambitious, and motivated by commission-based earning potential. • Comfort working in a performance-driven environment. • Strong customer-service orientation. • Ability to work independently while remaining accountable to goals and standards. • Strong follow-through and responsiveness. • Problem-solving and critical-thinking ability. • Comfort with numbers, measurements, pricing, and basic math. • Ability to learn fencing and decking products. • Ability to learn and use CRM systems, pricing applications, and sales technology. • Strong attention to detail. • Ability to create accurate and complete project documentation. • Valid driver's license. • Reliable personal transportation. • Ability and willingness to drive throughout the greater Baltimore territory. • Availability to work Monday through Friday according to scheduled customer appointments. • Comfort transitioning from paid training to a 100% commission-based compensation model. Preferred Qualifications • Previous sales experience. • Customer-facing experience in hospitality, food service, retail, automotive sales, telecommunications, airport customer service, or similar environments. • Experience in a performance-driven or commission-based position. • In-home sales or field-sales experience. • Home improvement, construction, building materials, landscaping, fencing, decking, or exterior-remodeling experience. • Experience measuring job sites or preparing estimates. • CRM experience. • Experience explaining technical products to consumers. • Recent college, community college, or trade-school education combined with strong customer-facing experience. • Demonstrated history of achieving sales or customer-service goals.

Transferable Candidate Backgrounds Previous fencing or decking experience is not required. Strong candidates may come from: • Hospitality. • Bartending. • Restaurant service. • Retail sales. • Automotive sales. • Telecommunications or wireless sales. • Airport customer service, including premium passenger-assistance programs. • Home improvement sales. • Customer service. • Other face-to-face, performance-driven roles. These backgrounds can translate well when candidates demonstrate: • Comfort speaking with strangers. • Ability to build trust quickly. • Strong interpersonal awareness. • Resilience under pressure. • Motivation to increase earnings. • Coachability. • Reliability. • Willingness to learn technical products and documentation requirements.

Training and Ramp-Up Initial Training Training will include: • Company culture and expectations. • Residential sales process. • Fence and deck products. • Customer consultation. • Property assessment. • Measurements. • Pricing application. • Profitability and margin requirements. • Estimate preparation. • Project documentation. • CRM systems. • Internal handoff. • Ride-alongs with experienced team members. Customer-Facing Progression The anticipated progression is:

1. First one to two weeks: Primarily classroom, process, product, and ride-along training. The trainee is not expected to conduct customer appointments independently.

2. Early field stage: The representative may begin conducting one appointment every few days as trust and competency develop.

3. Initial independent schedule: Approximately one or two appointments per day, allowing time for questions and documentation review.

4. Full ramp: Up to three appointments per day, initially around four days per week and potentially five days per week as proficiency and lead volume allow. Training and appointment progression are competency-based. The company increases autonomy as the new representative demonstrates judgment, accuracy, product knowledge, documentation quality, and customer readiness.

First 90 Days Within approximately 90 days, the successful representative should: • Independently manage a full residential sales appointment. • Conduct up to three appointments per day at least four days per week. • Demonstrate working knowledge of the company's primary products and services. • Use the pricing application correctly. • Maintain approved margins and profitability. • Prepare accurate estimates and project records. • Follow up consistently with customers. • Navigate the CRM and required sales technology. • Coordinate effectively with production and warehouse teams. • Understand and positively contribute to the company culture. Core Competencies • Residential Sales • In-Home Sales • Field Sales • Fence Sales • Deck Sales • Home Improvement Sales • Consultative Selling • Customer Education • Lead Conversion • Company-Provided Leads • Estimate Appointments • Property Measurements • Project Estimating • Pricing Applications • Closing • Objection Handling • CRM Management • Customer Follow-Up • Project Documentation • Material Orders • Territory Management • Relationship Management • Basic Math • Critical Thinking • Coachability • Performance-Based Sales

Ideal Candidate Profile The ideal candidate: • Enjoys meeting new people and building trust. • Is motivated by uncapped or performance-based earnings. • Is comfortable moving from a fixed training salary to commission. • Can hold professional conversations with homeowners. • Listens carefully before recommending a solution. • Learns quickly and applies coaching. • Uses numbers and measurements confidently. • Documents details accurately. • Responds promptly to customers and internal teams. • Maintains consistent follow-up. • Works independently without losing accountability. • Is comfortable spending significant time driving and working in the field. • Can balance customer relationships with profitability requirements. • Accepts that the role includes both selling and detailed administrative work. • Wants a Monday-through-Friday career opportunity with meaningful earning potential. • Contributes positively to company culture.

What Success Looks Like A successful Residential Sales Representative will: • Complete scheduled appointments professionally and on time. • Convert company-provided leads into profitable projects. • Maintain a close rate of approximately 30% or better when fully ramped. • Prepare accurate pricing, measurements, and material specifications. • Follow approved margin requirements. • Send estimates promptly. • Maintain consistent customer follow-up. • Create complete project documentation. • Reduce errors that could disrupt installation. • Collaborate effectively with production and warehouse teams. • Maintain accurate CRM records. • Deliver a professional homeowner experience. • Progress toward annual earnings within or above the expected $60,000-$150,000 range.

Non-Desirable Candidate Characteristics Likely Disqualifiers • Is unwilling to transition to a 100% commission structure after training. • Does not have a valid driver's license or reliable transportation. • Is unwilling to travel throughout the greater Baltimore territory. • Cannot work Monday through Friday during customer-appointment hours. • Is uncomfortable meeting homeowners at their properties. • Demonstrates weak communication or customer-service skills. • Cannot work independently. • Refuses to use the required pricing application or CRM. • Is uncomfortable with measurements, pricing, or basic math. • Demonstrates poor follow-through or unreliable attendance. Sales Red Flags • Expects to receive commission regardless of project profitability. • Attempts to close sales through unauthorized discounting. • Uses high-pressure or misleading tactics. • Cannot explain a previous sales or customer-service achievement. • Avoids asking for the sale. • Does not follow up with open opportunities. • Blames lead quality for poor performance without examining appointment execution. • Is not comfortable with performance metrics. • Becomes discouraged quickly by rejection. • Expects immediate high earnings without completing the training and ramp-up process. Documentation and Operational Red Flags • Treats documentation as less important than closing the sale. • Frequently makes measurement or pricing errors. • Does not verify estimates before sending them. • Provides incomplete material orders or installation details. • Fails to enter activity into the CRM. • Does not communicate customer changes to production. • Makes promises regarding installation or project conditions without internal confirmation. • Is unwilling to revisit a sold project when legitimate questions arise. Behavioral Red Flags • Is resistant to coaching. • Arrives late to customer appointments. • Communicates slowly or inconsistently with customers. • Requires repeated reminders to complete follow-up. • Has poor time-management skills. • Demonstrates weak accountability. • Is uncomfortable receiving feedback. • Brings rigid habits from a competitor and refuses to learn the company's process. • Lacks curiosity about products, installation, or project requirements. • Does not contribute positively to team culture. Candidates from competing fence or deck companies are not automatic disqualifiers. The company is willing to interview them, but recruiters should evaluate whether they are open to learning Abbey's specific pricing, sales, documentation, and customer-service processes.

ATS Keywords Residential Sales Representative, In-Home Sales Representative, Field Sales Representative, Fence Sales, Deck Sales, Home Improvement Sales, Outside Sales Representative, Residential Estimator, Sales Estimator, Fence Estimator, Deck Estimator, Company-Provided Leads, Consultative Sales, Commission Sales, Customer Consultation, Property Measurement, Project Pricing, CRM, Lead Conversion, Closing Sales, Homeowner Sales, Building Materials, Exterior Home Improvement, Territory Sales, Baltimore Sales Jobs, Maryland Sales Representative.

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$60,000 - $150,000 a year

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