Enhancement and Install Sales Manager (Commercial Landscaping Projects)

Job Description

Job Description:\n\nEnhancement and Install Sales Manager (Commercial Landscaping Projects)Location: Field-based in Northwest Arkansas — in person, not remoteSchedule: Full-time, W-2. Most of your week is spent walking commercial properties across Northwest Arkansas, not behind a desk.Compensation: $60,000–$72,000 base depending on experience, plus uncapped project commission — target earnings $125,000–$175,000+, full breakdown below.Commercial Landscaping | Project Sales | Northwest Arkansas | Full-Time W-2About Grey Barn and This Role Yes, we spread mulch. We install beds, plant seasonal color, coordinate hardscape, fix drainage problems, and refresh tired properties. But the real business we are in is a promise about money. When a commercial customer signs a project, they are agreeing to spend real capital on something that does not exist yet, based on a piece of paper you wrote. The whole thing rests on whether the scope on that paper is what actually shows up. When that promise breaks, everyone pays. A scope written loosely turns into three arguments about what "cleanup" included. A change order nobody discussed up front becomes an invoice the customer refuses to pay. A project sold at a number that ignored material costs closes out at 12% gross profit, which means the company did the work for free and the salesperson earned nothing. A deposit that never got collected becomes a cash flow problem that shows up in somebody else's paycheck. Grey Barn is building the leading commercial landscaping platform in Northwest Arkansas. Our maintenance business creates the long-term relationships. Our enhancement and install work is where customers improve properties, solve problems, and create better first impressions — and where the margin can be excellent or catastrophic depending entirely on how the work was sold. This seat owns that. Find the opportunity, scope it clearly, sell it profitably, collect the deposit, hand it off clean. If you like to sell first and figure out the details later, this is not the role. If you can walk a commercial property, see four projects nobody has asked for yet, and price all four in a way operations can actually deliver — you may be exactly who we need.The Big Picture Nothing gets scheduled that is not scoped, priced, approved, and paid for. Nothing gets sold that operations cannot execute at margin. We do not need someone who says: "I sold a big one — we can figure out the scope details once we get out there." We need someone who says: "$84,000 refresh at the Bentonville office park. Signed proposal, scope is written line by line with quantities, 45% projected GP after I priced the plant material from the actual supplier quote, 40% deposit collected before we scheduled anything, change order language walked through with the property manager in person, and production has the site access notes and the tricky irrigation tie-in flagged." That is the difference.Role Mission You are not selling landscaping projects. You are protecting the gross profit those projects are supposed to produce, from the first walk all the way through closeout. A project is not sold when the customer says yes. It is sold when the scope is clear, the deposit is in, the change orders are handled, the job is closed out, and the money is collected. Everything before that is optimism.What You Will Own 1. The Enhancement and Install Pipeline You build it. Nobody hands it to you.Prospect for commercial project opportunities across Northwest ArkansasBuild relationships with commercial property decision makers, owners, and managersKeep an active project pipeline that can absorb a slow monthIdentify maintenance opportunities from your project customers and pass them over A pipeline that only holds this month's deals is not a pipeline. It is a countdown. 2. Walking Properties and Finding the Work The opportunity is already there. Most people just do not see it.Walk commercial properties and identify improvement opportunitiesSpot the drainage issue, the dying beds, the tired entrance, the problem the owner has stopped noticingTurn observations into specific, sellable projectsBring ideas to customers who were not planning to spend anything Anyone can quote what a customer asks for. Getting paid well means seeing what they have not asked for yet. 3. Scope, Estimating, and Proposals This is where the margin is made or lost.Scope project needs clearly and in writing — quantities, materials, exclusions, accessPrepare accurate estimates using real material and labor costsPresent professional proposals that a decision maker can approve without a second meetingExplain change order expectations before the job starts, not after A vague scope is not a shortcut. It is a future argument you already agreed to lose. 4. Selling Profitably Revenue is not the number we pay you on.Target 40%+ final gross profit on sold workProtect margin through clear scope, correct pricing, and disciplined change ordersDo not underprice to win — commission drops off a cliff below 40% and disappears below 20%Push back on scope creep instead of absorbing it quietly A $200,000 project at 18% gross profit is not a win. It is a very large favor. 5. Cash: Deposits, Billing, and Collection Signed is not sold. Collected is sold.Collect the deposit before work is scheduled — every timeFollow the billing structure for the project sizeTrack deposits, change orders, and closeout statusAsk for money without flinching, in person, as a normal part of the process We do not want to sell work that creates a cash problem. 6. Clean Handoffs to Production Your proposal is their instruction manual.Coordinate clean handoffs with productionCommunicate scope, site access, materials, subcontractor needs, and anything you promisedStay reachable while the job runsOwn the closeout, not just the sale The crew should never learn about a promise you made by hearing it from the customer. 7. CRM Discipline If it is not in the CRM, it did not happen.Maintain accurate opportunities, proposals, project stages, deposits, and change ordersKeep next steps and dates currentMake the pipeline readable by someone who is not you 100% CRM accuracy is the expectation, not the stretch goal.Monthly Activity Expectations Minimum expectations, every month:$150,000+ in enhancement and install revenue40%+ final gross profit target$500,000+ active project pipeline20+ project opportunities12+ proposals4–6+ winsDeposits collected before scheduling100% CRM accuracy Top performer expectations:$250,000–$300,000+ monthly project revenue40%+ final gross profit$750,000+ active project pipelineStrong change order disciplineClean production handoffsConsistent maintenance referrals from project customersWhat Success Looks Like You are winning in this role when:Your pipeline holds $500,000+ in real, dated, qualified opportunities at all timesProjects close out at or above the gross profit you projected when you sold themEvery scheduled job has a signed proposal and a collected deposit behind itChange orders get priced and collected instead of quietly absorbedProduction stops asking clarifying questions because the scope already answered themProject customers turn into maintenance customersProperty managers call you when they have budget to spendNobody in finance is chasing money on work you sold And the payoff: leadership stops worrying about whether the work we sold is work we can afford to do.Core Values and Mindset The margin is either there when the job closes out or it never existed. Have Fun This is a relationship business with real people making real spending decisions. Property managers buy from people they like talking to. Bring energy, curiosity, and a sense of humor to a job that involves a lot of parking lots and a lot of weather. Try New Things Fast If your outreach is not producing project opportunities, change it this week. Try the walk-and-photograph approach. Try bringing a concept unprompted. Try the seasonal timing angle. Try the property tour with the owner instead of the manager. Test fast, keep what works, drop what does not. Best in the World We are not trying to be the cheapest bid on the table. We are trying to be the one they stop bidding out. Get sharper at scoping, at pricing materials, at reading a property, at presenting. Study the jobs that closed out below margin and figure out what you missed when you sold them. Put in the Work The unglamorous part is the job: the takeoffs, the supplier quotes, the second site visit to measure properly, the change order conversation you would rather avoid, the CRM update at 6pm. Detail work is not beneath a salesperson here. It is the difference between a commission and a lesson. Hold Accountability Own the scope you wrote. If you missed something, say it early and eat it honestly instead of pushing it onto production. If a deposit did not get collected, that is yours. If a job is going sideways, the customer should hear from you before they have to call. RequirementsRequired Qualifications Please do not apply unless you meet these requirements.5+ years of B2B sales, construction sales, landscape sales, project sales, or related commercial sales experienceA proven track record selling at least $1,000,000+ annually in projects, services, construction, landscaping, or commercial accountsExperience managing project pipelinesWorking understanding of gross profit, deposits, change orders, and job closeoutStrong estimating, proposal, scope, and follow-up disciplineAbility to sell profitably, not just generate revenueComfortable walking commercial properties in all weatherValid driver's license and reliable transportationAbility to travel throughout Northwest ArkansasLocated in Northwest Arkansas, or willing to relocate before starting These numbers are not decorative. If you cannot point to where in your work history each one happened, please do not apply.Preferred Qualifications These are not all required, but they are a big plus.Commercial landscapingLandscape enhancement or install salesConstruction salesHardscape or outdoor improvement projectsIrrigation or drainage-related salesFacility servicesProperty management vendor salesCommercial real estate relationshipsProject estimating and job costingChange order managementExisting commercial relationships in Northwest ArkansasTools You May Use You do not need to know all of these, but you need to be tech-comfortable and able to learn quickly.A commercial CRM for opportunities, proposals, project stages, deposits, and change ordersEstimating, takeoff, and proposal toolsEmail, calendar, and mobile tools for a day spent in the fieldBasic property measurement and mapping tools If learning a new tool stresses you out, this is probably not your seat.Who This Role Is Perfect ForYou are a proven project salesperson with real numbers behind youYou understand scope, margin, deposits, and change orders as part of selling, not paperworkYou can walk a property and see opportunity nobody has asked forYou know how to build and manage a project pipelineYou communicate clearly with both customers and operationsYou are comfortable selling larger-ticket work and asking for moneyYou care about profitable work, not just top-line revenueYou want high income potential and are willing to be measured on gross profitWho This Role Is NOT ForSells first and works out the details laterPrefers to skip the detail work — takeoffs, quantities, exclusionsFinds it uncomfortable to ask for a depositWould rather not be measured on job costing or marginNeeds constant supervision and daily directionLets the CRM fall behindPoints at production when a proposal was unclear This is an ownership role. BenefitsCompensation Base Salary $60,000–$72,000 per year, depending on experience, existing relationships, and proven sales performance. Project Commission Commission is paid on final collected gross profit after job closeout.40%+ final GP — 10% of final GP35%–39.9% GP — 7.5%30%–34.9% GP — 5%20%–29.9% GP — 2.5%Below 20% GP — no commission Payment Timing Commission is paid only after:Customer cash is collectedThe job is closed outFinal gross profit is verifiedChange orders are collectedScope and handoff requirements were followed Example project commissions:$10,000 project at 40% GP — $4,000 GP — $400 commission$50,000 project at 40% GP — $20,000 GP — $2,000 commission$100,000 project at 40% GP — $40,000 GP — $4,000 commission$200,000 project at 45% GP — $90,000 GP — $9,000 commission$500,000 project at 40% GP — $200,000 GP — $20,000 commission Income examples at 40% gross profit:$150,000/month in project revenue — $1,800,000/year — approximately $72,000 commission — approximately $132,000–$144,000 total annual comp$200,000/month — $2,400,000/year — approximately $96,000 commission — approximately $156,000–$168,000 total$250,000/month — $3,000,000/year — approximately $120,000 commission — approximately $180,000–$192,000 total$300,000/month — $3,600,000/year — approximately $144,000 commission — approximately $204,000–$216,000 total At higher margins, income increases faster. Cash Flow Rules Before a job is scheduled, we expect a signed proposal, clear scope, approved pricing, a collected deposit, identified material and subcontractor needs, and change order expectations explained to the customer. Recommended billing structure:Under $10,000 — 50% deposit, 50% at completion$10,000–$50,000 — 50% deposit, 40% substantial completion, 10% final$50,000–$150,000 — 40% deposit, 40% midpoint, 15% substantial completion, 5% final$150,000+ — custom milestone billing approved by leadership Team Inter-Referral Pool When the enhancement and install team helps turn a project customer into a maintenance customer, 5% of first-year maintenance gross profit goes into a shared sales team pool. That pool funds an annual sales team trip that is both fun and useful — a conference, training, a sales retreat, a business or networking event, or a team growth trip. Simple rule: if your team opens the door for the other team, the whole sales team benefits.How to Apply Hit the apply button. You will be asked a few screening questions before you finish. Answer them with specifics. Project sizes, gross profit numbers, years, results. Vague answers do not move forward — "I have sold a lot of large projects" tells us nothing and will end the process there. A short video submission may be requested at the right stage of the process. It is not required to apply. Everyone gets a response within 24 business hours.Equal Opportunity Statement Grey Barn is an equal opportunity employer. We hire based on ability, effort, culture fit, and performance potential.