Sales Manager, Landscape Products
Smith Turf & Irrigation LLC, Charlotte, NC, United States
Description
About Us Smith Turf & Irrigation is the leading distributor and retailer in the golf, grounds and landscaping industry. We offer a comprehensive selection of equipment, irrigation and landscape products and support our customers with technical expertise and service.
Since 1925, Smith Turf has built an unmatched reputation for outstanding customer care, service and support across North and South Carolina, Virginia and Tennessee. STI is a family-owned business that believes in working as a team and fosters a family-oriented culture.
Position Overview
This position reports to the Director of Landscape & Grounds and serves as the senior LPG sales leader for the company
The role leads regional LPG sales strategy, customer development, field service alignment, irrigation design and specification efforts, forecasting, and market development
This position directly manages LPG Territory Managers and works with Lead Branch Managers, Field Service Technicians, and design resources to align sales growth, project support, and customer service
Sales, Supplier & Product Leadership
Develop and execute a multi-state LPG sales strategy aligned with company growth objectives.
Lead annual sales planning by state, product category, and territory, including forecasts, gross profit targets, market share goals, and growth plans
Drive sales, margin, pricing, and market share performance across the specific product categories of irrigation, lighting, drainage, water gardens, fountains, and landscape supplies
Evaluate market trends, competitive activity, customer needs, and product opportunities to strengthen the company's position across the landscape products channel
Build and maintain manufacturer, supplier, and industry relationships that support growth, customer service, and issue resolution
Represent the company at customer events, contractor meetings, trade associations, and industry functions
Team Leadership & Sales Accountability
Lead, coach, and develop LPG Territory Managers across North Carolina, South Carolina, Virginia, and Tennessee
Conduct ride-a longs, performance reviews, and coaching sessions to improve accountability, sales execution, and customer engagement
Support account coverage strategy, territory planning, and pipeline management across the region
Ensure disciplined use of CRM and Simon Connect for activity tracking, opportunity management, forecasting, and reporting
Monitor weekly activity, monthly forecasts, and pipeline accuracy to support decisions and resource planning
Deliver quarterly performance updates and strategic sales reviews to the Director of Landscape & Grounds
Field Service, Design & Customer Support Leadership
Provide leadership for Field Service Technicians in support of labor revenue growth, customer retention, and product support
Oversee irrigation design and specification efforts to grow specification-driven revenue and strengthen relationships with landscape architects, municipalities, developers, contractors, and other influencers
Work with branch teams to improve responsiveness, technical support coordination, project follow-through, and customer satisfaction
Partner with supplier representatives and internal stakeholders to resolve escalated product, service, and project issues involving branches, field technicians, design resources, and customers
Lead educational seminars, contractor training events, and product presentations that support customer development and market expansion
Inventory, Merchandising & Operational Planning
Collaborate with Lead Branch Managers and internal teams to align sales priorities, customer experience, inventory planning, and operational support
Support forecasting, product planning, and inventory alignment to maintain service levels and gross margin performance. Quarterly inventory forecasting for LPG product categories
Ensure accurate reporting, administrative compliance, and consistent execution of company sales processes
Customer & Market Development
Build relationships with key landscape contractors, sports field and grounds customers, municipalities, institutions, and other commercial accounts
Drive business development in landscape professional, sports field, and grounds markets while supporting cross‑selling with the golf segment and LPG businesses
Participate in customer training events, equipment demonstrations, association meetings, and market development events
Deliver product presentations that support customer relationships and market presence
Track state contract bids and related administrative requirements that support public sector opportunities
Key Performance Expectations
Achieve year-over-year growth in LPG sales and gross profit across the four-state region
Increase market share and category penetration across irrigation, lighting, drainage, water gardens, fountains, and landscape supplies
Expand specification-driven revenue through coordinated design, project support, and influencer development
Develop high-performing LPG Territory Managers through coaching and performance management
Strengthen coordination among Branch Managers, Field Service Technicians, design resources, and support teams
Deliver accurate forecasts, consistent reporting, and disciplined operational alignment
Requirements Smith Turf & Irrigation is seeking an individual that is self‑motivated, driven, organized and professional. This individual is seeking an opportunity for growth. Success should be familiar to this individual. The skills and experience we seek in this individual are:
Required Qualifications:
7+ years of progressive sales leadership experience‑distribution, irrigation, landscape, construction supply, or related industry experience
Strong knowledge of landscape equipment products and contractor customers’ needs
Proven ability to drive profitable growth and manage margins
Advanced proficiency in MS Excel, MS Word, and PowerPoint
Ability to travel extensively throughout NC, SC, VA and TN
Preferred Qualifications:
Bachelor’s degree in business management or related field
Multi‑state sales management experience strongly preferred
Experience overseeing technical service or design teams
Skills & Attributes:
Excellent interpersonal skills, presentation, and negotiation skills
Strategic and growth‑oriented mindset
Data‑driven decision maker
Strong coaching and leadership development skills
Strong analysis and forecasting skills
Professional appearance and strong customer service orientation
Physical Requirements & Work Environment:
Regular travel by vehicle; frequent on‑site visits and outdoor demonstrations
Ability to lift up to 75lbs occasionally and participate in equipment demonstrations and walkarounds
Flexible schedule including occasional evenings or weekends for events and customer needs
Benefits
Competitive Compensation
Medical, Dental, Vision, Short and Long Term Disability, Life Insurance
Paid Time Off and Paid Holidays
401(k) with Company Match
Employee Referral Program
Opportunity of Advancement
Paid Training and Certifications
Free Counseling Services- EAP
Product Discounts
STI is strongly committed to providing equal employment opportunities for all employees and all applicants for employment. All employment decisions at STI including those relating to hiring, promotion, transfers, benefits, compensation, placement, and termination will be made without regard to race, color, national origin, genetic information, creed, sex, sexual orientation, gender, gender identity, religion, age, veteran status, uniform service, pregnancy, disability, or any other factor protected by applicable law.
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About Us Smith Turf & Irrigation is the leading distributor and retailer in the golf, grounds and landscaping industry. We offer a comprehensive selection of equipment, irrigation and landscape products and support our customers with technical expertise and service.
Since 1925, Smith Turf has built an unmatched reputation for outstanding customer care, service and support across North and South Carolina, Virginia and Tennessee. STI is a family-owned business that believes in working as a team and fosters a family-oriented culture.
Position Overview
This position reports to the Director of Landscape & Grounds and serves as the senior LPG sales leader for the company
The role leads regional LPG sales strategy, customer development, field service alignment, irrigation design and specification efforts, forecasting, and market development
This position directly manages LPG Territory Managers and works with Lead Branch Managers, Field Service Technicians, and design resources to align sales growth, project support, and customer service
Sales, Supplier & Product Leadership
Develop and execute a multi-state LPG sales strategy aligned with company growth objectives.
Lead annual sales planning by state, product category, and territory, including forecasts, gross profit targets, market share goals, and growth plans
Drive sales, margin, pricing, and market share performance across the specific product categories of irrigation, lighting, drainage, water gardens, fountains, and landscape supplies
Evaluate market trends, competitive activity, customer needs, and product opportunities to strengthen the company's position across the landscape products channel
Build and maintain manufacturer, supplier, and industry relationships that support growth, customer service, and issue resolution
Represent the company at customer events, contractor meetings, trade associations, and industry functions
Team Leadership & Sales Accountability
Lead, coach, and develop LPG Territory Managers across North Carolina, South Carolina, Virginia, and Tennessee
Conduct ride-a longs, performance reviews, and coaching sessions to improve accountability, sales execution, and customer engagement
Support account coverage strategy, territory planning, and pipeline management across the region
Ensure disciplined use of CRM and Simon Connect for activity tracking, opportunity management, forecasting, and reporting
Monitor weekly activity, monthly forecasts, and pipeline accuracy to support decisions and resource planning
Deliver quarterly performance updates and strategic sales reviews to the Director of Landscape & Grounds
Field Service, Design & Customer Support Leadership
Provide leadership for Field Service Technicians in support of labor revenue growth, customer retention, and product support
Oversee irrigation design and specification efforts to grow specification-driven revenue and strengthen relationships with landscape architects, municipalities, developers, contractors, and other influencers
Work with branch teams to improve responsiveness, technical support coordination, project follow-through, and customer satisfaction
Partner with supplier representatives and internal stakeholders to resolve escalated product, service, and project issues involving branches, field technicians, design resources, and customers
Lead educational seminars, contractor training events, and product presentations that support customer development and market expansion
Inventory, Merchandising & Operational Planning
Collaborate with Lead Branch Managers and internal teams to align sales priorities, customer experience, inventory planning, and operational support
Support forecasting, product planning, and inventory alignment to maintain service levels and gross margin performance. Quarterly inventory forecasting for LPG product categories
Ensure accurate reporting, administrative compliance, and consistent execution of company sales processes
Customer & Market Development
Build relationships with key landscape contractors, sports field and grounds customers, municipalities, institutions, and other commercial accounts
Drive business development in landscape professional, sports field, and grounds markets while supporting cross‑selling with the golf segment and LPG businesses
Participate in customer training events, equipment demonstrations, association meetings, and market development events
Deliver product presentations that support customer relationships and market presence
Track state contract bids and related administrative requirements that support public sector opportunities
Key Performance Expectations
Achieve year-over-year growth in LPG sales and gross profit across the four-state region
Increase market share and category penetration across irrigation, lighting, drainage, water gardens, fountains, and landscape supplies
Expand specification-driven revenue through coordinated design, project support, and influencer development
Develop high-performing LPG Territory Managers through coaching and performance management
Strengthen coordination among Branch Managers, Field Service Technicians, design resources, and support teams
Deliver accurate forecasts, consistent reporting, and disciplined operational alignment
Requirements Smith Turf & Irrigation is seeking an individual that is self‑motivated, driven, organized and professional. This individual is seeking an opportunity for growth. Success should be familiar to this individual. The skills and experience we seek in this individual are:
Required Qualifications:
7+ years of progressive sales leadership experience‑distribution, irrigation, landscape, construction supply, or related industry experience
Strong knowledge of landscape equipment products and contractor customers’ needs
Proven ability to drive profitable growth and manage margins
Advanced proficiency in MS Excel, MS Word, and PowerPoint
Ability to travel extensively throughout NC, SC, VA and TN
Preferred Qualifications:
Bachelor’s degree in business management or related field
Multi‑state sales management experience strongly preferred
Experience overseeing technical service or design teams
Skills & Attributes:
Excellent interpersonal skills, presentation, and negotiation skills
Strategic and growth‑oriented mindset
Data‑driven decision maker
Strong coaching and leadership development skills
Strong analysis and forecasting skills
Professional appearance and strong customer service orientation
Physical Requirements & Work Environment:
Regular travel by vehicle; frequent on‑site visits and outdoor demonstrations
Ability to lift up to 75lbs occasionally and participate in equipment demonstrations and walkarounds
Flexible schedule including occasional evenings or weekends for events and customer needs
Benefits
Competitive Compensation
Medical, Dental, Vision, Short and Long Term Disability, Life Insurance
Paid Time Off and Paid Holidays
401(k) with Company Match
Employee Referral Program
Opportunity of Advancement
Paid Training and Certifications
Free Counseling Services- EAP
Product Discounts
STI is strongly committed to providing equal employment opportunities for all employees and all applicants for employment. All employment decisions at STI including those relating to hiring, promotion, transfers, benefits, compensation, placement, and termination will be made without regard to race, color, national origin, genetic information, creed, sex, sexual orientation, gender, gender identity, religion, age, veteran status, uniform service, pregnancy, disability, or any other factor protected by applicable law.
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