Enhancement and Install Sales Manager (Commercial Landscaping Projects)

Enhancement and Install Sales Manager (Commercial Landscaping Projects)

Location: Field-based in Northwest Arkansas — in person, not remote
Schedule: 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-2
About 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 Arkansas
Build relationships with commercial property decision makers, owners, and managers
Keep an active project pipeline that can absorb a slow month
Identify 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 opportunities
Spot the drainage issue, the dying beds, the tired entrance, the problem the owner has stopped noticing
Turn observations into specific, sellable projects
Bring 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, access
Prepare accurate estimates using real material and labor costs
Present professional proposals that a decision maker can approve without a second meeting
Explain 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 work
Protect margin through clear scope, correct pricing, and disciplined change orders
Do 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 time
Follow the billing structure for the project size
Track deposits, change orders, and closeout status
Ask 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 production
Communicate scope, site access, materials, subcontractor needs, and anything you promised
Stay reachable while the job runs
Own 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 orders
Keep next steps and dates current
Make 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 revenue
40%+ final gross profit target
$500,000+ active project pipeline
20+ project opportunities
12+ proposals
4–6+ wins
Deposits collected before scheduling
100% CRM accuracy
Top performer expectations:
$250,000–$300,000+ monthly project revenue
40%+ final gross profit
$750,000+ active project pipeline
Strong change order discipline
Clean production handoffs
Consistent maintenance referrals from project customers
What Success Looks Like

You are winning in this role when:
Your pipeline holds $500,000+ in real, dated, qualified opportunities at all times
Projects close out at or above the gross profit you projected when you sold them
Every scheduled job has a signed proposal and a collected deposit behind it
Change orders get priced and collected instead of quietly absorbed
Production stops asking clarifying questions because the scope already answered them
Project customers turn into maintenance customers
Property managers call you when they have budget to spend
Nobody 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.
Requirements
Required 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 experience
A proven track record selling at least $1,000,000+ annually in projects, services, construction, landscaping, or commercial accounts
Experience managing project pipelines
Working understanding of gross profit, deposits, change orders, and job closeout
Strong estimating, proposal, scope, and follow-up discipline
Ability to sell profitably, not just generate revenue
Comfortable walking commercial properties in all weather
Valid driver's license and reliable transportation
Ability to travel throughout Northwest Arkansas
Located 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 landscaping
Landscape enhancement or install sales
Construction sales
Hardscape or outdoor improvement projects
Irrigation or drainage-related sales
Facility services
Property management vendor sales
Commercial real estate relationships
Project estimating and job costing
Change order management
Existing commercial relationships in Northwest Arkansas
Tools 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 orders
Estimating, takeoff, and proposal tools
Email, calendar, and mobile tools for a day spent in the field
Basic property measurement and mapping tools
If learning a new tool stresses you out, this is probably not your seat.
Who This Role Is Perfect For

You are a proven project salesperson with real numbers behind you
You understand scope, margin, deposits, and change orders as part of selling, not paperwork
You can walk a property and see opportunity nobody has asked for
You know how to build and manage a project pipeline
You communicate clearly with both customers and operations
You are comfortable selling larger-ticket work and asking for money
You care about profitable work, not just top-line revenue
You want high income potential and are willing to be measured on gross profit
Who This Role Is NOT For

Sells first and works out the details later
Prefers to skip the detail work — takeoffs, quantities, exclusions
Finds it uncomfortable to ask for a deposit
Would rather not be measured on job costing or margin
Needs constant supervision and daily direction
Lets the CRM fall behind
Points at production when a proposal was unclear
This is an ownership role.
Benefits
Compensation

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 GP
35%–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 collected
The job is closed out
Final gross profit is verified
Change orders are collected
Scope 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.