Landscaping Sales: Account Manager
Who We Are:
Topiarius is a landscape design, build, and maintenance company. Since 2003, our mission has been to design, create, and maintain luxurious outdoor sanctuaries because we believe that people deserve to live beautifully outdoors. You can learn more about Topiarius at www.topiarius.com.
The Role:
The Account Manager is responsible for a robust portfolio of Fine Gardening (Maintenance)/Seasonal Rotation accounts (primarily residential), as well as selling design/build projects, maintaining a margin of 50%. Responsibilities include estimating and creating proposals for seasonal rotations, landscape enhancements, and maintenance services; and building strong relationships with new and existing clients. Minimum annual portfolio management will be $3M. The Account Manager will provide mentorship and onboarding support for new Account Managers, as well as providing annual updates to the sales portion of the company’s Sales and Operations Manual. This is a full-time, office-based role that involves frequent local (Chicago area) client visits.
Reports to: Chief Operating Officer
This position’s success will be measured by:
- Meeting (and ideally exceeding!) your annual sales goal.
- Increased percentage of renewals/retention.
- Working collaboratively with the COO, update the sales section of the Sales + Ops Manual annually.
- Work collaboratively with the Topiarius Design Studio to conduct an annual review of seasonal style guides (assessing what décor has sold well/performed well).
What You Will Do:
- Sell Topiarius’ offerings by generating estimates and contracts for your book of clients and new clients to reach your personal sales goal, ensuring that gross profit goals are achieved.
· Generate estimates for Fine Gardening and Seasonal Rotations, and contracts that calculate the accurate costs of materials, labor and equipment at a minimum 50% gross margin, with correct spelling and precise composition.
· Collaborate with the Design Studio to provide construction designs and estimates.
- Communicate regularly and efficiently with clients through in-person meetings, phone calls, email, and (when appropriate) texts.
- Through regular review of client landscapes, generate work orders/enhancements by proposing appropriate upgrades and services.
- Provide exceptional customer service to leads, making the client the hero and serving as a trusted advisor to the client.
- Use Customer Relationship Management (CRM) software to update and manage all accounts, communications, sales (including lead status) on a daily basis.
- Working collaboratively with the COO and Director of Finance, monitor and update division revenue forecast and cash flow projections.
LEAD GENERATION & CUSTOMER RETENTION
- In collaboration with the Marketing team, participate in lead generation and client retention campaigns and strategies.
- Develop positive relationships with clients, vendors, and allied partners to ask for referrals of potential clients.
- Ensure customer satisfaction, from understanding their goals to project completion.
- Stay aware of client challenges, either through direct contact with the client or as presented by the Operations team. Document in CRM and provide/collaborate with Ops to provide proactive solutions in a timely manner.
DESIGN - In collaboration with the Design Studio:
- Design unique seasonal rotations (spring, summer, fall, and winter) and landscape enhancements (e.g. new containers, plants, hardscapes, lighting, irrigation, etc.) that meet and exceed our clients’ expectations.
- As needed, provide clients with custom seasonal rotation designs.
- Perform site analysis, including taking accurate property measurements and photos of the site as needed.
- Prepare design drawings of landscapes as needed.
- Prepare artistic plan presentations with styling images for clients as needed.
RELATIONSHIPS
- Manage and train new Account Managers in both CRM and estimating software.
- After contracts are sold, work cooperatively with the Client Concierge and Operations staff so they can ensure success of installations and service.
- Participate in company strategizing, working with internal and external partners, and making recommendations for changes to meet market trends, competitive threats or strategic plans.
- Attend and participate in sales and staff meetings.
- Maintain a professional, helpful, and optimistic attitude when working with all Topiarius staff, clients, and allied partners.
Who You Are:
- You identify with our culture. Topiarius employees are expected to perform with honesty, creativity, and respect. We do this by serving with an upbeat and positive attitude. We do this by learning through asking questions, learning from other people, collaborating with our team, and improving on our mistakes. And we do this by delivering on our work product through communication, goal setting, preparation, efficiency, and meeting deadlines.
- You aim for operational excellence. You are someone that doesn’t just show up to “phone” in the day. You are mature and professionally dressed ready to sell to clients that expect you to exude confidence, knowledge, and style. You arrive with a smile. Your lists are clear, organized, and prioritized. You actively track activities in CRM. Producing estimates are what makes your day turn and you excitedly want to send them to clients. You exude pride in all that you do but are humble enough to know when you need to ask for help.
- You are a problem solver and a salesperson. You fully understand that sales are the engine that moves a company forward and puts compensation in your bank account (and you want a lot of it!). You are eager to build relationships with clients by providing answers and solutions to their pain points. Matter of fact, you love talking with new clients and potential clients, whether on the phone or in person. You have the ability to think holistically around projects providing decisive and concise information about Topiarius and landscape design.
- You enjoy working with a team. In this role you understand that you need to direct and help colleagues provide you with the information you need, whether it’s design work, estimate creation, or marketing collateral. While you have many skills, you understand that others do as well, and in order to succeed you will have to work well with everyone at Topiarius.
Required Background:
- Bachelor’s degree in business or landscape design, or compatible related field.
- 5+ years of experience in the landscape industry.
- 3+ years of experience in a sales role, with exceptional track record and minimum annual sales of $600,000+.
- Strong and demonstrated commitment to meeting quantitative and qualitative goals.
- Experience with residential design and implementation, specifically in the Midwest region.
- Experience doing in-field landscaping.
- Expertise working with annuals and seasonal décor materials.
- Strong interest in current design trends - loves learning.
- Proficiency in Microsoft and Google programs.
- Able to take photos using camera or mobile phone.
- Able to prioritize tasks and handle multiple responsibilities and projects simultaneously.
- Thinks outside traditional design – “out of the box.”
- Has excellent interpersonal, oral, and written skills.
- Handles details accurately with strong organizational skills.
- Fluent in English.
- Personal commitment to Topiarius’ mission.
- A strong understanding of client budgets, forecasting, and financial reporting.
- Personal vehicle with insurance and clean driving record.
Desired Qualifications:
- A degree in Horticulture (or equivalent).
- Experience working in HubSpot and / or Aspire.
- Skilled at free-hand drawings/renderings.
- Ability to speak conversational Spanish.
Expected Activity and Movement:
- Required to have visual acuity to perform an activity such as viewing a computer terminal and analyzing data and figures.
- Routinely works at a desk.
- Moves about to coordinate work via client site visits.
- Drives vehicle in Chicagoland.
Hours and Compensation:
In general, Mon. – Fri. 8:30 am – 5 pm. Minimum 40+ hours per week with potential for weekend meetings when necessitated by clients’ schedules.
Base salary options range from $60,000 - $80,000 with corresponding commissions and potential bonus.
Benefits:
Paid Holidays. Paid Time Off (up to 10 days in first year) and Paid Sick time (up to 40 hours each year). Medical and dental insurance plans (PPO/HSA and HMO options). Dental Insurance. Retirement plan available after 1 year of employment or 1,000 hours of work. Complimentary Life Insurance and Long-Term Disability plans. Mileage reimbursement. Company cell phone. Relocation not included.
Other Details:
Topiarius is a non-union shop. Our final candidates may be required to undergo a background check. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, or other status protected by applicable law. And nothing in this job description restricts the supervisor’s right to assign or reassign duties and responsibilities to this job at any time.
To Apply:
First, we highly suggest you visit Topiarius’ website (www.topiarius.com) to become familiar with our company.
Secondly, if you are interested, please apply. We will contact you if we are interested. Please refrain from phone calls.