Regional Sales Leader - South & Central Regions
Position Summary
The Regional Sales Leader is responsible for driving profitable growth across our South and Central Regions by building sales capability, improving sales execution, and supporting our teams in winning and retaining commercial landscaping business.
This is a hands-on leadership role that works across multiple sales channels. The Regional Sales Leader will partner with Maintenance Sales Representatives to win new landscape maintenance contracts, Account Managers to grow existing client relationships through enhancements and renewals, and Project Managers to identify and close new landscape installation opportunities.
The successful candidate will combine strong sales leadership with the ability to coach, influence, and work directly alongside branch and regional teams. This individual will own regional sales performance, establish accountability around sales activity and results, and become actively involved in key opportunities when their leadership can help move a deal forward.
The position supports our South and Central Regions. Candidates must be based near one of our existing branch locations and be comfortable with regular travel throughout the assigned regions.
Key Responsibilities
Regional Sales Leadership & Performance
- Own sales performance across the South and Central Regions, including new maintenance sales, enhancement growth, client renewals, and new project installation sales.
- Establish clear sales goals, expectations, activity standards, and accountability across the regions.
- Partner with regional and branch leadership to develop sales plans that support annual revenue and profitability objectives.
- Maintain visibility into regional pipelines, forecasts, win rates, renewal opportunities, and sales performance.
- Identify gaps in sales performance and develop actionable plans with branch and regional leaders to improve results.
- Create a consistent sales culture focused on proactive business development, disciplined follow-up, strong client relationships, and profitable growth.
- Help develop and implement repeatable sales processes, tools, and best practices across branches.
New Landscape Maintenance Sales
- Coach and support Maintenance Sales Representatives in prospecting, qualifying, developing, and closing new commercial landscape maintenance opportunities.
- Participate in strategy development for key prospects and larger or more complex opportunities.
- Assist with proposals, presentations, pricing strategy, competitive positioning, and closing strategies.
- Conduct joint sales calls, site walks, presentations, and client meetings when appropriate.
- Help sales representatives build stronger pipelines and improve conversion rates.
- Ensure new opportunities align with company capabilities, pricing expectations, and profitability goals.
Enhancement Sales & Client Growth
- Partner with Account Managers to increase enhancement sales within existing client portfolios.
- Coach Account Managers on identifying client needs, developing opportunities, presenting recommendations, and asking for additional business.
- Help branches establish proactive enhancement sales plans rather than relying solely on inbound client requests.
- Support strategic client meetings and larger enhancement opportunities.
- Promote stronger collaboration between operations and account management to identify opportunities that improve both client properties and account value.
Client Renewals & Retention
- Support Account Managers and branch leadership with the renewal of existing maintenance contracts.
- Establish visibility into upcoming renewals and ensure teams begin the renewal process early.
- Assist with renewal strategy, pricing discussions, contract negotiations, and at-risk accounts.
- Participate directly in strategic or high-value client renewals when needed.
- Help teams balance client retention with appropriate pricing, scope, and profitability.
- Identify recurring causes of client loss and work with operations and account management teams to improve retention.
Landscape Installation & Project Sales
- Partner with Project Managers and branch leadership to identify and pursue new landscape installation opportunities.
- Help Project Managers strengthen their business development and sales capabilities.
- Support opportunity qualification, estimating strategy, proposal development, presentations, negotiations, and closing.
- Develop strategies for expanding relationships with general contractors, property managers, developers, owners, and other commercial clients.
- Help identify opportunities to cross-sell installation work to existing maintenance clients and maintenance services to project clients.
Coaching & Sales Development
- Provide regular field coaching to Maintenance Sales Representatives, Account Managers, Project Managers, and other team members responsible for generating revenue.
- Develop individual sales capabilities in prospecting, discovery, relationship development, proposal presentation, negotiation, and closing.
- Conduct pipeline and opportunity reviews focused on both accountability and development.
- Share successful approaches and best practices across branches and regions.
- Help onboard and develop new sales team members.
- Work with leaders to identify high performers, development opportunities, and sales talent needs.
- Directly manage designated sales team members where appropriate while influencing and coaching other revenue-generating roles through a matrixed leadership structure.
Key Measures of Success
Success in this position will be measured through a combination of:
- New commercial landscape maintenance sales
- Enhancement sales growth
- Client renewal and retention performance
- New landscape installation/project sales
- Sales pipeline growth and quality
- Forecast accuracy
- Win and close rates
- Achievement of regional revenue and profitability goals
- Improvement in individual and team sales performance
- Adoption of consistent sales processes and accountability across branches
Qualifications
- Proven success in commercial sales, sales leadership, business development, or a related role.
- Commercial landscaping industry sales experience is strongly preferred.
- Experience selling recurring service contracts, landscape enhancements, construction/install projects, or similar commercial services is highly desirable.
- Demonstrated ability to coach and develop sales professionals and operational leaders with sales responsibilities.
- Strong track record of building pipelines, developing client relationships, negotiating agreements, and closing business.
- Ability to understand pricing, margins, operational capabilities, and the financial impact of sales decisions.
- Experience working within a multi-branch or multi-location organization is preferred.
- Strong communication, presentation, negotiation, and relationship-building skills.
- Comfortable working with both frontline team members and senior leadership.
- Strong organizational skills with the ability to manage multiple opportunities, branches, and priorities simultaneously.
- Able to balance strategic leadership with hands-on involvement in sales opportunities.
Leadership Profile
The ideal Regional Sales Leader is a builder, coach, and closer. This individual enjoys developing people but is equally comfortable getting into the field, meeting with a client, working through a difficult opportunity, and helping the team win.
They create accountability without taking ownership away from the people responsible for the client or opportunity. They know when to coach from the sidelines and when to become directly involved.
Most importantly, they understand that sustainable sales growth in commercial landscaping comes from combining strong relationships, disciplined sales execution, operational credibility, and profitable solutions for the client.
Location & Travel
This position supports the company's South and Central Regions.
The Regional Sales Leader must reside within reasonable proximity to one of the company's existing branch locations. Regular travel between branches and client locations throughout the assigned regions is required.
Travel expectations will vary based on business needs, sales opportunities, branch performance, and team development needs.
