Commercial Partnership Executive
Reports To: Vice President, or as assigned
Location: In-Person
Employment Type: Full-Time, Exempt
Build the relationships that will power Sullivan’s next stage of growth.
Sullivan’s Landscaping is looking for an experienced commercial relationship-builder who can identify the right opportunities, earn the trust of business decision-makers, and convert that trust into profitable, long-term partnerships.
This is not a traditional transactional sales role. You will help establish and grow Sullivan’s presence within the business-to-business commercial market by understanding what matters to prospective partners, developing solutions around their needs, and ensuring the work we sell is work our teams can successfully deliver.
Who We Are
Rooted in the community, built on partnerships, and united by purpose. Sullivan's Landscaping is a family-owned and operated company, more than 35 years strong. We are committed to improving the lives of our team members and delivering uncompromising quality to the customers who trust us.
Our values are visible in how we work: Appreciate Humility Over Ego. Move with a Sense of Urgency. Embrace Challenges. Find Solutions. Go the Extra Mile. Deliver on Your Promise.
The Opportunity
The Commercial Partnership Executive will help build Sullivan’s commercial-growth channel across landscape maintenance, bid-build landscape construction, irrigation, enhancements, and snow and ice management.
This individual-contributor role focuses on business-to-business commercial opportunities outside our community-association sales channel. You will develop relationships with property owners, facility leaders, property management firms, developers, general contractors, architects, engineers, municipalities, healthcare organizations, educational institutions, industrial facilities, and other commercial decision-makers.
You will own the commercial-development process from prospecting and qualification through discovery, solution development, proposal coordination, negotiation, and conversion.
Once work is secured, you will lead a complete handoff to the Account Manager and Operations teams responsible for service delivery. You will remain a strategic relationship partner, continuing to strengthen the connection, respond when clients seek your assistance, and uncover future business and referral opportunities.
What You Will Own
Commercial Market Development
- Build a network of commercial decision-makers, referral partners, and industry relationships.
- Generate opportunities through prospecting, referrals, professional networking, industry events, association involvement, and strategic outreach.
- Research target organizations, developments, bid opportunities, market conditions, and emerging commercial needs.
- Expand Sullivan’s visibility and credibility within its target commercial markets.
Opportunity Development
- Qualify prospective clients and opportunities based on fit, capacity, geography, financial expectations, and Sullivan’s ability to deliver successfully.
- Conduct thoughtful discovery to understand each prospect’s business, property, priorities, challenges, budget, and decision-making process.
- Develop and maintain qualified pipelines across both commercial maintenance and construction.
- Recognize when an opportunity is not right for Sullivan’s and protect the Company from poorly structured, underpriced, or operationally unsuitable commitments.
Solutions, Proposals, and Conversion
- Conduct site visits and review plans, specifications, bid documents, and property conditions.
- Partner with Estimating, Branch Managers, Account Managers, Operations, Production, and the Contract Administrator to develop accurate and achievable solutions.
- Prepare or coordinate estimates, proposals, presentations, bids, and contracts.
- Communicate Sullivan’s value without relying solely on price as the basis for competition.
- Negotiate within established authority while protecting scope, service expectations, contract terms, and profitability.
- Follow opportunities through the decision process with urgency, consistency, and professional persistence.
Operational Handoff and Relationship Growth
- Transition secured work to the Account Manager and Operations teams with complete scope, pricing, site information, client expectations, and documentation.
- Remain involved during the early life of the partnership to clarify commitments and support a successful transition.
- Maintain strategic relationships after handoff without disrupting the Account Manager’s ownership of routine service delivery.
- Generate additional opportunities, introductions, and referrals through the relationships you develop.
What Success Looks Like
Within your first year, you have established a dependable commercial-growth pipeline across both construction and maintenance opportunities.
You have:
- Generated at least $2 million in total new commercial revenue across construction and maintenance.
- Sold construction work at a gross margin of 45% or greater.
- Sold maintenance work at a gross margin of 54% or greater.
- Maintained a qualified pipeline worth at least five times the annual sales goal.
- Converted at least 30% of qualified proposals into new business.
- Kept construction and maintenance activity separately visible through accurate, weekly CRM management.
- Transitioned sold work into Operations with complete scopes, expectations, pricing, and documentation.
- Helped create an early-partnership experience reflected in a Net Promoter Score of 50 or greater.
Your success is not dependent on one unusually large opportunity or a single source of business. You have built a durable network, sold work that is right for Sullivan’s, and created partnerships that continue producing value beyond the initial sale.
What You Will Bring
- Five or more years of business-to-business commercial sales, business development, or strategic account-development experience.
- Demonstrated success developing and closing complex or six-figure commercial agreements.
- Experience managing a multistage pipeline with extended decision cycles and multiple stakeholders.
- Strong discovery, presentation, negotiation, and professional communication skills.
- The ability to understand business needs and translate them into practical service solutions.
- Sound judgment when evaluating opportunity fit, commercial risk, pricing, and client expectations.
- Strong organization, preparation, time management, and follow-through.
- The ability to work independently while collaborating effectively with operational and administrative teams.
- The ability to read or learn commercial scopes, plans, specifications, bid documents, and requests for proposals.
- Proficiency with CRM systems and common business-productivity tools.
Experience in landscaping, construction, facility management, property management, building services, or another commercial service industry is preferred. Experience developing both recurring service agreements and project-based opportunities is also beneficial.
A bachelor’s degree in business, marketing, horticulture, construction management, or a related field is preferred but not required. Relevant commercial experience, demonstrated results, and industry knowledge will receive meaningful consideration.
The Realities of the Role
This role blends office work, client meetings, networking, travel, and visits to active commercial properties and construction sites. You must be comfortable working outdoors in changing weather and field conditions.
A valid driver’s license and continued eligibility to operate Company vehicles are required. Occasional early-morning, evening, seasonal, or weather-dependent availability may be necessary. During winter weather, you may also support snow and ice operations based on business needs and your qualifications.
Employment may be contingent upon a background investigation, motor vehicle record review, drug screening, and employment-eligibility verification.
Why Sullivan’s?
Sullivan’s has more than 35 years of history, but this commercial-growth channel is still being built. That creates a rare opportunity to join an established company while helping shape something new.
You will have the opportunity to develop meaningful relationships, influence which commercial markets we pursue, and connect new partners with teams capable of turning promises into results. Your work will not disappear into a sales report. It will help create recurring revenue, new projects, stronger professional networks, and opportunities that support the Company’s continued growth.
Just as importantly, you will be part of an organization that values humility, urgency, accountability, trust, and the willingness to confront difficult challenges in pursuit of meaningful solutions.
Let’s Talk!
You do not need to match every qualification perfectly to begin a conversation.
If you are an experienced commercial relationship-builder who approaches growth with curiosity, discipline, humility, and sound judgment, we would like to hear from you.
We are looking for someone who can earn trust, identify the right opportunities, protect the promises Sullivan’s makes, and help build commercial partnerships capable of lasting well beyond the initial sale.
Employment Notices
At-Will Employment. Employment is at will and may be ended by the employee or the Company at any time, with or without advance notice, for any reason not prohibited by law. This posting does not create an employment contract. New and rehired employees serve a 90-calendar-day introductory period, which does not change the at-will relationship.
Equal Opportunity and Accommodation. Sullivan's Landscaping & Maintenance, Inc. is an equal opportunity employer. Employment decisions are based on merit, qualifications, and abilities without unlawful discrimination. Reasonable accommodations are available in accordance with applicable law.
General Nature of Duties. This posting describes the general nature and level of work expected and is not an exhaustive list of every duty or condition. Responsibilities may change with business needs, consistent with applicable law.
Pay: From $80,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Education:
- High school or equivalent (Required)
Experience:
- B2B sales: 5 years (Required)
- Construction sales: 5 years (Required)
License/Certification:
- Driver's License (Required)
Ability to Commute:
- Milford, DE 19963 (Required)
Willingness to travel:
Work Location: In person
