Landscape Construction Estimation and Sales

Job Description

Job Description

Description :

CLASSIFICATION PURPOSE

This non-exempt job classification is responsible for increasing revenue and profit as a result of the development and implementation of an effective marketing campaign, sales efforts, conducting research, creating a “take-off” plan, making bid estimates, and compiling it within company software; performs other work as required.

ESSENTIAL FUNCTIONS

The examples of functions listed in this job description are representative, but not necessarily exhaustive, of any one position in this job classification. Management may assign other functions not listed herein at its sole discretion.

Achieves sales goals; engages with prospective clients to garner their trust; meets with prospective clients to convey Company unique sales proposition and address client concerns; informs executive management of any problems or issues current / prospective clients may have; computes itemized cost factors and prepares estimates used for management purposes such as budgeting, purchasing, planning, and scheduling work; prepares “take-off” reports by counting, pricing, analyzing, and summarizing information; assures product quality by using proven estimating methods; provides bidding and cost estimating on various construction, hardscape, and landscaping projects; makes presentations to various client audiences to sell new work; performs contract negotiations; uses specified data entry standards; proofs finished projects for missing data, production codes, and bidding alternates; prepares bids, selects vendors, sub-vendors, and / or subcontractors, and determines cost effectiveness; distributes request for quotes and does appropriate follow-up; responsible for creating a bid project in company software; offers recommendations to improve cost estimating procedures to reduce future discrepancies between estimated and actual costs; identifies cost trends to ensure accuracy and process improvement efforts; provides informational and product support to all Company customers; and provides excellent service (e.g., accurate, complete, and timely) to clients, work-site partners, and company staff in a courteous and efficient manner.

KNOWLEDGE, SKILLS, AND COMPETENCIES

Knowledge Areas : sales functions; negotiations tactics; principles, methods, and procedures associated with construction, landscape, and / or hardscape estimating, systems, market conditions, and trade practices; blueprints, scope of work, specification drawings, and legal building codes; unit costs of requisite project materials; subcontractors and suppliers; company software, Windows Operating System, and the Microsoft Office suite; time management; mathematical operations (e.g., algebra, fractions, percentages, ratios and proportions); general laws and rules regulating and influencing construction, landscape, and / or hardscape; and company customer service objectives, norms, and strategies..

Skills : interpret informational sources (e.g., scope of work, blueprints, construction plans) and prepare project estimates; analyze, organize, and prioritize information efficiently; communicate with others effectively; work within Microsoft Windows, the Microsoft Office suite, and company software; time management, multi-tasking, and attention to detail; perform complex mathematical operations; exercise appropriate judgment in answering questions and releasing information; and provide excellent customer service by ensuring clients’ needs are fulfilled in an accurate, complete, and timely fashion by demonstrating courtesy, efficiency, and professionalism.

Competencies

• Sales : Maintains and cultivates current client base; develops new business contacts; monitors and increases capture rate; develops and executes an annual sales plan that targets a diverse and profitable portfolio; tracks all proposals, contacts, and leads; conducts sales forecasting; achieves sales goals.
• Negotiating : Can negotiate skillfully in tough situations; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations.
• Business Acumen : Proactively manages the business portfolio as a profit center; increases revenue, leverages resources, and tracks expenses to ensure revenue, efficiency, and gross margin goals are met.
• Results Oriented : Maintains focus on outcomes; is proactive and goal oriented; concentrates on meeting objectives, delivering to the required time, cost and quality; holds performance as more important than process; sets specific, measurable and company-relevant goals and takes efficient action to accomplish success.
• Time Management : Uses time effectively and efficiently; values time; concentrates efforts on the more important priorities; gets more done in less time than others; can attend to a broader range of activities.
• Customer Service : Consistently exceeds customer expectations; keeps customers well-informed, listens to them attentively, and addresses their concerns; enacts a personal approach to customer service.
• Job Quality : Understands the relationship between job quality and customer service, satisfaction, and retention; ensures landscape and horticulture quality standards are met for every job.
• Decision Quality : Consistently makes effective, timely, and sound decisions; solicits information from multiple sources prior to making a judgment; considers implications and contingency plans associated with all decisions.
• Interpersonal Skills : Treats others with respect, collaboration, and support in such a way that work relationships are improved and morale is increased; is approachable; has effective communication skills.

Requirements :

EDUCATION / EXPERIENCE

An example of the preferred education, training, and / or experience that demonstrates possession of the knowledge, skills, and competencies for this position includes : an Associate of Arts degree and at least two (2) years of commercial construction, landscaping, and / or hardscape estimating experience.

ESSENTIAL PHYSICAL CHARACTERISTICS

The physical characteristics described here are representative of those that must be met by an employee to successfully perform the functions required by this job classification. Reasonable accommodation may be made to enable an individual with qualified disabilities to perform the functions of this job classification, on a case-by-case basis.

Frequent : sitting, time spent on the telephone, repetitive use of hands to operate computers, printers, and office equipment, standing, bending and stooping, twisting of waist side-to-side, turning and flexion of the neck, lifting and carrying objects weighing up to 50 pounds; occasional walking on uneven terrain for long distances.

SPECIAL NOTES, LICENSES AND CERTIFICATIONS

Pre-employment : Incumbents must sign the Confidentiality, Non-disclosure, and Non-solicitation Agreement prior to their first day on the job.

License : Incumbents are required to possess a valid driver’s license.

Language : Though not required, bilingual English and Spanish skills are desirable.

Certifications : No specific certifications are required of this job classification.

Working Conditions : Work is predominately in an office environment with associated noise, space, and computer screen exposure. Frequent travel to client locations, job sites, and meetings is expected as part of this position.

Background Investigation : Incumbents must have a reputation for honesty and trustworthiness. Misdemeanor and / or felony convictions may be disqualifying depending on type, number, severity, and recency. Prior to appointment, candidates may be subject to a background investigation and / or drug test.

Introductory Period : Incumbents appointed to this job classification serve an introductory period of three months.

KEY PERFORMANCE INDICATORS

The Key Performance Indicators for this position will be specified at the time of appointment.