Residential Sales Representative

Residential Sales Representative In-Home Fence and Deck Sales Abbey Fence & Deck Company About Abbey Fence & Deck Company Abbey Fence & Deck Company is a family-owned business with more than 70 years of experience serving the Baltimore metropolitan area. The company provides residential, commercial, government, and industrial fencing and deck-construction services throughout Maryland. It has built a strong regional reputation for quality craftsmanship, professional service, community involvement, and customer satisfaction. Following a change in ownership in February 2025, the company has focused on improving internal processes, increasing revenue, modernizing its go-to-market strategy, and adding new sales talent. Investments in lead generation have created more residential opportunities than the current sales team can effectively cover, making these new hires an important part of the company’s growth strategy. Position Summary Abbey Fence & Deck Company is seeking motivated, coachable, and customer-focused Residential Sales Representatives to conduct in-home estimate appointments and help homeowners select fencing and decking solutions for their properties. This is not a traditional cold-calling or door-to-door prospecting position. Abbey provides scheduled leads and estimate opportunities. The Sales Representative’s primary responsibility is to execute those appointments effectively, assess the property and customer’s needs, educate the homeowner, develop an accurate estimate, present the recommended solution, and close profitable business. The representative owns the customer relationship from the initial appointment through the start of installation. This includes timely estimates, accurate measurements, detailed project documentation, follow-up, technical explanations, material specifications, and coordination with the production and warehouse teams. Previous fence or deck sales experience is not required. The company is more interested in character, work ethic, communication, coachability, critical thinking, comfort with numbers, and motivation to succeed in a commission-based environment. Candidates from hospitality, bartending, serving, automotive sales, telecommunications, airport customer service, retail, and other customer-facing backgrounds may be particularly successful. Compensation and Benefits Paid Training · New representatives receive $1,000 per week during the approved training-pay period. · The anticipated training-pay period is approximately two months, although the exact duration was not finalized during the intake call and should be confirmed before the public posting is published. · Training initially focuses on company processes, products, pricing, estimating, documentation, and ride-alongs. · During the first one to two weeks, trainees are not expected to conduct customer appointments independently. · Customer-facing responsibilities increase gradually as the employee demonstrates product knowledge, documentation accuracy, judgment, and readiness. Commission Structure After the training-pay period, the position transitions to a 100% commission-based compensation model. · Commission is generally 10% of the pre-tax project total. · The full commission is contingent on following the company’s required pricing process and maintaining approved profitability and margin standards. · Representatives may not reduce project pricing below approved levels simply to close a sale. · Additional pay-for-performance bonuses or incentives may be available based on personal and company goals. · Estimated annual earnings are approximately $60,000–$150,000+, depending on appointment volume, close rate, average ticket, pricing discipline, and overall performance. Performance Model When fully ramped, the company aims to provide approximately: · 15 appointments per week. · 60 appointments per month. · A minimum target close rate of approximately 30%. · An average project value of approximately $5,000. Appointment volume may decline during colder or slower seasons. The company’s priority is to maintain full calendars when lead flow permits, but a specific number of weekly appointments is not guaranteed. Benefits Employees become eligible to participate in the company’s benefit programs following a 90-day probationary period. Benefits include: · Health insurance. · 401(k). · Paid training. Travel Support A company gas card is provided to support approved business travel throughout the assigned sales territory. Schedule and Work Arrangement Schedule · Monday through Friday. · Typically 9:00 AM–5:00 PM or 9:00 AM–6:00 PM, depending on the appointment schedule and customer needs. · No weekend coverage is currently required. · Fully ramped representatives may conduct up to three appointments per day. · The time between appointments is used for estimate preparation, documentation, follow-up, customer communication, project visits, and preparation for upcoming meetings. Work Arrangement This is an in-person and field-based sales position. Representatives spend significant time: · Traveling to customer properties. · Conducting in-home or on-site consultations. · Measuring project areas. · Preparing and sending estimates. · Following up with prospective customers. · Visiting active or completed projects when questions or concerns arise. · Coordinating with internal production and warehouse teams. Sales Territory The territory generally includes Baltimore City and surrounding areas across central and northern Maryland, including: · Baltimore City. · Baltimore County, including northern Baltimore County. · Carroll County, extending into its northern areas. · Harford County, including northern Harford County. · Anne Arundel County. The territory may extend approximately one hour or more north, south, east, or west from the company’s Baltimore-area location. Candidates must be comfortable spending significant time driving throughout the region. Key Responsibilities Company-Provided Lead Execution · Attend scheduled residential estimate appointments provided by the company. · Review available lead and customer information before each appointment. · Confirm appointment details when required. · Arrive on time, prepared, and professionally presented. · Identify the homeowner’s objectives, preferences, concerns, budget, and timeline. · Assess the property and project conditions. · Guide the customer toward an appropriate fence or deck solution. · Maintain accurate records of appointment outcomes and next steps. · Follow the company’s approved sales process consistently. · Maximize the value of company marketing and lead-generation investments. In-Home and On-Site Consultations · Meet with homeowners at their properties. · Build rapport quickly and establish trust. · Ask thoughtful questions to understand the customer’s goals. · Inspect the proposed project area. · Discuss privacy, security, appearance, functionality, materials, maintenance, and project expectations. · Identify site conditions that may affect design, materials, labor, access, or pricing. · Explain the installation process clearly. · Address customer questions professionally. · Present the company’s solutions without using high-pressure or misleading sales tactics. Measurements and Property Assessment · Take accurate measurements of the proposed fence or deck area. · Document property conditions, access points, slopes, obstructions, gates, corners, and other relevant details. · Confirm the proposed layout with the homeowner. · Identify information requiring additional review before the estimate is finalized. · Record sufficient detail for material ordering and production planning. · Use company tools and technology to support accurate measurements and project documentation. · Avoid assumptions that could create pricing, material, or installation errors. Product and Customer Education · Develop working knowledge of the company’s primary fence and deck products. · Explain material options, design choices, installation considerations, durability, maintenance, and use cases. · Help customers compare solutions based on their property and objectives. · Communicate realistic project expectations. · Avoid making unauthorized promises regarding schedules, permits, production, or installation conditions. · Refer highly technical or unusual questions to the appropriate internal expert. · Continue developing product knowledge through training, field observation, and collaboration. Pricing and Estimate Preparation · Calculate project pricing using the company’s mandatory pricing application. · Follow established pricing, margin, and profitability requirements. · Verify measurements, materials, labor assumptions, and project specifications before sending an estimate. · Prepare estimates promptly after appointments. · Review pricing for accuracy and completeness. · Correct errors before presenting proposals to customers. · Explain estimates and project options clearly. · Obtain approval before deviating from established pricing or scope requirements. Sales Presentation and Closing · Present recommended fencing or decking solutions. · Connect the proposed design and materials to the customer’s stated needs. · Explain project scope, pricing, expectations, and next steps. · Address objections professionally. · Ask for the business confidently and respectfully. · Maintain profitability while pursuing the sale. · Complete contracts and required documentation accurately. · Avoid unauthorized discounts or commitments. · Work toward a minimum close-rate expectation of approximately 30% when fully ramped. Customer Follow-Up · Follow up promptly after estimate appointments. · Answer customer questions and provide additional information. · Track homeowners who are still considering their options. · Maintain regular communication without becoming overly aggressive. · Identify the customer’s decision timeline. · Record all meaningful communications and next steps. · Reengage older estimat