Statement Of Purpose (Overall Purpose of Job)
The Landscape Sales Manager will be responsible for driving new business development and achieving ambitious sales targets for ISO-Landscape Pte. Ltd. This role is critical for expanding our market reach beyond existing tenders and regular contacts, focusing on proactive sales generation to secure a robust order book and contribute significantly to the company's revenue, gross profit, and net profit KPIs.
Major Duties & Responsibilities
(A) Specific:
- Be tasked with developing and implementing strategic sales plans to achieve and exceed new order book targets.
- This involves identifying, qualifying, and pursuing new business opportunities within the landscape industry, encompassing direct sales, client acquisition, and market expansion initiatives.
- To build and maintain strong, long-lasting customer relationships with key decision-makers to foster repeat business and referrals.
- To manage the entire sales cycle, from lead generation and prospecting to proposal development, negotiation, and closing deals.
- To collaborate with the operations and quality surveying teams is essential to ensure seamless project handovers, client satisfaction, and efficient tender/claims processes.
- To conduct market research to identify emerging trends, competitive landscapes, and potential growth areas, as well as prepare and deliver compelling sales presentations and proposals tailored to client needs.
- Active representation of the company at industry events, conferences, and networking functions will be required to promote services and generate leads.
(B) General:
- Maintain accurate and up-to-date records of all sales activities and client interactions within the CRM system. Participation in regular sales meetings is expected, providing updates on progress, challenges, and forecasts.
- Enhancement of sales skills and product knowledge through training and professional development is also a key aspect of this role.
(C) KPIs:
- Profit Margin: Maintaining or exceeding the original tendered margin.
- Cash Flow Position: Ensuring timely payments from the client and to subcontractors.
- Variation Capture: The percentage of additional work successfully billed and recovered.
- Contractual Compliance: Zero successful legal claims against the project due to administrative errors.
(D) Safety:
- Be aware of Occupational health and Safety Policy.
- Risk Mitigation: Ensure all sales activities and project proposals comply with relevant safety regulations and company safety policies.
- Follow the Company safety procedures, rules, and regulations: Promoting a safety-conscious culture within the sales process and during interactions with clients and project sites is also a key responsibility.
- Eliminate or reduce hazard at the workplace.
Job Requirements
(A) Education, Qualifications & Special Training:
- Degree or Diploma in Business Administration, Marketing, Horticulture, Landscape Architecture, Quantity Surveying / Building Management or related field.
- Job holder without the above qualification but with extensive relevant sales experiences in the landscape or construction industry would be considered.
(B) Knowledge & Skills:
- This role requires a proven track record in B2B sales, preferably within the landscape, construction, or related service industries.
- A strong understanding of sales principles, customer relationship management, and market dynamics is essential.
- Excellent communication, negotiation, and presentation skills, along with the ability to build rapport and establish trust with diverse clients.
- Knowledge of landscape design, construction, and maintenance processes is highly advantageous.
- Proficiency in CRM software and Microsoft Office Suite is mandatory.
- A team-player and good interpersonal skills.
- Good working attitude, self-motivated and able to work independently.
(C) Experience:
- Preferably candidates will have at least 5-7 years of progressive sales experience in a relevant field, showcasing a proven ability to meet or exceed sales targets.
- Prior experience in managing a sales pipeline and developing new business opportunities is crucial.
- Previous experience within the landscape or construction industry is considered a significant asset.
