Sales Manager, Landscape Products

Description

About Us:

Smith Turf & Irrigation is the leading distributor and retailer in the golf, grounds and landscaping industry. We offer a comprehensive selection of equipment, irrigation and landscape products and support our customers with technical expertise and service. 

Since 1925, Smith Turf has built an unmatched reputation for outstanding customer care, service and support across North and South Carolina, Virginia and Tennessee. STI is a family-owned business that believes in working as a team and fosters a family-oriented culture.

Position Overview

The LPG Sales & Services Manager leads profitable sales growth, market share expansion, and sales execution for Smith Turf & Irrigation's Landscape Products Group across North Carolina, South Carolina, Virginia, and Tennessee.

· This position reports to the Director of Landscape & Grounds and serves as the senior LPG sales leader for the company

· The role leads regional LPG sales strategy, customer development, field service alignment, irrigation design and specification efforts, forecasting, and market development

· This position directly manages LPG Territory Managers and works with Lead Branch Managers, Field Service Technicians, and design resources to align sales growth, project support, and customer service

Sales, Supplier & Product Leadership:

· Develop and execute a multi-state LPG sales strategy aligned with company growth objectives.

· Lead annual sales planning by state, product category, and territory, including forecasts, gross profit targets, market share goals, and growth plans

· Drive sales, margin, pricing, and market share performance across the specific product categories of irrigation, lighting, drainage, water gardens, fountains, and landscape supplies

· Evaluate market trends, competitive activity, customer needs, and product opportunities to strengthen the company's position across the landscape products channel

· Build and maintain manufacturer, supplier, and industry relationships that support growth, customer service, and issue resolution

· Represent the company at customer events, contractor meetings, trade associations, and industry functions

Team Leadership & Sales Accountability:

· Lead, coach, and develop LPG Territory Managers across North Carolina, South Carolina, Virginia, and Tennessee

· Conduct ride-a longs, performance reviews, and coaching sessions to improve accountability, sales execution, and customer engagement

· Support account coverage strategy, territory planning, and pipeline management across the region

· Ensure disciplined use of CRM and Simon Connect for activity tracking, opportunity management, forecasting, and reporting

· Monitor weekly activity, monthly forecasts, and pipeline accuracy to support decisions and resource planning

· Deliver quarterly performance updates and strategic sales reviews to the Director of Landscape & Grounds

Field Service, Design & Customer Support Leadership:

· Provide leadership for Field Service Technicians in support of labor revenue growth, customer retention, and product support

· Oversee irrigation design and specification efforts to grow specification-driven revenue and strengthen relationships with landscape architects, municipalities, developers, contractors, and other influencers

· Work with branch teams to improve responsiveness, technical support coordination, project follow-through, and customer satisfaction

· Partner with supplier representatives and internal stakeholders to resolve escalated product, service, and project issues involving branches, field technicians, design resources, and customers

· Lead educational seminars, contractor training events, and product presentations that support customer development and market expansion

Inventory, Merchandising & Operational Planning:

· Collaborate with Lead Branch Managers and internal teams to align sales priorities, customer experience, inventory planning, and operational support

· Support forecasting, product planning, and inventory alignment to maintain service levels and gross margin performance. Quarterly inventory forecasting for LPG product categories

· Ensure accurate reporting, administrative compliance, and consistent execution of company sales processes

Customer & Market Development:

· Build relationships with key landscape contractors, sports field and grounds customers, municipalities, institutions, and other commercial accounts

· Drive business development in landscape professional, sports field, and grounds markets while supporting cross-selling with the golf segment and LPG businesses

· Participate in customer training events, equipment demonstrations, association meetings, and market development events

· Deliver product presentations that support customer relationships and market presence

· Track state contract bids and related administrative requirements that support public sector opportunities

Key Performance Expectations:

· Achieve year-over-year growth in LPG sales and gross profit across the four-state region

· Increase market share and category penetration across irrigation, lighting, drainage, water gardens, fountains, and landscape supplies

· Expand specification-driven revenue through coordinated design, project support, and influencer development

· Develop high-performing LPG Territory Managers through coaching and performance management

· Strengthen coordination among Branch Managers, Field Service Technicians, design resources, and support teams

· Deliver accurate forecasts, consistent reporting, and disciplined operational alignment

Requirements

Required Qualifications:

Smith Turf & Irrigation is seeking an individual that is self-motivated, driven, organized and professional. This individual is seeking an opportunity for growth. Success should be familiar to this individual. The skills and experience we seek in this individual are:

· 7+ years of progressive sales leadership experience- distribution, irrigation, landscape, construction supply, or related industry experience

· Strong knowledge of landscape equipment products and contractor customers’ needs

· Proven ability to drive profitable growth and manage margins

· Advanced proficiency in MS Excel, MS Word, and PowerPoint

· Ability to travel extensively throughout NC, SC, VA and TN

Preferred Qualifications:

· Bachelor’s degree in business management or related field

· Multi-state sales management experience strongly preferred

· Experience overseeing technical service or design teams

Skills & Attributes:

· Excellent interpersonal skills, presentation, and negotiation skills

· Strategic and growth-oriented mindset

· Data-driven decision maker

· Strong coaching and leadership development skills

· Strong analysis and forecasting skills

· Professional appearance and strong customer service orientation

Physical Requirements & Work Environment:

· Regular travel by vehicle; frequent on-site visits and outdoor demonstrations

· Ability to lift up to 75lbs occasionally and participate in equipment demonstrations and walkarounds

· Flexible schedule including occasional evenings or weekends for events and customer needs

Benefits:

· Competitive Compensation

· Medical, Dental, Vision, Short and Long Term Disability, Life Insurance

· Paid Time Off and Paid Holidays

· 401(k) with Company Match

· Employee Referral Program

· Opportunity of Advancement

· Paid Training and Certifications 

· Free Counseling Services- EAP

· Product Discounts

STI is strongly committed to providing equal employment opportunities for all employees and all applicants for employment. All employment decisions at STI including those relating to hiring, promotion, transfers, benefits, compensation, placement, and termination will be made without regard to race, color, national origin, genetic information, creed, sex, sexual orientation, gender, gender identity, religion, age, veteran status, uniform service, pregnancy, disability, or any other factor protected by applicable law.