Sales Manager

T&L Nursery is seeking a Sales Manager to lead and strengthen the sales organization, guide sales and marketing planning, and support profitable company growth. This onsite role in Redmond, WA focuses on building team performance, expanding market share, and maintaining strong customer relationships, with periodic travel to visit customers and represent the business at industry events.

Role Overview

The Sales Manager will set direction for annual sales plans in partnership with the Managing Director and Executive Committee. The position includes forecasting and performance management tied to revenue and margin targets, while balancing growth across existing customers and new business opportunities. The role also includes representing the Sales department in company-wide strategic planning and enabling cross-departmental alignment.

Key Responsibilities

• Recruit, hire, train, coach, and hold the sales team accountable to departmental objectives.
• Build a team culture centered on results, customer focus, and ongoing development.
• Run regular sales meetings and define weekly priorities and objectives.
• Provide ongoing performance feedback, mentoring, and professional development support.
• Assist sales staff with customer negotiations, conflict resolution, and strategic account management.
• Develop, implement, and execute annual sales plans that support company growth and profitability goals.
• Set sales objectives, forecasts, and performance metrics for the team.
• Track performance continuously and take proactive steps to reach revenue and margin targets.
• Grow revenue through existing customer relationships while identifying and securing new business.
• Analyze market trends, customer needs, competitor activity, and industry developments to identify growth opportunities.
• Own and strengthen relationships with key garden centers, landscapers, and non-traditional accounts, including stepping in to negotiate, grow, and protect long-term partnerships.
• Conduct regular customer visits and sales reviews to find growth opportunities and address service gaps early.
• Partner with customers on preseason programs, promotions, and purchasing plans aligned with buying cycles.
• Set expectations for responsive, proactive customer service and ensure consistent follow-up without opportunity drop-off.
• Develop and manage preseason order programs and conduct sales performance reviews.
• Establish weekly promotions, specials, and sales initiatives to support inventory movement and revenue goals.
• Collaborate with Growers, Production, Inventory, and Operations to ensure sales commitments align with product availability.
• Participate in trade shows, industry events, customer meetings, and promotional activities.
• Support the development and execution of marketing campaigns and customer outreach.
• Prepare regular sales reports, forecasts, and market analyses.
• Monitor KPIs and recommend improvements to sales processes and customer engagement strategies.

Required Qualifications

• 5–7 years of progressive sales experience, including at least 3 years in a sales leadership or management role.
• Demonstrated ability to lead a high-performing sales team of 5 or more.
• Experience managing a substantial sales portfolio, with annual revenue at or above $10M annually.
• Strong working knowledge of plant material, with confidence discussing product characteristics, seasonality, and availability.
• Strong analytical, negotiation, and customer service skills, including the ability to build lasting professional relationships.
• Excellent written, verbal, and presentation communication skills; bilingual (English/Spanish) is a plus.
• Experience with CRM, ERP, and sales reporting systems preferred, with strong Excel skills for sales analysis and reporting.
• Bachelor’s degree in Business, Horticulture, Agribusiness, or a related field preferred; equivalent experience considered.
• Wholesale or B2B horticulture sales background is a strong advantage, including familiarity with nursery industry buying cycles and product knowledge.
• Experience developing preseason order programs, promotional strategies, and volume pricing structures is a plus.

Technologies

• CRM
• ERP
• Excel

Compensation

USD 80,000 - 110,000 per year (pay range listed as $80,000.00 - $110,000.00 per year).

Work Location and Travel

Onsite in Redmond, WA (in person).

Travel: Expect 6–8 weeks per year to visit customers, attend trade shows, and represent T&L Nursery at industry events.

Benefits

• 401(k)
• Dental insurance
• Employee discount
• Health insurance
• Paid time off
• Vision insurance