Concrete and masonry sales manager job description
A concrete and masonry sales manager leads the reps selling driveways, patios and walls to homeowners, and keeps the team's ties with builders and general contractors in good repair. They match what the team sells to each crew's open weeks, coach how reps measure and price a job, and bring the general manager the commercial bids worth chasing.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, structure and exterior contractors · BLS, May 2025
Annual pay: 10th percentile $48,620, middle half $82,690 to $157,740, 90th percentile $207,040. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
General Manager
Department
Sales
Schedule
Weekdays, frequent field visits · Business hours with regular driving across the territory, some long days near deadlines and on-call turns in peak season
Also called
Director of sales · Sales and estimating manager · Residential sales manager · Business development manager
Concrete and masonry sales manager job description template
This is our Role Blueprint, word for word. Replace the highlighted fields and adjust the example targets and pay to fit your company.
Lead strategic sales initiatives within the concrete and masonry industry and drive revenue growth across the region. Develop cohesive sales strategies and mentor a dynamic team of sales representatives to foster strong customer relationships and expand market share. Serve as a pivotal bridge between field operations and corporate goals, ensuring effective execution of sales initiatives that contribute to organizational success.
2. Essential Duties and Responsibilities
Develop and implement comprehensive sales strategies aimed at increasing revenue and market presence.
Mentor, train, and support sales representatives to foster skill development and high-performance standards.
Monitor, evaluate, and optimize sales performance through data-driven decision-making and regular reporting.
Collaborate with cross-functional teams to align sales initiatives with broader company objectives.
3. Key Tasks / Daily Activities
Conduct daily sales team meetings to review progress, set targets, and discuss strategies.
Analyze sales reports and performance metrics to identify trends and implement corrective actions.
Engage directly with high-value customers and prospects to cultivate strong relationships.
Oversee field sales activities and provide on-the-spot coaching and support to ensure team alignment and success.
4. Key Performance Indicators (KPIs)
Revenue Growth: Achieve a minimum of 20% year-over-year revenue increase.
Sales Conversion Rate: Maintain a conversion rate of at least 25%.
Customer Satisfaction: Secure an average customer satisfaction rating of >4.5 stars.
New Sales Leads: Generate a minimum of 50 qualified new sales leads per quarter.
5. Required Qualifications and Skills
Bachelor’s degree in Business Administration, Sales, or a related field.
Minimum of 5 years of experience in sales leadership, preferably in the home services or construction industries.
Proven ability to develop and execute sales strategies that drive revenue and market growth.
Exceptional leadership, communication, and interpersonal skills.
6. Preferred Experience
Experience in the Concrete & Masonry industry or similar construction/home services sectors.
Track record of mentoring and developing a high-performing sales team.
Familiarity with CRM software and data analytics tools for sales performance tracking.
Demonstrated success in managing multimillion-dollar sales portfolios.
7. Physical Requirements
Occasional site visits requiring moderate physical activity and the ability to navigate construction sites.
Must be able to spend extended periods on the move between sales call locations and meetings.
Ability to carry materials or equipment up to 25 pounds when necessary.
Comfortable working in varying weather conditions during field visits.
8. Work Environment and Schedule
Standard business hours with occasional extended hours to meet deadlines or attend events.
Regular travel within the assigned territory is required.
May include occasional on-call duties during peak project times.
Office-based work combined with frequent field visits.
9. Compensation and Benefits
Base salary range of $90,000 - $120,000 per annum, dependent on experience.
Performance-based bonus and commission structure to reward achievement of sales targets.
Comprehensive Health, Dental, and Vision insurance.
401(k) plan with company match and additional fringe benefits.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster an inclusive culture that values innovation, continuous learning, and collaborative success.
Our team is driven by a commitment to excellence, ensuring our employees have the support and resources to grow professionally and personally.
We believe in empowering our staff to take ownership of their roles and contribute to a dynamic, solution-oriented environment.
Join us in a culture where your ideas matter and your success is our success.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
Homeowners, builders and general contractors each buy concrete their own way, and every sale lands on a crew that may already be booked. The manager keeps the selling in step with both, and with what the company's license allows.
Three buyers, three ways to sell
Homeowners buy at the kitchen table from a rep who measured the yard. Builders buy from a price sheet the general manager sets, so the rep there confirms lots, start dates and extras with the builder's office and site staff. General contractors buy through bids on plans and specs, usually with a written scope. The manager decides which reps work which buyers and coaches each one differently. A rep who closes well at a kitchen table may be the wrong fit for a builder's purchasing office.
Sell to the crews' open weeks
Decorative, flatwork and masonry crews fill at different speeds. Each week, read the operations manager's backlog by crew type. When stamped work is booked deep into summer, steer reps toward later start dates or plainer finishes rather than discounting to win more stamped jobs the crew can't reach. When the masonry crew has open weeks, aim appointments and past-customer calls at walls, steps and seat walls.
The license can cap a commercial bid
Arkansas is one example. A contractor needs a commercial license with the right classification before it bids or signs commercial work of fifty thousand dollars or more, counting labor and materials, though single-family homes are left out. Concrete and masonry are each specialty classes. A restricted license covers single projects under 1.5 million dollars. Bigger ones need an unrestricted license, which takes an audited or reviewed financial statement, or a surety bond in its place. Check your license before the team chases a big bid. Source: Arkansas Commercial Contractors Licensing Law and rules, revised April 2026 (example).
Commission that waits out the winter
An October patio sale may not pour until April. Write down when commission is earned, whether at signing, at the pour or when the final payment clears, and what happens if a price is reset in spring or the homeowner cancels over the winter. Say who is paid if the rep leaves before the pour, and check your state's wage law on that point. Reps keep selling into the fall when they trust the plan.
How much concrete and masonry sales managers make
Sales managers who work for foundation, structure, and building exterior contractors earned a median of $107,500 a year ($51.68 an hour) in May 2025, according to the Bureau of Labor Statistics. That’s below the $148,270 median for sales managers in all industries. About 1,380 of the 637,080 sales managers in that survey work for structure and exterior contractors.
Base salary with a bonus and commission, per the template. Its base range brackets the median in this chart, before any commission is added. Decide whether the manager's override covers builder lots, which come off the general manager's price sheet, or only the homeowner and commercial work the team prices itself.
Structure and exterior contractors
$107,500$107,500 median Middle half $82,690–$157,740 10th–90th $48,620–$207,040
All industries
$148,270$148,270 median Middle half $100,360–$207,340 10th–90th $73,170–$290,540
$0k$50k$100k$150k$200k$250k$300k$350k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Structure and exterior contractors
$48,620
$82,690
$107,500
$157,740
$207,040
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for concrete and masonry contractors on their own. These figures cover foundation, structure and building exterior contractors, which include them. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Has managed in-home reps selling flatwork, decorative concrete or masonry
Reads a crew backlog and steers selling toward the open weeks
Prices a driveway tear-out or a block wall from photos and checks a rep's math
Coaches the measuring as closely as the close
Knows when a wall or a commercial bid needs someone else's sign-off
Teach these on the job
Your price book and the discount limits the general manager sets
Your crews' strengths and how far ahead each is booked
License classes and limits in the states you sell in
The general contractors and bid sites in your market
Your CRM's sales and proposal reports
The CRM's appointment and proposal reports, the operations manager's backlog by crew type, the general manager's price book, and the bid sites where general contractors post invitations are this manager's daily tools. The general manager's approved wording on cracks, plus the team's lines on color and drainage, belongs in the proposal tool, so every rep says the same thing.
Concrete and masonry sales manager interview questions
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Site checks before selling
Crews keep finding sold jobs that don't match the site: old concrete left out of the price, no truck access, or a slope the rep missed. What do you do?
A strong answer: Pulls the problem jobs by rep, builds a required site checklist with photos and measurements, has the project manager review before scheduling, and coaches the reps who keep missing items.
Behavioral · Hiring sales talent
Tell me about a salesperson you hired for concrete or masonry work who didn't work out. What did you change in how you hire?
A strong answer: Owns the miss and names a specific change, like a role-play or ride-along before hiring.
Builder volume rises and falls with housing starts, so keep it off the homeowner team's scorecard. Set targets from the last two seasons of your own sales.
Revenue Growth
Poured and invoiced revenue from jobs the team sold, read against the year before month by month, with homeowner, builder and commercial work each on its own line.
Sales Conversion Rate
Signed jobs over estimates run, by rep and by type of buyer. Keep builder lots, which come off the GM's price sheet, out of the reps' homeowner rate.
Customer Satisfaction
Homeowner ratings on jobs the team sold, read with the callback log, plus what builders and general contractors say about the sales contact. Comments about what a rep promised come to this manager.
New Sales Leads
Qualified leads the manager and reps found themselves each quarter: new builders, contractor bid invitations taken up and homeowner referrals. Leads marketing paid for are counted on marketing's report.
Career path
Sales representativeMeasures and sells flatwork and walls, and learns why jobs run over.
Senior rep or estimatorTakes commercial bids and the largest homeowner jobs.
Sales managerLeads the team and ties what it sells to crew weeks and the license.
General managerRuns one market and sets the prices the team sells from.
Which jobs should a concrete sales manager take to the general manager?
The ones that don't fit the price book or the discount limits the general manager set. In concrete that means a wall that needs an engineer before it can be priced, a stamped job asked for so late in fall that it may not pour before spring, a builder asking for new lot prices, and a commercial bid near the company's license limit. Bring each one with the rep's measurements and photos.
How much does a concrete and masonry sales manager make?
Sales managers who work for foundation, structure, and building exterior contractors earned a median of $107,500 a year ($51.68 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $82,690 and $157,740 a year. Pay also depends on your local market, experience and bonus terms.
What happens when a callback traces back to the sale?
Read the general manager's callback log each month for causes a rep could have headed off: a color that didn't match what was shown, water standing where the proposal promised drainage, or a homeowner who expected no cracks. Pull the proposal and photos, find out what was said, and coach the rep. Fix the sales wording before next season, not after the next complaint.
What site and travel work does the template's physical section describe?
It describes the field half of the job: walking sites over forms, rebar and rough grade at a pour or a final walk, driving the territory between appointments and builder meetings, carrying sample boards or a laptop bag up to 25 pounds, and standing outside in heat or cold. Name them in the ad as tasks, and say who on staff takes accommodation requests.
Should the sales manager price commercial bids?
Usually not at this size. A general contractor's invitation comes with plans, specs and a bid date, and the takeoff eats the hours the manager owes the reps. Let the estimator or a senior rep price it. The sales manager decides which invitations to answer, checks the scope against the license and the crews' open weeks, and calls the general contractor after bid day to learn where the number landed.
