Concrete and masonry sales representative job description
A concrete and masonry sales representative visits homes and job sites to measure, price and sell driveways, patios, steps and retaining walls. They write proposals a crew can pour from and catch walls that need a permit or an engineer before quoting. They follow each quote until the customer signs or says no.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, structure and exterior contractors · BLS, May 2025
Annual pay: 10th percentile $37,700, middle half $49,750 to $98,230, 90th percentile $136,100. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
Sales Manager
Department
Sales
Schedule
Weekdays 8 to 5, some evenings · Monday to Friday site visits across the service area, with some evening or Saturday appointments in the busy pour months
Serve as the primary point of contact for clients interested in concrete and masonry services, driving business growth through effective consultation and solution-based selling. Combine technical knowledge with excellent communication skills to propose tailored solutions, conduct site visits, and close deals that support the company's strategic objectives.
2. Essential Duties and Responsibilities
Identify and engage prospective customers to generate new business opportunities.
Conduct thorough site visits to assess project needs and develop actionable plans.
Propose customized concrete and masonry solutions while addressing customer challenges.
Lead negotiations and close masonry or concrete deals, ensuring a win-win outcome for clients and the company.
Maintain accurate documentation and update customer records in the CRM system.
3. Key Tasks / Daily Activities
Initiate contact with potential customers through cold calling, networking, and online research.
Schedule and conduct site visits to gather project specifics and evaluate feasibility.
Prepare and deliver persuasive sales presentations and proposals.
Follow up with clients throughout the sales process to ensure smooth transitions.
Collaborate with internal teams to synchronize project execution with customer expectations.
4. Key Performance Indicators (KPIs)
New Sales Generated: At least 10 deals closed per month.
Revenue per Sale: Minimum average sale value of $15,000.
Lead Conversion Rate: Achieve a conversion rate of greater than 25%.
Customer Satisfaction Rating: Maintain an average rating of over 4.8 stars on post-service surveys.
5. Required Qualifications and Skills
Bachelor’s degree or equivalent experience in business, construction, or related field.
Minimum of 2 years of sales experience in the home services or construction industry.
Excellent communication, negotiation, and interpersonal skills.
Proficient in using CRM software and Microsoft Office applications.
Ability to assess customer needs and propose effective solutions.
6. Preferred Experience
Prior work experience in concrete and masonry services or related construction fields.
Proven track record of meeting or exceeding sales targets in a competitive market.
Experience with technical aspects of construction that influence customer decisions.
Previous involvement in large-scale residential or commercial projects.
7. Physical Requirements
Ability to travel frequently for on-site visits and customer meetings.
Ability to lift up to 25 pounds during local site evaluations.
Comfortable working in outdoor environments subject to variable weather conditions.
Mobility required to visit construction sites including uneven terrain and confined spaces.
8. Work Environment and Schedule
Typical work hours from Monday to Friday, 8:00 AM to 5:00 PM.
Required travel throughout the service region for client meetings and site assessments.
Occasional evening or weekend work may be necessary during peak project periods.
May involve extended hours during project deadlines or client emergencies.
9. Compensation and Benefits
Base salary ranging from $50,000 to $65,000 per year, depending on experience and qualifications.
Commission structure available based on closed deals and overall performance.
Comprehensive health, dental, and vision insurance.
401(k) plan with company match.
Opportunities for career growth and continued professional development.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster a dynamic and collaborative environment focused on innovation, growth, and community impact.
We value a culture of mutual respect, transparency, and inclusivity that empowers our team members to achieve their highest potential.
Our commitment to customer satisfaction and excellence has built our reputation as a trusted leader in the concrete and masonry industry.
We offer continuous learning opportunities and an environment that encourages both personal and professional advancement.
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
Concrete can't be redone cheaply once it sets, so the price has to come from what's under, around and behind the job, not only its square feet.
Measure what the crew will run into
Square feet and thickness are only the start. Note how thick the old slab is and where its rubble goes, how the ground slopes away from the house and where water leaves the site, and any steps, roots or soft spots. Then walk the path a truck, pump hose or buggy will take to the forms, and photograph each finding. A missed foot of tear-out or a pump nobody priced becomes a change order the homeowner didn't expect.
Put the mix on the proposal
In freeze-thaw country, the mix is part of what you sell. For exterior slabs that stay wet, freeze and see deicing salt, NRMCA advises air-entrained concrete with a specified strength of 4,000 psi, in line with ACI 332 for residential concrete, and 3,500 psi where slabs won't stay wet or see salt. List the strength, air, thickness and reinforcement on every proposal, so a homeowner comparing bids can see whether the cheaper one is the same slab. Source: NRMCA Concrete in Practice 2: Scaling concrete surfaces.
Tall walls go to an engineer first
Retaining walls can need a permit and an engineer before any price is firm. In Douglas County, Colorado, for example, a wall over 4 feet, measured from the footing's bottom to the wall's top, needs a building permit and plans stamped by a Colorado professional engineer, who also inspects it. A shorter wall needs the same if it carries a surcharge, meaning a load near the wall that adds sideways force. Tiered walls set too close together count as one wall. Price the engineer in, or quote after the design. Source: Douglas County, Colorado (example): Retaining wall permits.
Small tickets don't dodge the license
In Arkansas, for example, work on an existing single-family home or its grounds needs a home improvement license once the job tops two thousand dollars. A new driveway or patio counts. The license comes from the state's Residential Contractors Committee. Splitting one project into smaller contracts doesn't get under that line, so a rep can't write a driveway, a walk and a patio as three small tickets. A sub working for a contractor the committee licensed is exempt. Source: Arkansas Residential Licensing Law, Ark. Code 17-25-502, -505 and -513, revised April 2026 (example).
How much concrete and masonry sales representatives make
The closest BLS group for concrete and masonry sales representatives is sales representatives of services. Sales representatives of services who work for foundation, structure, and building exterior contractors earned a median of $33.65 an hour ($69,990 a year) in May 2025, according to the Bureau of Labor Statistics. That’s about the same as the $69,990 median for sales representatives of services in all industries. About 19,670 of the 1,256,010 sales representatives of services in that survey work for structure and exterior contractors.
Commission on each closed deal comes on top of the template's base salary. Its base starts just above the bottom quarter of this chart and stops short of the median, and BLS counts commissions in the wages it reports, so judge a rep's full year against the whole chart.
Structure and exterior contractors
$69,990$69,990 median Middle half $49,750–$98,230 10th–90th $37,700–$136,100
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$25k$50k$75k$100k$125k$150k$175k
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
$37,700
$49,750
$69,990
$98,230
$136,100
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
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
Measures flatwork and walls accurately, tear-out and access included
Explains finishes, joints and the mix in plain words
Writes proposals with the mix, thickness, steel and finish spelled out
Spots a wall that needs a permit or an engineer before quoting it
Follows up on open quotes on a schedule and logs every visit
Teach these on the job
Your price book and how each line is built
The stamp patterns, colors and sealers you sell
Permit and license rules in your towns and states
How your crews form, pour and finish each kind of job
Your CRM and proposal tool
Reps carry a measuring wheel and laser measure, a level for checking slope, a small spade for finding the old slab's edge and thickness, a tablet with the proposal and price book, and stamp, color and sealer samples. Builder and commercial quotes also need plan viewing software for site plans and details.
Concrete and masonry sales representative 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 · Honest expectations
A customer asks you to promise their new driveway won't crack. What do you say?
A strong answer: Explains honestly that concrete cracks and joints control where, describes what the company does to limit cracking, and doesn't promise otherwise.
Behavioral · Finding the real need
Tell me about an estimate where the customer asked for one thing, like a new patio, but the real problem was something else, like drainage or a settling slab.
A strong answer: Asked how they use the space and what bothered them, spotted the real issue, such as water pooling or a trip hazard, and proposed a scope that fixed it, even if smaller.
Judge reps by season, since a rep hired in July never had a spring. Swap in your own figures after a full year.
New Sales Generated
Signed jobs each month that reached the pour board with a deposit in. A wall waiting on a permit or an engineer's design counts once it's cleared.
Revenue per Sale
Average value of the rep's signed jobs, by type of work: plain flatwork, decorative, walls and commercial. Read it with the rep's mix, because a month of walls and a month of walks aren't comparable.
Lead Conversion Rate
Signed jobs over estimates the rep ran, by lead source and season. A November estimate for a spring pour has months to go cold, so read fall estimates on their own line.
Customer Satisfaction Rating
Scores from the post-job survey on jobs this rep sold. Send the survey a few weeks after the pour, once the homeowner has driven on the slab and seen it after a rain, not on pour day.
Can the crew break out the old driveway the day after the sale?
For most sales signed at home, wait for the FTC's Cooling-Off Rule window to close. Count three business days after the signing. Saturday counts, but Sunday and federal holidays don't, so a Friday signing stays open until midnight Tuesday. A buyer who cancels in time gets every payment back within 10 business days. The rule makes no allowance for a driveway already broken out.
How much does a concrete and masonry sales representative make?
Sales representatives of services who work for foundation, structure, and building exterior contractors earned a median of $33.65 an hour ($69,990 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $49,750 and $98,230 a year. Pay also depends on your local market, experience and overtime.
What if the old slab turns out thicker than it looked?
Write the assumption into the proposal. Price tear-out for an unreinforced slab up to a stated thickness, and list a set price per square foot for any extra thickness or steel found once it's broken out. Then a surprise under the old driveway becomes a line the homeowner already agreed to, not an argument at the curb.
How should we read the template's lines about uneven ground and tight spaces?
They describe the site visit. Reps walk sloped backyards and builder lots over forms and loose fill. They squeeze down side yards or under decks to measure, and kneel to check an old slab's edge. They carry a tablet, measuring wheel and sample boards, up to 25 pounds, in any weather. Turn those into task lines in the ad, go over them with each finalist, and be open to reasonable accommodation.
Does a concrete sales rep need to have poured concrete?
Not always, but they need to see what a crew meets. Give a rep who never finished concrete a few early weeks on pour days: a tear-out, a footing, a stamped patio. That shows why depth, base and access drive the price. When hiring, walk a finalist around a yard you've quoted and ask what they'd measure and photograph before pricing it.
