A fence company sales manager runs the estimators who measure yards and sell fence at the kitchen table. They put the commission plan in writing, set which yards need a visit before a price, and route repair and gate operator calls away from the new-fence calendar.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, other specialty trade contractors · BLS, May 2025
Lead and inspire the fence installation sales team to achieve outstanding results and drive company growth. Set clear objectives and coach sales representatives to close contracts effectively. Contribute to the overall business strategy by identifying opportunities for process improvements and market expansion.
2. Essential Duties and Responsibilities
Develop and execute comprehensive sales strategies that align with company goals.
Set performance objectives and monitor progress while providing continuous coaching and mentorship to sales reps.
Oversee the entire contract closure process to ensure timely and accurate completion of deals.
Collaborate with cross-functional teams to support seamless project delivery and customer satisfaction.
3. Key Tasks / Daily Activities
Conduct daily team meetings to review goals, performance, and upcoming sales appointments.
Engage with potential and existing customers to understand their fence installation needs and provide tailored solutions.
Monitor sales pipeline and forecast trends to adjust strategies and meet targets.
Prepare and present detailed reports on sales performance and contract progress to upper management.
4. Key Performance Indicators (KPIs)
Monthly Revenue Increase: Achieve a minimum growth rate of 10%.
Contract Closure Rate: Attain a contract closure rate of at least 25%.
Lead Response Time: Maintain an average response time of less than 24 hours.
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 5 years of sales management experience in a competitive industry.
Excellent leadership and motivational skills with a track record of meeting and exceeding targets.
Strong communication, negotiation, and interpersonal skills.
6. Preferred Experience
Previous experience in the home services or construction industry.
Proven background in fence installation or related outdoor construction services.
Experience working with CRM systems and sales analytics tools.
A history of successfully managing teams in a dynamic and fast-paced environment.
7. Physical Requirements
Ability to occasionally lift up to 25 lbs.
Regular visits to installation sites may require standing, walking, and climbing.
Capability to work in outdoor environments with varying weather conditions.
Compliance with proper safety procedures during site visits.
8. Work Environment and Schedule
Standard work hours from 8:00 AM to 5:00 PM with the possibility of extended hours during peak seasons.
Occasional travel to regional installation sites is required.
Operate in a professional office environment along with on-site visits as necessary.
Availability for after-hours calls or meetings as business needs demand.
9. Compensation and Benefits
Competitive salary range of $70,000 - $90,000 per year based on experience.
Attractive commission structure tied to contract closures and revenue milestones.
Comprehensive Health, Dental, and Vision insurance plans.
401(k) plan with company matching contributions and additional fringe benefits.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster a culture of innovation, collaboration, and excellence.
Our team is dedicated to both professional development and delivering exceptional results to our customers.
We value transparency, accountability, and the spirit of continuous improvement.
Join us to grow your career in a supportive environment focused on customer satisfaction and 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
Fence sales move quickly: a homeowner calls, a rep measures, and the contract may be signed that week. How the manager sets the rules shapes what that speed does to pay, to the estimate calendar and to the crews.
Put the pay plan in writing before spring
South Carolina counts commission as wages. An employer there that has had five or more employees in the past year must give each hire the pay terms and any deductions in writing, and give written notice seven calendar days before any change other than a raise. So a lower rate on jobs sold under the price book can't start the day you decide it in May. Deductions the law doesn't require need that written notice too, and an employee can sue for three times the unpaid wages. Source: South Carolina Code, Title 41, Chapter 10: Payment of Wages.
Spring runs short of estimate slots
In spring, fence leads can arrive faster than reps can walk yards, and a homeowner who called three companies may sign with whoever sends a clear drawing and price first. Decide which jobs a rep may quote from aerial images, the plat and the homeowner's photos, such as a straight run on a flat lot. Send slopes, pools, corner lots and multi-gate layouts to an in-person visit. Every remote quote gets a measure on site before material is ordered.
Repair calls can eat the calendar
A homeowner with three broken pickets or a gate that drags books the same visit as a new fence. In spring those calls can fill the slots reps need for new installs. Decide who prices small repairs: a service tech, the CSR from photos, or a rep only above a set size. Report repairs apart from new fence, so each rep's close rate means something, and pass the ones that become a replacement back to sales.
Gate operators need a trained seller
If the company sells gate operators, give those leads to someone trained to design them, not the next rep in line. The American Fence Association's Certified Gate Automation Designer credential is built for sales and design staff. It asks for a year of gate automation experience and a 100-question exam on gate and operator types, safety standards, wiring, access control and vehicle detection, and it renews every three years. Pay that seller under rules written for opener jobs. Source: American Fence Association: Certified Gate Automation Designer.
How much fence company sales managers make
Sales managers who work for other specialty trade contractors earned a median of $118,560 a year ($57.00 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 940 of the 637,080 sales managers in that survey work for other specialty trade contractors.
A salary plus commission on signed contracts and revenue milestones, per the template. Next to BLS pay for sales managers in the contractor category that holds fence companies, the salary opens below the bottom tenth, and even its top sits well below the median, which leaves commission to carry the pay. Fence milestones pile up in spring, so say whether the milestone bonus pays monthly or after the season.
Other specialty trade contractors
$118,560$118,560 median Middle half $82,840–$163,890 10th–90th $72,150–$204,970
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
Other specialty trade contractors
$72,150
$82,840
$118,560
$163,890
$204,970
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for fence contractors on their own. These figures cover other specialty trade 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 led reps who measure and price outdoor work in customers' homes
Puts commission terms, and any change to them, in writing on time
Checks a rep's drawing for footage, gates and slope before material is ordered
Sets clear rules for which jobs get a visit and which get a remote quote
Rides along on pool, slope and corner-lot estimates to coach the layout
Teach these on the job
Price tiers across your chain-link, wood, vinyl and aluminum lines
Each maker's limits on colors and styles
Your state's written wage notice rules
Your drawing and quoting app and aerial imagery tool
How the operations manager sets lead times
Day to day: an aerial imagery tool for remote quotes, the drawing and quoting app, and the CRM, read beside the operations manager's backlog in weeks. A useful interview task: hand a finalist three real drawings, one with a missed gate, and see what they catch.
Fence company 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 · Contract accuracy
Several jobs this month had disputes because contracts didn't spell out property line or removal terms. What do you do?
A strong answer: Updates the contract template, trains reps to review those terms with customers, and spot-checks contracts.
Behavioral · Coaching
Tell me about a rep whose measurements or quotes kept causing problems for install crews. How did you coach them?
A strong answer: Found the gap, such as missed gates or slope notes, rode along on site visits, practiced a measuring checklist and tracked install problems afterward.
Work out targets alongside the general manager from your own past seasons, and track remote quotes apart from in-person visits from the first month.
Monthly Revenue Increase
The month's signed revenue net of cancellations, beside the figure for that month a year ago, by rep and by material. Read it next to the install backlog: work the crews can't build until fall isn't growth yet.
Contract Closure Rate
Signed contracts divided by estimates run, for the team and each rep, with in-home visits and remote quotes on separate lines. Count a contract once its cancellation window has closed.
Lead Response Time
Hours from a lead landing in the CRM to a rep's first contact, by source. Spring weeks matter most, so report the slowest tenth of leads as well as the average.
Customer Satisfaction Rating
Post-install ratings by selling rep, read monthly. Split complaints into what the rep controls, such as layout and promised dates, and what the crew controls, and coach reps on the first.
Career path
Sales representativeMeasures yards, sells fence and learns which layouts cause callbacks.
Senior estimatorHandles builder subdivisions and school or park chain-link bids.
Sales managerWrites the pay plan, sets quoting rules and coaches the estimators.
General managerAnswers for a whole location: crews, office and profit.
The American Fence Association runs a two-day Sales Training School at its FENCETECH show, at AFA University in early November, and on the road. It covers consultative selling, negotiation and presenting solutions to fence and gate buyers. No AFA certification goes with this school, so treat it as training and still judge each rep on ride-alongs.
How much does a fence company sales manager make?
Sales managers who work for other specialty trade contractors earned a median of $118,560 a year ($57.00 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $82,840 and $163,890 a year. Pay also depends on your local market, experience and bonus terms.
Who should get pool fence leads?
Only reps you've cleared for them, because a pool fence that fails a barrier inspection means a rebuild and an unhappy family. Keep that roster in the CRM, and have the master installer check each new rep's first few pool layouts before they're priced. Watch that the roster doesn't turn into a way to hand one rep all the big jobs.
What should a fence contract say about the property line?
Have a lawyer write the clause, then make every rep use it. The homeowner shows where the line is, from corner pins or a survey, and the contract says the company builds to that line. A rep who guesses from an old fence or a neighbor's word sets up a dispute the company may pay to fix. When pins are missing, the sale waits for a surveyor.
Why does a fence sales manager posting mention climbing and weather?
Because the manager checks work in the yard, not only at a desk. Picture a final walk with an upset homeowner in March sleet, a step up a retaining wall to sight down a line, or a sample gate and hinge kit carried from the truck. Near a running auger or saw, your safety rules call for boots and eye protection. Leave the template's wording alone, list these tasks beside it, and say who handles requests for accommodation.
