Commercial general contractor sales representative job description
A commercial general contractor's sales rep finds owners, landlords and tenants planning a fit-out or renovation. They walk the space, bring back what the estimators need to price it, present the proposal and follow up until the contract is signed.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, commercial building contractors · BLS, May 2025
General Contractor - Commercial - Sales Representative
Company Name:
[INSERT COMPANY NAME HERE]
Department:
Sales
Reports to:
[Sales Manager]
Location:
[INSERT LOCATION HERE]
1. Position Summary
Serve as a key driver for revenue growth by engaging potential clients and finalizing commercial deals. Represent our commercial general contracting services to build and maintain strong customer relationships. Conduct detailed site reviews to assess client needs and propose tailored solutions. Contribute to overall company success by consistently exceeding sales targets and enhancing customer satisfaction.
2. Essential Duties and Responsibilities
Identify and engage potential commercial clients through strategic outreach and networking.
Conduct comprehensive site evaluations to understand project requirements.
Present proposals and negotiate contract terms to finalize deals.
Collaborate with cross-functional teams to ensure seamless project execution.
3. Key Tasks / Daily Activities
Prospect and generate new leads by researching and targeting potential commercial clients.
Schedule and perform on-site reviews to assess client project scopes.
Develop and deliver compelling presentations and proposals to decision-makers.
Follow up with clients post-meeting to address inquiries and secure contracts.
4. Key Performance Indicators (KPIs)
New Sales Closed per Month: 8 deals.
Client Retention Rate: >90%.
Sales Conversion Rate: 30% of qualified leads turned into contracts.
Customer Satisfaction Rating: >4.8 stars.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, Construction Management, or a related field.
Minimum of 3 years in sales, preferably within commercial contracting or related industries.
Excellent communication and negotiation skills with a strong customer focus.
Demonstrated ability to manage multiple projects while maintaining attention to detail.
6. Preferred Experience
Experience in the commercial general contracting or construction services industry.
Proven track record of meeting or exceeding sales targets in a competitive environment.
Familiarity with industry-specific software and CRM platforms.
Prior successful management of large-scale commercial projects.
7. Physical Requirements
Ability to travel to different job sites as needed.
Capacity to conduct on-site inspections requiring moderate physical activity.
Comfort working in varying environmental conditions including outdoor sites.
Ability to operate standard office equipment and mobile devices.
8. Work Environment and Schedule
Regular business hours with occasional evening or weekend meetings as required.
Approximately 30% travel for site visits and client meetings.
Fast-paced and dynamic work setting requiring adaptability to changing deadlines.
On-call duties may be required in coordination with project deadlines.
9. Compensation and Benefits
Base salary range: $50,000 - $70,000 USD annually.
Commission structure based on finalized deals and sales revenue.
Health, Dental, and Vision insurance.
Additional benefits include 401k plan and paid time off.
10. Company Culture and Overview
We are a growth-oriented company that values innovation, collaboration, and continuous improvement.
Our culture empowers employees to take ownership and succeed in a team-driven environment.
We provide ongoing professional development opportunities to support career advancement.
Our inclusive and dynamic workspace is designed to foster creativity and high performance.
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].
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What a sales rep does differently at a commercial general contractor
The rep here sells a building project, not a service call. Bid notices, the site walk and rules the client hasn't heard of yet all shape what the rep asks and writes down.
Delaware posts public jobs for two weeks
Delaware agencies must post each large public works job, one above the state's small-contract limit, for two weeks in a row unless a shorter time is approved. The notice goes on the state's online bid system. A rep chasing public work should check that system on a set day each week. A job spotted late leaves little time to walk the site and get sub prices. Source: Delaware Code, Title 29, Chapter 69, Subchapter IV (§ 6962, large public works contracts).
On federal jobs, the site walk is on you
Federal construction contracts can include a clause where the builder confirms it looked into the site. That covers things like power, water, storage space and access that affect the work and its cost. Skipping the visit doesn't excuse a bad estimate. After every walk, give the estimator photos, measurements and a written list of what you saw. Source: eCFR: FAR 52.236-3, Site Investigation and Conditions Affecting the Work.
A fit-out can pull in accessibility work
When a business remodels the part of a space where its main work happens, federal ADA rules reach beyond that room. The route to the altered area, plus the restrooms, phones and drinking fountains serving it, must be made accessible as far as feasible. That added work counts as disproportionate once it tops a fifth of the main alteration's cost, but the owner still does what fits within that fifth. Flag old restrooms and narrow doors on the site walk, so the client hears about it before the price does. Source: eCFR: 28 CFR 36.403, Alterations: Path of travel.
Get the work letter at the first meeting
In a leased space, the landlord's work letter often sets the tenant's construction allowance and which work each side pays for, and the building has its own rules for contractors. Ask for both at the first meeting. A proposal priced to the wrong party, or one that skips the landlord's approval steps, will stall at signing.
How much commercial general contractor sales representatives make
The closest BLS group for commercial general contractor sales representatives is sales representatives of services. Sales representatives of services who work for commercial and industrial builders earned a median of $44.63 an hour ($92,830 a year) in May 2025, according to the Bureau of Labor Statistics. That’s above the $69,990 median for sales representatives of services in all industries. About 5,210 of the 1,256,010 sales representatives of services in that survey work for commercial building contractors.
Pay is usually a base plus commission on each signed contract. The template's base is on the low side of BLS pay for commercial builders' sales reps and under the midpoint.
Commercial building contractors
$92,830$92,830 median Middle half $65,510–$130,290 10th–90th $46,840–$192,390
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$200k$225k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Commercial building contractors
$46,840
$65,510
$92,830
$130,290
$192,390
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS doesn’t publish pay for commercial general contractors on their own. These figures cover nonresidential building construction, 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
Reading floor plans and knowing what a site walk needs to check
Asking plain questions about budget, schedule and who signs
Writing a scope summary an estimator can price
Following up steadily on a sale that can run for months
Presenting proposals to owners, tenants and their architects
Teach these on the job
Your CRM and bid-tracking steps
The public bid portals in your states
What triggers ADA path of travel work
Your price types and proposal formats
Your company's building types and past jobs to cite
Expect a CRM, a phone or tablet for site photos, a laser measure, and a plan viewer such as Bluebeam Revu for marking up drawings. If you bid public work, name the portals the rep will watch.
Commercial general contractor 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 · Opening doors
A prospect says they always use another general contractor and are happy. How do you open the door?
A strong answer: Respects the relationship, asks about upcoming projects and frustrations, offers useful help (budget numbers, constructability input), and asks to be on the bid list for a good fit.
Behavioral · Closing large deals
Tell me about the largest commercial project you brought in, from first contact to signed contract.
A strong answer: Names the client and project type, how they reached the decision makers, what the client cared about (budget certainty, schedule, work in an occupied building), how they brought in estimating and operations, and what closed it.
Commercial general contractor sales representative KPIs
The template's numbers are samples. A rep selling large renovations closes fewer, bigger deals than one selling office refreshes, so set targets by the work you want.
New Sales Closed per Month
Count contracts signed in the month, dated by the owner's signature. Report contract value beside the count so one new building isn't weighed the same as a small office refresh.
Client Retention Rate
Of the owners and property managers who gave you work before, the share who invited you to bid again or signed new work. Pull it from the CRM by client, not by project.
Sales Conversion Rate
Signed contracts divided by qualified proposals the rep presented, over a rolling period long enough to cover your usual time to sign.
Customer Satisfaction Rating
Ask the owner's contact to rate the sales process right after signing, before construction colors the answer. Compare it with the turnover survey the project team runs.
Career path
Estimator at a builder or subcontractorPrices bids and sees where scope gets missed.
Sales representativeFinds owners and tenants and wins their projects.
Senior account managerLooks after the company's largest repeat owners.
Sales managerLeads the reps and picks which jobs to chase.
Other roles in a commercial general contractor business
Commercial general contractor sales representative FAQ
Who should go with the rep on a first site walk?
For a paint-and-carpet refresh, the rep can often walk it alone with a good checklist. Bring the estimator or a superintendent when the job moves walls, touches the roof or structure, or adds restrooms, break rooms or lab sinks. Those change the plumbing, electrical, heating and cooling work. A second set of eyes saves a return trip. It also shows the owner you take the job seriously.
How much does a commercial general contractor sales representative make?
Sales representatives of services who work for commercial and industrial builders earned a median of $44.63 an hour ($92,830 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $65,510 and $130,290 a year. Pay also depends on your local market, experience and overtime.
What does the rep do once the contract is signed?
Hand the job to the project manager at a kickoff meeting and pass on everything promised along the way: access hours, phases, special finishes and the owner's key contacts. After that, the project team runs the job and its change orders. The rep checks in with the client at milestones and at turnover, and asks about the next site or the next tenant.
What should a new rep learn first?
A handful of the company's best past jobs, sorted by building type, so they can talk about them from memory. Then how your estimators want scope written, which bid portals and plan rooms you watch, and which owners already know you. Time shadowing a project manager on live jobs teaches the gap between what sales promises and what the field can deliver.
What does the outdoor and on-site part of this job involve?
The template's lines on moderate physical activity and outdoor sites cover work like walking a vacant shell or a dirt pad in sun, rain or cold. Reps take the stairs where the elevator isn't running yet, step around stored materials, and look above a ceiling tile from a stepladder. Live jobs call for a hard hat, glasses and work boots. Ask whether a candidate can perform these tasks, with a reasonable accommodation if needed.
