A restoration sales representative wins water, fire and mold losses by building a route of referral partners, mostly in plumbing, insurance and property management. When a loss comes in, the rep meets the owner, walks the damage, goes over the estimate, and gets the job signed.
By the HireBus team · Updated · Pay data: BLS, May 2025
Responsible for delivering exceptional sales performance in the restoration services market by providing detailed estimates, closing deals with insurers and homeowners, and building lasting relationships with clients. Acts as a key contributor to the company's revenue growth and customer satisfaction targets through proactive engagement and strategic negotiations.
2. Essential Duties and Responsibilities
Provide detailed restoration project estimates to homeowners and insurers.
Close sales deals through skilled negotiations and clear communication of service value.
Foster and maintain long-term relationships with clients to secure repeat business and referrals.
Collaborate with internal teams to ensure accurate project scope and timely service delivery.
Maintain up-to-date knowledge of industry standards, regulations, and competitor activities.
3. Key Tasks / Daily Activities
Conduct on-site visits to assess restoration needs and generate accurate estimates.
Meet with insurers and homeowners to discuss project details and secure contracts.
Follow up on leads and maintain regular contact with potential and current clients.
Update and manage sales CRM to track progress and plan next actions.
Coordinate with project managers and field teams to ensure seamless service execution.
4. Key Performance Indicators (KPIs)
Monthly Sales Revenue: Achieve a minimum of $50,000 in closed deals per month.
Conversion Rate: Secure at least 70% conversion from estimates to signed contracts.
Customer Satisfaction Rating: Maintain an average rating of >4.8 stars based on client feedback.
New Leads Generated: Generate a minimum of 15 qualified leads per month.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field preferred.
A minimum of 2 years of experience in sales, preferably in home services or a related industry.
Excellent communication, negotiation, and presentation skills.
Proficient in CRM software and Microsoft Office Suite.
Strong interpersonal skills with the ability to build and nurture client relationships.
6. Preferred Experience
Experience in the restoration or construction services industry.
Demonstrated success in achieving or exceeding sales targets.
Familiarity with insurance claims processes and procedures.
Proven track record of establishing long-term client relationships in a competitive market.
7. Physical Requirements
Ability to conduct on-site assessments which may involve moderate physical activity.
Occasional lifting and carrying of equipment up to 25 lbs.
Work in varied weather conditions during site visits.
Frequent travel between job sites and office locations.
8. Work Environment and Schedule
Standard work hours: Monday through Friday, 8:00 AM to 5:00 PM.
Occasional evening or weekend appointments as required by client schedules.
Regular travel throughout the service area is expected.
A mix of office-based and on-site work environments will be required.
9. Compensation and Benefits
Base salary range: $45,000 - $55,000 per year, depending on experience.
Competitive commission structure based on closed deals and revenue targets.
Health, Dental, and Vision insurance plans.
401k plan with company match.
Additional fringe benefits including paid time off and professional development opportunities.
10. Company Culture and Overview
We are a growth-oriented company that values transparency, teamwork, and innovation.
We empower our employees to achieve both personal and professional growth in a supportive environment.
Our culture is built on mutual respect and a shared drive to excel in the restoration services market.
We celebrate our diverse team and are committed to creating an inclusive workplace where every voice is heard.
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
A restoration rep sells to people who never planned to buy, with an insurance company paying most of the bill. That changes who the rep calls on, what the estimate has to survive, and the paperwork at the kitchen table.
The week is built around a partner route
The first person to hear about a leak or a fire is often not the restorer. So the rep spends the week with the people who are: plumbing shops, agents, apartment managers and HOA boards. The rep visits on a schedule and brings something useful, such as a short class on water damage for an agency's staff. Then the rep keeps each partner posted on the jobs they send.
Every estimate gets read line by line
When the rep walks a loss and goes over the estimate, an adjuster will check each line, often in Xactimate, Verisk's claims estimating software. Photos, moisture readings and measurements have to back every line. A rep who quotes the owner a number before the scope is written sets up a hard talk when the approved amount comes back lower. Source: Verisk: Xactimate property claims estimating software.
Emergency signatures follow their own rule
Drying work is often signed in the owner's kitchen hours after the loss. The FTC treats that as a home sale, and its Cooling-Off Rule lets the owner change their mind for three business days, invited visit or not. In a real emergency the owner can give up that right, but only if they reached out to you first and write, date and sign a separate note in their own hand describing the emergency and waiving the right. A checkbox won't do. Some states give buyers more cancel rights. Source: eCFR: 16 CFR Part 429, the FTC Cooling-Off Rule.
Owners can usually pick their own contractor
Some owners think they must use the company their insurer named. Washington's insurance office tells homeowners an insurer may suggest a list of "preferred providers," but the owner has the right to pick the contractor. Policies and state rules differ. So the rep sticks to facts about your company and never runs down the other one. Source: Washington Office of the Insurance Commissioner: hiring a contractor for a homeowner insurance claim.
Each kind of loss needs a different first visit
On a fresh water loss, the owner wants a crew today, so the rep gets the work order signed and drying started; the full estimate comes later. A fire owner may meet several companies that week, and a written plan from board-up to rebuild gives them something to compare. On mold, the rep starts with the leak. EPA says that if the water problem isn't fixed, the mold will most likely come back. Source: EPA: A brief guide to mold, moisture and your home.
How much restoration sales representatives make
The closest BLS group for restoration sales representatives is sales representatives of services. Sales representatives of services who work for remediation companies earned a median of $31.68 an hour ($65,900 a year) in May 2025, according to the Bureau of Labor Statistics. That’s below the $69,990 median for sales representatives of services in all industries. About 3,610 of the 1,256,010 sales representatives of services in that survey work for remediation companies.
A base salary plus commission, often with a car allowance or mileage. Paying commission on collected revenue instead of signed contracts protects you when an insurance job shrinks, grows or stalls for months before the check arrives.
Remediation companies
$65,900$65,900 median Middle half $49,970–$91,620 10th–90th $38,880–$127,200
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
Remediation companies
$38,880
$49,970
$65,900
$91,620
$127,200
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS doesn’t publish pay for restoration contractors on their own. These figures cover remediation and other waste management services, 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
Builds trust with tradespeople and agents over months of short visits
Explains a scope of work to an upset owner in plain words
Reads the room at a fresh loss and knows when to come back tomorrow
Keeps the CRM current on every partner and open estimate
Plans a week of driving between partners and losses without a manager's help
Teach these on the job
Water categories, drying basics and what crews do on each loss
Xactimate line items, supplements and what adjusters push back on
Your contracts, work orders and cancel notices
Your partner list, visit schedule and lunch-and-learn material
What your state allows contractors to say about insurance claims
Reps live in a CRM, either the one in your job platform (DASH, Albi, PSA, Xcelerate) or a standalone CRM, and a phone or tablet for photos, moisture readings and e-signatures. Say whether the rep writes estimates in Xactimate or presents ones a project manager wrote, since that changes who will apply.
Adjust the blueprint's targets to your market and your partners. Revenue from one big fire job can hide a thin month of partner visits, so watch both.
Monthly Sales Revenue
Value of signed jobs credited to the rep each month, from the job system. Set the credit rule first: every job from the rep's partners, or only jobs the rep closed in person.
Conversion Rate
Signed contracts divided by estimates presented. Look at water, fire and mold separately, and note when the owner chose the carrier's pick instead.
Customer Satisfaction Rating
Owner survey scores on the rep's jobs when they close. Ask the partner who sent the job, too, whether their customer was looked after; that answer decides whether they send the next one.
New Leads Generated
Leads the rep turned up, from partners or prospecting, each logged with its source. Write down what makes a lead qualified, such as a real loss and an owner you can reach.
Career path
Outside sales in insurance or building supplyBrings prospecting habits; learns losses and claims in training.
Sales RepresentativeWorks a partner route and closes new jobs.
Commercial accounts repOwns property managers, schools and pre-loss agreements.
Sales ManagerLeads the sales team and the partner program.
Mornings often go to partner visits: a plumbing shop, an insurance agency, a property manager's office. Afternoons go to site meetings with owners, to walk a new loss or go over an estimate, and to CRM notes. When a partner sends a job, the rep calls the owner the same day and tells the partner it's handled.
How much does a restoration sales representative make?
Sales representatives of services who work for remediation companies earned a median of $31.68 an hour ($65,900 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $49,970 and $91,620 a year. Pay also depends on your local market, experience and overtime.
Do restoration sales reps write the estimates?
Companies split it differently. The blueprint has the rep providing estimates, and in some shops reps write them in Xactimate. In others a project manager or estimator writes the scope, and the rep presents it and owns the relationship. Decide which you need before you post: a rep who estimates needs Xactimate skill from the start, and a partner-focused rep doesn't.
Should a restoration sales rep take IICRC classes?
IICRC certifications are industry credentials, not state licenses. Still, the WRT class on water damage covers water losses, sewer backflows and contamination, which are the things plumbers and adjusters will quiz a rep on. The certification has no prerequisites, so a new rep can sit for it in their first season.
What should a restoration sales rep bring to a partner visit?
Something the partner can use. Photos from a job they sent, before and after, with a word on how it went. A card or magnet with your after-hours number for their trucks or front desk. A quick answer to a question they asked last time. Empty-handed check-ins wear thin fast; useful ones get the rep's number saved in the plumber's phone.
When will a new restoration sales rep start bringing in steady work?
Expect months, not weeks. Partners send jobs to people they trust, and trust comes from showing up and from how the first few jobs go. Judge a new rep early on activity: visits made, partners added, and how fast they reach owners. Hold them to revenue once their route has had time to work.
