Territory Outside Sales Representative Real Estate Inspection & Home Warranty Services (East Bay)

Published: 6/14/2022

Job Description

As a Territory Account Manager, you will be selling residential real estate inspection, disclosure, home warranty and repair services to real estate agents, brokers, real estate teams, transaction coordinators, escrow officers and brokerage offices. You will be taking over an existing client base in your territory and building on it, developing new business from a company-supplied list and your own prospecting. You will not sell directly to homeowners. This is an outside/field sales role — your car is your office, and you will be in the field Tuesday through Friday. This position provides a base salary of $85,000 – $95,000 USD, plus uncapped commissions and monthly performance bonuses, along with other perks. You will report to the Sales Director for California.

COMPENSATION & BENEFITS

$85,000 – $95,000 USD base salary, plus commissions and bonuses
Year 1 OTE: $90,000 – $115,000 USD
Year 2 OTE: $95,000 – $125,000 USD
Monthly personal performance bonuses for meeting established sales goals
Vehicle allowance and mileage reimbursement
Health benefits
Cell phone
Expense account
Employee recognition, gifts and rewards

THE COMPANY & CULTURE
Our client was founded around 1988 and has been in business for 38 years. It is an established, mature company with 10–15% annual revenue growth. The company provides residential real estate inspection, disclosure, home warranty and repair services to real estate professionals and their clients throughout California. Its client base is thousands of real estate agents and brokerage offices across the state, and it is highly diversified and not concentrated among a small number of top clients. The culture is family-oriented and relationship-driven, with a strong focus on performance and accountability. It is competitive, hardworking and results-driven, while still maintaining a supportive, collaborative environment.

OFFICE LOCATION & SALES TERRITORY

Head Office: Livermore, CA, USA
Work arrangement: Work from home in Northern California — in the field Tuesday through Friday, approximately 60% of your time in the field
Sales territory: Richmond / East Bay (Alameda, Contra Costa and Solano Counties) with Northern California.
Working hours: Monday to Friday

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

5–10 years of sales experience in a real estate-related industry, with 3+ years of Outside/field sales experience is required
Existing relationships within your territory's real estate community — real estate agents, brokers, teams and brokerage offices
Industry experience preferred: Natural Hazard Disclosure (NHD), escrow & title, home warranty, home & property inspection services, or other services sold directly to real estate agents and brokers
Strong prospecting and business development skills
Excellent communication and presentation skills, and the ability to build rapport quickly
Independence, organization and follow-through, with a competitive, goal-driven mindset
Comfortable networking both one-on-one and in large groups
Social media confidence — comfortable using social media and video to strengthen visibility and personal brand
Valid California driver's license and reliable vehicle required

TECHNICAL SKILLS

Company-issued iPad & iPhone / cell phone — Provided
Expense account / PEX card — Provided
Social media and video for territory visibility and personal brand building
Office presentations and agent one-on-one presentation tools

THE PRODUCT / SERVICE / SOLUTION

Residential home inspection services
Termite inspection and repair services
Roof inspection services
Pool/spa inspection services
Sewer lateral inspection services
Natural Hazard Disclosure (NHD) reports
Home warranty and home warranty repair services
All services are sold to real estate professionals for their transactions and their clients throughout California.

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

Real estate agents — primary customers
Real estate brokers and brokerage offices
Real estate teams
Transaction coordinators
Escrow officers
Primary decision-makers: the individual agent, the broker, and the brokerage office

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

Existing client base in the territory is assigned on Day 1 — you take it over and build on it
New business is referral-driven — account managers develop additional referral business from real estate professionals and brokerages
Year 1 time split drives the sales activity: 50% new business development, 25% account management, 25% administrative duties, shifting toward account management in Year 2

COMPETITIVE ADVANTAGES

Established company, in business for 38 years, with 10–15% annual revenue growth
Full service offering under one company — home, termite, roof, pool/spa and sewer lateral inspections, disclosure (NHD), and home warranty and repair services
Thousands of existing real estate agent and brokerage relationships across California — a diversified client base, not dependent on a small number of top clients
Established internal sales support team behind every Account Manager
Account managers are the face of the company to real estate agents — a referral-driven model built on long-term relationships
110 of 130 employees are local to the Northern California headquarters in Livermore

TYPICAL DAY & DUTIES
Year 1 time allocation:

50% New Business Development
25% Account Management
25% Administrative Duties
The mix shifts toward account management in Year 2.

On a typical day, you will spend your time in the field, inside real estate offices and throughout the local real estate community, Tuesday through Friday

Grow presence throughout your territory, and grow its inspection, home warranty and NHD business
Prospect and develop new agent and broker relationships, from a company-supplied list and your own prospecting
Strengthen and grow existing accounts in the client base you have taken over
Conduct office presentations and agent one-on-ones
Attend broker tours, association meetings, networking events and industry functions
Build a consistent presence within your territory
Use social media and video to strengthen your visibility and personal brand
Work alongside an established internal support team

LEADS

Leads come from a company-supplied list and your own prospecting
An existing client base in your territory is assigned to you — you take it over and build on it
New business also comes through referrals from existing real estate agent and brokerage relationships

OVERNIGHT TRAVEL
Territory-local field travel, in the field Tuesday through Friday. No overnight travel was specified for this role.

SUPPORT & TRAINING

You will report to the Sales Director for California
Ongoing coaching from your manager, while leaving you autonomy to develop your territory
Established internal sales support team
Company-issued cell phone and expense account provided

WHY YOU SHOULD APPLY

An existing client base to take over on Day 1, not a cold start from zero
Established, mature company — 38 years in business, 10–15% annual revenue growth, and average employee tenure of 5–10 years
Real earning upside — base with uncapped commission, monthly performance bonuses
You are the face of the company in your market — run your territory like your own business, with a manager who coaches in the field and then gives you autonomy
Support behind you — an established internal support team, vehicle allowance and mileage, an expense account, and a relationship-driven, family-oriented culture

Equal Opportunity Employer

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.

Not the Right Fit? We May Have Other Roles for You.

If this particular role isn’t the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.

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