Sales & Client Retention Specialist
North Little Rock
Sales & Client Retention Specialist
Full Time • North Little Rock
Benefits:
- 401(k)
- 401(k) matching
- Bonus based on performance
- Company car
- Company parties
- Competitive salary
- Dental insurance
- Opportunity for advancement
- Paid time off
- Training & development
- Vision insurance
About Natural State Horticare
Natural State Horticare (NSH) provides science-based lawn and ornamental care throughout Central
Arkansas. We're not a "spray and pray" outfit; every treatment is part of a deliberate, soil-first
agronomic program, and our clients pay a premium because they're paying for expertise, real
diagnostics, and honest advice, not the cheapest possible route stop. When someone calls NSH, a
trained person answers, not a script.
About the Role
We're looking for a Sales & Client Retention Specialist to become the primary point of contact for our
existing client base. This role should be the person clients trust to correctly diagnose what's happening
in their yard and recommend the right next step, not just the next sale.
This is not a typical sales role, and it is not commission-based. We don't want sales for sales' sake. A
sale that isn't properly qualified and explained tends to cancel later and can cost us a review, so we'd
rather gain ideal clients more slowly by setting realistic expectations and selling through genuine turf
and plant knowledge. If that philosophy doesn't fit how you like to sell, this isn't the right seat.
Because of the depth of horticultural knowledge this role demands, we consider this a two-year-
minimum position to reach full proficiency (depending on prior experience). The two-year timeline is
calibrated to allow sales staff to observe lawns move through every seasonal transition twice. This is a
long-term position for someone who wants to build real expertise and grow with the company, not a
short-term sales gig.
What You'll Actually Be Doing
● Diagnosing real problems. Field client calls, texts, and emails about lawn and ornamental
issues, and correctly diagnose what's going on using a genuine working knowledge of warm-
season turfgrass (Bermuda, Zoysia, St. Augustine, Centipede) and ornamental plant health.
● Recommending, not pushing. Once a problem is correctly identified, recommend and sell the
appropriate program or service, clearly explaining the "why" so the client understands what
they're buying and why it's the right fit for their property.
● Retaining clients through trust. Serve as the ongoing point of contact for our existing client
base, providing knowledgeable, responsive support that keeps clients enrolled year after year.
● Communicating well in writing. Draft clear, professional emails and texts that clients can act
on. This role requires strong written communication skills, not just a good phone voice.
● Following through internally. Keep information moving accurately between clients,
technicians, and management. This role serves as a hub for internal communication, and
nothing can fall through the cracks.
What We're Looking For
Willingness to genuinely learn warm-season turfgrass science and ornamental plant health at a
diagnostic level; prior horticultural background is a plus, but what matters most is the ability
and drive to reach that level of expertise over time.
○ We can teach horticultural expertise. Our top priority is character and personality traits
that aren’t necessarily trainable.
● Excellent phone presence paired with strong, professional writing skills for email and text.
● High personal organization and reliable follow-through: you keep track of what you said you'd
do, and you do it.
● A sales style built on education and honesty, not pressure. You're comfortable telling a client
"this probably isn't the right fit" when that's the truth.
● Comfort with a support-heavy sales role; this is as much about taking care of existing clients as
it is about closing new business with them.
Compensation
● Salaried position: Starting between $65,000–$85,000 per year, depending on experience.
○ Not commission-based. We pay for sound judgment and client retention, not sales
volume.
● Retirement: 401K match up to 4%
● Healthcare: OSEHRA (Qualified Small Employer HRA). We (the employer) set a monthly
allowance up to $350; you (the employee) submit proof of your individual marketplace
premium; and the reimbursement is tax-free for both the employer and the employee.
● Professional Mastery Fund: This fund of up to $1,000 per year covers the costs of licensing,
recertification, and ongoing training.
● Mastery Bonus: Because of the depth of horticultural knowledge this role demands, we
consider this a two-year-minimum position to reach full proficiency (depending on prior
experience). The two-year timeline is calibrated to allow sales staff to observe lawns move
through every seasonal transition twice.
○ At the 12-month mark, you’ll receive a $1000 bonus.
○ At the 24-month mark, you’ll receive a $2000 bonus.
● Client Retention Bonus: An annual bonus of up to $1500 will be awarded if retention
benchmarks are met.
● Tech & Transportation Perks: While employed at Natural State Horticare, sales staff will be
provided with well-maintained and up-to-date transportation and technology.
○ Company Phone: Sales staff will be provided an iPhone within 2 generation cycles.
○ Company Computer: Sales staff will be provided a MacBook for office and mobile work.
○ Company Car: Sales staff will be provided with a brand-wrapped Toyota Corolla for all
sales- and customer-retention-related driving. No need to put miles on your personal
car.
Natural State Horticare (NSH) provides science-based lawn and ornamental care throughout Central
Arkansas. We're not a "spray and pray" outfit; every treatment is part of a deliberate, soil-first
agronomic program, and our clients pay a premium because they're paying for expertise, real
diagnostics, and honest advice, not the cheapest possible route stop. When someone calls NSH, a
trained person answers, not a script.
About the Role
We're looking for a Sales & Client Retention Specialist to become the primary point of contact for our
existing client base. This role should be the person clients trust to correctly diagnose what's happening
in their yard and recommend the right next step, not just the next sale.
This is not a typical sales role, and it is not commission-based. We don't want sales for sales' sake. A
sale that isn't properly qualified and explained tends to cancel later and can cost us a review, so we'd
rather gain ideal clients more slowly by setting realistic expectations and selling through genuine turf
and plant knowledge. If that philosophy doesn't fit how you like to sell, this isn't the right seat.
Because of the depth of horticultural knowledge this role demands, we consider this a two-year-
minimum position to reach full proficiency (depending on prior experience). The two-year timeline is
calibrated to allow sales staff to observe lawns move through every seasonal transition twice. This is a
long-term position for someone who wants to build real expertise and grow with the company, not a
short-term sales gig.
What You'll Actually Be Doing
● Diagnosing real problems. Field client calls, texts, and emails about lawn and ornamental
issues, and correctly diagnose what's going on using a genuine working knowledge of warm-
season turfgrass (Bermuda, Zoysia, St. Augustine, Centipede) and ornamental plant health.
● Recommending, not pushing. Once a problem is correctly identified, recommend and sell the
appropriate program or service, clearly explaining the "why" so the client understands what
they're buying and why it's the right fit for their property.
● Retaining clients through trust. Serve as the ongoing point of contact for our existing client
base, providing knowledgeable, responsive support that keeps clients enrolled year after year.
● Communicating well in writing. Draft clear, professional emails and texts that clients can act
on. This role requires strong written communication skills, not just a good phone voice.
● Following through internally. Keep information moving accurately between clients,
technicians, and management. This role serves as a hub for internal communication, and
nothing can fall through the cracks.
What We're Looking For
Willingness to genuinely learn warm-season turfgrass science and ornamental plant health at a
diagnostic level; prior horticultural background is a plus, but what matters most is the ability
and drive to reach that level of expertise over time.
○ We can teach horticultural expertise. Our top priority is character and personality traits
that aren’t necessarily trainable.
● Excellent phone presence paired with strong, professional writing skills for email and text.
● High personal organization and reliable follow-through: you keep track of what you said you'd
do, and you do it.
● A sales style built on education and honesty, not pressure. You're comfortable telling a client
"this probably isn't the right fit" when that's the truth.
● Comfort with a support-heavy sales role; this is as much about taking care of existing clients as
it is about closing new business with them.
Compensation
● Salaried position: Starting between $65,000–$85,000 per year, depending on experience.
○ Not commission-based. We pay for sound judgment and client retention, not sales
volume.
● Retirement: 401K match up to 4%
● Healthcare: OSEHRA (Qualified Small Employer HRA). We (the employer) set a monthly
allowance up to $350; you (the employee) submit proof of your individual marketplace
premium; and the reimbursement is tax-free for both the employer and the employee.
● Professional Mastery Fund: This fund of up to $1,000 per year covers the costs of licensing,
recertification, and ongoing training.
● Mastery Bonus: Because of the depth of horticultural knowledge this role demands, we
consider this a two-year-minimum position to reach full proficiency (depending on prior
experience). The two-year timeline is calibrated to allow sales staff to observe lawns move
through every seasonal transition twice.
○ At the 12-month mark, you’ll receive a $1000 bonus.
○ At the 24-month mark, you’ll receive a $2000 bonus.
● Client Retention Bonus: An annual bonus of up to $1500 will be awarded if retention
benchmarks are met.
● Tech & Transportation Perks: While employed at Natural State Horticare, sales staff will be
provided with well-maintained and up-to-date transportation and technology.
○ Company Phone: Sales staff will be provided an iPhone within 2 generation cycles.
○ Company Computer: Sales staff will be provided a MacBook for office and mobile work.
○ Company Car: Sales staff will be provided with a brand-wrapped Toyota Corolla for all
sales- and customer-retention-related driving. No need to put miles on your personal
car.
Compensation: $65,000.00 - $85,000.00 per year
Our Guiding Principles
- Chemical Reduction. Our programs can reduce chemical inputs by up to 90% without sacrificing control of weeds, pests, and disease. Unfortunately, herbicides, insecticides, and fungicides are still required to achieve our standards.
- Quality. We represent the alternative to the standard business model. Being cheap is NOT our goal. We choose our products and methods by asking two questions: Is it the most effective option? and Is it the safest option? Price is a secondary consideration.
- Knowledge. We have real humans to answer your calls, emails, and texts, and they actually work here... in this building. Everyone from techs to office staff are trained extensively. We've created a unique process to catch, notify, and educate clients of issues before they even ask.
- Integrity. Our culture is one of mutual respect for our staff and clients. By implementing policies and procedures that demand personal accountability, paying industry-leading salaries to employees at every level, and culling those who don't meet our high standards, integrity has become inherent and "baked into" our DNA.
Putting it simply, we use the highest quality products, applied with the most meticulous methods, by the most well trained staff.
Our Founding
Natural State Horticare was founded in 2012 by best friends Andrew Kenley and Kyle Melton, who had been inseparable since junior high school. Their journey began immediately after completing apprenticeships at an organic farm, where they cultivated a shared passion for sustainable agriculture and soil stewardship.
Starting a business with little more than a dream, Andrew and Kyle faced the challenge of launching a company without any financial backing. In a bold move, Andrew traded his car to purchase their first truck. Basic equipment was bought on a credit card, and the company’s first “shop” was the basement of Kyle’s childhood home. Their initial marketing strategy was as grassroots as it gets—flyers pinned to light poles around town.
From these humble beginnings, Natural State Horticare has grown into an industry disruptor, boasting a 10-vehicle fleet and operating out of a 10,000-square-foot facility in North Little Rock. This transformation was fueled by a vision that drew from their time on the farm, Andrew’s experience working at renowned golf courses like The Alotian Club, and the influence of Kyle’s father, a respected superintendent of several golf courses in Central Arkansas. Together, Andrew and Kyle set out to redefine lawn care.
Their vision was clear: to combine the meticulous, no-expense-spared approach of PGA-level golf course management with the ecological principles they learned on the farm, such as soil stewardship, safety, and chemical reduction. They sought to create a new kind of lawn care company—one that equally prioritized quality and responsibility.
As industry outsiders, Andrew and Kyle entered a field they viewed as stagnant and often reckless, determined to set a new standard. Their innovative approach has not only challenged the status quo but reshaped expectations for what lawn care can be. Over the past decade, they’ve remained deeply involved in every aspect of the business, continually refining their methods and striving for excellence.
From trading a car for a truck to leading an industry, the story of Natural State Horticare is one of grit, vision, and an unwavering commitment to doing things differently—and better.
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