JOB DESCRIPTION

Expansion Officer (EO) & Sales/Secretary Job Description

Overview

This role supports both network execution and project conversion, split into two distinct but coordinated functions:

• Expansion Officer (EO): Builds and manages Obsidian’s vendor network (supply side)
• Sales/Secretary: Intakes and converts inbound leads into signed projects (demand side)

Together, these roles ensure consistent project flow and reliable nationwide execution.

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Core Roles & Responsibilities

Expansion Officer (EO) – Vendor Network (Supply Side)

• Recruit, close, onboard, and follow up with:
  • Obsidian Super Subs (reconstruction)
  • Obsidian Mitigation Vendors
• Identify regions where vendor coverage is needed and actively source accordingly. Typically alerted of locational needs by Biz Devs and PMs
• Vet vendors to ensure competance and compliance with Obsidian Expectations Agreements
• Onboard vendors into systems, workflows, and payment structures
• Monitor ongoing vendor performance, compliance, and relationship health
• Maintain organized records of outreach, status, and vendor activity
• Ensure vendors are aligned with operational standards and project requirements
• If partner (plumber, roofer, broker, etc.) opportunities arise, pass to Business Development

Sales / Secretary – Lead Intake & Conversion (Demand Side)

• Manage all inbound leads sent to Obsidian
• Execute structured follow-up sequences (call, text, email) per SOPs
• Nurture leads through pipeline stages: new → active → closed or dead
• Convert qualified leads into signed contracts/work authorizations
• Maintain CRM accuracy with detailed notes, communications, and status updates
• Ensure fast response times and persistent follow-up until resolution
• Act as the first point of contact and represent the company professionally
• Coordinate with Operations and Project Management for clean handoff post-close

Shared Responsibilities

• Maintain accurate and timely documentation across all workflows
• Follow all SOPs, scripts, and system processes
• Provide feedback to improve systems, scripts, and operational efficiency
• Assist with additional tasks as requested

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Required Skills / Abilities

• Customer Service, Sales, Negotiations, and Creative Problem Solving
• Leadership (especially for Team Leaders)
• Digital native proficiency (Xactimate, Apple Products, Box, basic math)
• Experience dealing with insurance carriers, especially property claims
• Deep knowledge of construction from start to finish
• Emotionally intelligent communication (written and verbal)
• Personal schedule and pipeline management
• Mastery of company contracts, documents, and processes
• Lead management and follow-up discipline
• Ability to train others

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Operational Capabilities

• Ability to manage multiple vendors, leads, and workflows simultaneously
• Strong organization and time management across active pipelines
• Ability to prioritize tasks and act with urgency
• Ability to identify issues early and solve before escalation
• Consistent follow-through and accountability from start to finish

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Soft Skills

Emotional Intelligence, a “get it done” work ethic, solution-oriented thinking (critical problem solving), interpersonal communication, creativity, leadership, delegation, intuitiveness, vision, time management, organization, reliability, resourcefulness, adaptability, persistence, unwavering character, positive attitude, willingness to learn, and well-roundedness.

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Day-to-Day Expectations

• Every day varies, but core responsibilities remain consistent
• Morning, end of day, and throughout:
  • Review and pursue leads, vendors, and pipelines
  • Communicate with all necessary parties
  • Log notes and documentation in appropriate systems
  • Create and prioritize tasks for upcoming days
  • Organize workspace and archive completed tasks
• Follow the 1-minute rule:
  • If it takes less than a minute, do it immediately
  • Examples: logging notes, uploading info, scheduling follow-ups
• Maintain constant communication loops with:
  • Clients
  • Vendors
  • Internal team
• Ensure no stagnation—everything is always moving forward
• Identify and resolve bottlenecks quickly
• Keep systems clean, organized, and up to date

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What This Role Actually Is

• EO = builds and maintains the vendor network that executes the work
• Sales = converts inbound demand into signed projects

This role requires someone who can operate with urgency, stay organized across multiple moving parts, enforce standards, and consistently move both vendors and leads toward execution without breakdown.

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Compensation

$1,800 bi-weekly

$50 commission per successfully closed lead

Must maintain an over 75% closure rate to be eligible for commissions. Can request team lead to review and determine if a lead was viable or not to count towards lost leads

Commission Calculations:

15 leads per month
@ 75% closure rate
= 11.25 closed leads per month
X $50 per closed lead
= $560 additional income per month

30 leads per month
= $1,125 additional income per month

70 leads per month (would likely become purely sales and no longer have EO role with this many leads)
= $2,625 additional income per month

100 leads per month
= $3,750 additional income per month

150 leads per month
= $5,625 additional income per month

200 leads per month
= $7,500 additional income per month

300 leads per month (likely max capacity)
= $11,250 additional income per month