(Direct experience in the commercial cleaning segment required)
Position Summary
The Director of Sales is responsible for driving revenue growth and developing the company's sales strategy, while directly managing key client opportunities. This role is approximately 70% individual sales production and 30% sales team leadership and process management. The Director will identify new business opportunities, build client relationships, lead the sales team, and align sales operations with the company's overall growth objectives. The ideal candidate brings both hands-on selling skills and a strategic mindset to lead sales initiatives in a fast-paced, service-oriented environment.
Essential Duties and Responsibilities
Sales and Business Development (70%)
- Prospect and generate new business opportunities through field outreach, networking, referrals, CRM, and digital platforms.
- Manage full-cycle sales process including prospect qualification, site assessments, proposal development, presentations, negotiations, and closing.
- Conduct pre-client walkthroughs and site assessments to prepare accurate proposals and scopes of work.
- Develop customized presentations and service packages tailored to client needs.
- Maintain accurate records of sales activity and client interactions in the CRM system.
- Represent the company at trade shows, networking events, and community functions to generate brand visibility and leads.
- Monitor market trends and competitor offerings to identify new areas for growth and differentiation.
Sales Strategy and Leadership (30%)
- Lead and manage the performance of the sales team, including mentoring, coaching, and supporting individual sales targets.
- Develop and implement the team's sales plan in alignment with company goals.
- Establish performance metrics, track progress, and report on results to senior leadership.
- Collaborate with marketing to support lead generation and campaign initiatives.
- Improve and standardize sales operations, including proposal templates, CRM use, and pipeline tracking.
- Ensure cross-functional collaboration between sales and operations for seamless client onboarding and service delivery.
- Participate in budgeting, forecasting, and strategic planning discussions.
Required Skills and Abilities
- Strong B2B selling skills with a proven track record of meeting and exceeding revenue targets.
- Experience in janitorial, facility services, or related industries required.
- Ability to coach and motivate sales staff to improve individual and team performance.
- Excellent interpersonal, negotiation, and presentation skills.
- Strong organizational skills with the ability to manage multiple priorities.
- High level of integrity, professionalism, and customer service orientation.
- Proficiency in CRM systems (e.g., HubSpot, Salesforce) and Microsoft Office Suite.
- Ability to work independently and travel to client sites as needed.
Education and Experience
- Bachelor's degree in Business, Marketing, or a related field preferred.
- Minimum 5-7 years of experience in B2B sales.
- MUST HAVE Industry experience in commercial cleaning services.