Facilities Management Services

Facilities Management Services is a Louisville, KY-based janitorial service that operates on the forward edge of the socially conscious, impact-driven business movement. FMS was the 2^nd Benefit Corporation in KY and the first Public Benefit Corporation.

What began as an intuitive, employee-centered approach to running a janitorial service has developed into a sophisticated, cutting-edge way of doing business. FMS believes that by executing a clearly defined social mission designed to help the folks that work for us and the communities where they live, we’re more likely to get and keep the best cleaners, which results in cleaner buildings, happier customers, and a successful business.

Position Highlights

The Sales Director is responsible for driving new sales with new customers and expanding current customer relationships while also serving as an FMS brand ambassador in the communities we serve. 

Serves as a player coach, providing active leadership to the team while also acting as a salesperson working directly with prospects and current customers. This is a boots-on-the-ground role.

As a salesperson, the Sales Director focuses on new customer acquisition, with an emphasis on high-level multiyear contracts. The Sales Manager (direct report) focuses on expanding current accounts and selling special services and add-ons.

Directs and oversees FMS' sales tools, policies, objectives, and initiatives. Set short- and long-term sales strategies and evaluate the effectiveness of current sales programs. Recommend offerings or service enhancements to improve customer satisfaction and sales potential.

In partnership with the FMS senior leadership team, the Sales Director sets quarterly activity and performance targets and develops and provides regular activity reports. 

Manages the sales team, including a Sales Manager and Sales Support Administrator; roles may shift, and the department will be fluid as it develops.

Works closely with the Director of Customer Relations to ensure that opportunities for expansion of current contracts are seized and that requests for additional services are addressed expeditiously.

Ensures that requests for measurements, pricing estimates, and proposal generation are conducted in a timely manner.

Fosters a deep understanding of and the ability to effectively communicate FMS’ mission and core values; able to help customers realize how the FMS culture leads to better service outcomes. 

Ability to work successfully in a team environment and build effective working relationships at all levels while recruiting Good People and promoting FMS wherever you go.

The Sales Directorreports to the CEO & President.

Job Duties

· Partner with senior leadership team to annual sales targets and KPIs

· Partner with the senior leadership team to develop an annual sales and marketing budget 

· Establish sales activity targets for all sales funnel levels and ensure that sales targets are tracked and reported on.

· Manage proposal generation and RFP responses.

· Manage lead development activities, including research, contact, tracking, face-to-face engagements, reporting, and follow-up.

· Competitor analysis and awareness; stay up to date with market leaders in each market we serve.

· Partner with internal resources on FMS Marketing, Brand and Social Media campaigns.

· Lead and attend industry conferences (KSPMA, KASBO, etc.) while identifying new FMS conferences.

· Partner with Customer Relations to identify upselling opportunities in existing accounts.

· Discover and understand upcoming properties going out for bid in target markets.

· Create and support systems for selling special services to existing janitorial customers.

· Create and support systems for selling new services to construction cleaning customers.

· Successfully support contract renewals and pricing escalator processes for janitorial contracts.

· Create and maintain processes for capturing repeat special services sales to all customers.

· Attend sales site walks and customer meetings and support the completion of building surveys.

· Support promotional and community activities as needed.

· Attend networking events.

· Attend customer events.

Aligned Experience and Skills

· Proven sales experience, direct B2B sales experience

· Solid understanding of sales models and approaches 

· Experience working with sales tools, including CRMs and proposal generators. Salesforce experience is a plus.

· Experience building and leading sales team

· Task-oriented

· Strong interpersonal and communication skills

· Excellent time management skills

· Demonstrated and extensive knowledge of MS Office Suite, including Outlook, Word, Excel, and PowerPoint

· High attention to detail and completes tasks with accuracy.

· Proactive, resourceful, and solution-oriented

· Customer service-focused with an ability to work collaboratively with others.

· Positive and helpful demeanor

· Desire to be part of a rapidly growing company that values diversity, compassion, innovation, and hard work.

Fundamentally, as an FMS team member, you are:

Kind

Positive

A good communicator

Organized

Enthusiastic

A role model.

Honest

Driven to succeed and grow with FMS

Ready to handle challenges

Self-motivated

Excited to help and work with others

Reflective

A true leader

Other Requirements:

Valid driver’s license and willingness to travel

Ability to walk long distances in various environments

Prolonged periods of sitting and working on a computer

Must be able to lift up to 20 lbs

FMS is an Equal Opportunity Employer.