Director of Vendor Sales & Strategic Partnerships

Director of Vendor Sales & Strategic Partnerships

This position is based on-site at Jani-King International’s Corporate Headquarters in Addison, TX. This is not a remote or hybrid role. The Director of Vendor Sales & Strategic Partnerships is sales-driven, analytically focused, and revenue-oriented, responsible for growing vendor programs, maximizing rebates, and negotiating partnerships that directly impact profitability across the system.

We are seeking a Director of Vendor Sales & Strategic Partnerships to join our corporate leadership team in Addison, TX. If you bring commercial cleaning or janitorial industry experience
, understand how to sell programs—not just manage them—and can use data to drive decisions, this role puts you at the center of national strategy and growth.

Position Summary

The Director of Vendor Sales & Strategic Partnerships serves as Jani-King’s primary commercial leader for vendor programs. You will own vendor relationships from a sales and profitability lens—negotiating pricing and rebates, expanding participation, analyzing performance, and positioning vendor programs as value-driven solutions for franchisees and regional offices. This role requires strong business acumen, advanced analytical skills, and industry credibility. You will be expected to think like a salesperson, negotiate like a strategist, and analyze like a financial leader.

• Own and grow national vendor programs with a clear focus on revenue, rebates, and margin performance
• Position vendor offerings as strategic solutions to franchisees and regional leadership
• Drive increased adoption and utilization of approved vendor programs
• Identify upsell and expansion opportunities within existing vendor relationships
• Evaluate and onboard new vendors that strengthen competitiveness and profitability

• Negotiation, Contracts & Rebates
• Lead high-level negotiations on pricing, rebates, incentives, and contract terms
• Structure vendor agreements to maximize long-term value—not short-term cost savings
• Track rebate performance and ensure accurate, timely collection
• Renegotiate terms as market conditions, volume, or performance shifts

• Analytics & Performance Management
• Analyze purchasing trends, rebate data, margins, and vendor performance
• Build and deliver reports that clearly show financial impact and ROI
• Use data to recommend program changes, pricing updates, or vendor replacements
• Present insights and recommendations to senior leadership with confidence

• Leasing & Fleet Program Oversight
• Oversee leasing programs and fleet partnerships with a profitability-first mindset
• Monitor utilization, margins, and program effectiveness
• Negotiate fleet and leasing agreements to improve pricing, terms, and rebates
• Recommend strategic adjustments based on performance data

• Industry Leadership & Vendor Representation
• Represent Jani-King at industry trade shows, vendor events, and manufacturer meetings
• Stay current on industry innovations, equipment trends, and competitive offerings
• Serve as a knowledgeable, credible industry partner—not a transactional buyer

• Cross-Functional Leadership
• Partner with Accounting to reconcile rebates, validate invoices, and track margins
• Collaborate with Operations and Franchise Support to align programs with real-world needs
• Support Marketing with vendor-driven initiatives, promotions, and branded materials
• Contribute to long-term national vendor and supply chain strategy

• 7+ years of experience in vendor sales, strategic partnerships, or supplier management
• Direct experience in the commercial cleaning / janitorial industry is REQUIRED
• Proven success negotiating pricing, rebates, and national vendor agreements
• Strong analytical and financial skills — you can interpret data and act on it
• Sales-minded approach with the ability to influence, persuade, and close
• Comfortable presenting to executives and leading difficult negotiations
• Proficiency in Microsoft Excel and reporting tools; ERP or vendor systems preferred
• Willingness to travel occasionally for vendor meetings and industry events
• A valid driver’s license and a clean driving record meeting company insurance standards are required for this…