Regional Director

Overview

Jani-King International is the global leader in commercial cleaning franchising, with over 6,500 franchisees and 120 regional offices worldwide. For more than 55 years, we’ve partnered with top organizations across healthcare, education, hospitality, stadiums, government, retail, and more—delivering professional cleaning services and unmatched customer satisfaction.

This is a hands-on, revenue-driving role
. The Regional Director is a working sales leader who personally owns a book of business and consistently closes new accounts. While this role may provide guidance and direction to others, success is measured first and foremost by individual production, pipeline health, and closed revenue
—not by managing a sales team from the sidelines.

If you're looking for a role where you "manage" without selling
, this is not it. If you thrive on prospecting, presenting, negotiating, and closing
, keep reading.

Position Summary

The Regional Director is responsible for personally driving new revenue growth within the region through aggressive prospecting, relationship development, and full-cycle B2B sales execution. This role is heavily weighted toward individual contribution
, with the expectation that the Regional Director is actively in the field
, meeting with decision-makers, delivering proposals, and closing business.

You will lead by example
—building credibility through results, not delegation
. Strategic planning and collaboration matter, but selling is the priority
.

Own Revenue Personally

• Carry a clearly defined individual sales quota and consistently meet or exceed monthly and quarterly revenue targets through disciplined, high-activity selling.
• Prospect daily using a multi-channel approach, including cold calling, in-person outreach, networking, referrals, and company-generated leads to continuously build new opportunities.
• Build, manage, and maintain a strong, accurate sales pipeline, with consistent follow-up, forecasting, and activity tracking to ensure predictable revenue growth.

Execute the Full Sales Cycle

• Conduct on-site walkthroughs and detailed needs assessments with business owners and key decision-makers to understand facility requirements and service expectations.
• Develop, present, and defend customized proposals and pricing solutions that clearly communicate value and differentiate Jani-King's services.
• Negotiate contract terms and close new business, maintaining control of the deal from first contact through signed agreement.
• Ensure a smooth and professional transition to operations and onboarding teams post-sale, setting clear expectations to support long-term customer satisfaction.

Be a Visible Producer

• Spend the majority of time actively selling—in the field, at prospect meetings, and engaging decision-makers—rather than managing from behind a desk.
• Represent Jani-King at networking events, chambers of commerce, trade shows, and industry functions to generate leads and strengthen market presence.
• Build and maintain strong, long-term relationships across the local business community to support referrals, repeat business, and regional growth.

Lead Through Performance

• Set the standard through your own production, consistency, and work ethic—leading by example rather than oversight.
• Share proven sales strategies, best practices, and market insights with regional staff when appropriate to elevate overall performance.
• Collaborate closely with operations and franchise teams to ensure customer satisfaction and retention, while maintaining a primary focus on driving new revenue.

• 5–7+ years of B2B sales experience as a strong individual contributor
• Proven ability to hunt, prospect, and close
• Comfortable carrying a personal quota and being accountable for results
• Confident presenter with strong negotiation skills
• Self-directed, competitive, and performance-driven
• Experience in service-based or recurring-revenue sales strongly preferred
• Local market knowledge of the St. Louis business community is a big plus
• Prior leadership exposure is helpful—but production comes first
• Valid driver's license and clean driving record required, with the ability to travel locally