Director of Sales​/Marketing; B2B Outside Sales – Uniform​/Linen​/Facility Services

Overview

Job Summary:

We are seeking a high-performing Director of Sales to lead our outside B2B sales team and drive consistent new business growth. This is a hands-on leadership role for a proven sales manager who knows how to build a pipeline, coach behaviors, enforce accountability, and develop talent.

• Own and deliver monthly, quarterly, and annual new business revenue goals
• Drive consistent prospecting activity and appointment setting across the team
• Improve conversion rates through disciplined qualification, proposal strategy, and closing execution
• Maintain competitive positioning and pricing discipline (sell value, not price)

• Lead, coach, and hold accountable a team of outside B2B sales representatives
• Conduct weekly:
• Pipeline reviews
• Forecast calls
• 1:1 coaching sessions
• Ride-along/field coaching
• Establish clear standards for:
• Calls/outreach
• First appointments
• Demos/walkthroughs
• Proposals delivered
• New accounts closed
• Transition from sales to service

• Recruit continuously and hire top-performing sales managers and sales reps
• Currently budgeted for 2 sales managers and 20 sales reps
• Execute onboarding and training programs focused on:
• Prospecting and cadence
• Consultative selling/discovery
• Objection handling
• Contract closing
• Create performance plans and manage low performance decisively

• Enforce consistent use of CRM (Salesforce)
• Ensure pipeline integrity, stage accuracy, and reliable forecasting
• Report results and key metrics to senior leadership weekly/monthly

• Work cross-functionally with plant/service leadership to ensure:
• Proper onboarding
• Smooth installs
• Customer satisfaction and retention
• Ensure deals sold align with operational capabilities (no “bad wins”) and budget

• Track marketing performance (leads, cost per lead, conversion rate) and report ROI alongside sales metrics
• Partner with leadership to define target verticals, positioning, and go-to-market strategy
• Coordinate light digital marketing efforts with outside vendors as needed (e.g., SEO, Google Business Profile, paid search, retargeting, email campaigns)
• Create and maintain core marketing assets: case studies, one-pagers, pitch decks, industry-specific messaging
• Manage and improve brand presence and credibility (website, sales collateral, uniforms/branding standards, digital footprint)
• Own and execute basic marketing to support outbound sales and lead generation (the company currently does minimal marketing)

• Team new account revenue vs. quota
• Pipeline health and forecast accuracy
• Prospecting activity standards achieved
• Sales representatives' performance and development
• Sales turnover (retention of top performers)
• Quality of new business (profitability and retention)

Structured to reward performance.

• Monthly performance bonus based on team quota attainment
• Quarterly kicker for exceeding quarterly goals
• Accelerators for exceeding goals (e.g., 110%, 120%, 130%+ attainment)
• Final comp plan may vary based on candidate experience and team size.

Required:

• 7+ years of B2B outside sales experience
• 4+ years of sales management experience (leading a team to quota)
• Proven track record of exceeding revenue goals
• Strong pipeline management, coaching ability, and ability to help close a deal
• Exceptional leadership, communication, strategic planning, and negotiation skills
• Proficiency in CRM software (e.g., Salesforce) and data analysis tools
• Valid driver’s license and ability to travel locally daily

Preferred:

• Experience with multi-year service agreements
• Experience building and maintaining a sales team
• Strong knowledge of activity-based selling and sales metrics

• Bachelor’s degree required in Business, Marketing, or related field; MBA preferred
• Minimum 8–12 years of progressive B2B sales experience, including proven experience as a sales director or senior sales management role (typically 10+ years)
• Experience with in uniform, linen, textile rental, facility services, or related industries is a strong plus
• Demonstrated track record of achieving and exceeding revenue targets, scaling teams, and driving profitable growth

• Marketing budget + vendor support for lead generation initiatives
• Medical / Dental / Vision
• 401(k) with company match
• Car allowance
• Cell phone allowance
• Paid time off + paid holidays
• Growth-oriented culture and advancement opportunities

• Local field travel required (ride-along, client meetings)

• Standard professional physical requirements for field sales positions

This job description is not intended to be all-inclusive. Employees will also perform other duties as assigned by management as required.

American Textile Maintenance reserves the right to revise or change job duties and responsibilities as the need arises.

This document does not constitute a written or implied contract of employment.