Sales Manager

Sales Manager

We're hiring a hands-on Sales Manager to build structure, accountability, and consistent new business in our sales department. This is a working, player-coach role: you will manage and develop our sales representatives while carrying your own book of business. This position reports directly to ownership.

• Sell. Carry your own book of business — typically the larger municipal, RFP, and multi-site opportunities — while developing the team. You will earn commission on everything you close personally. This is a hands-on role, not a desk position.
• Manage and develop the sales team. Meet regularly with each rep to review quota progress, prospecting activity, meetings and walkthroughs, proposals, follow-up, and pipeline value. When someone falls behind, you catch it early and work with them on why and what changes.
• Coach to individual strengths. Every rep is different — one may excel at networking and relationships, another at cold prospecting, RFPs, or account development. You will identify where each person performs best, which channels and industries fit them, and where they need training.
• Keep the CRM current and accurate. Make sure your reps consistently log leads, contacts, activity, opportunities, walkthroughs, proposals, next steps, contract values, close dates, and won/lost outcomes — and that the information stays up to date. KG maintains and configures the system; your responsibility is making sure the team uses it correctly and captures the data. Leadership should be able to open the CRM and answer:
  Where are we, what is in our pipeline, and are we on track?
• Develop opportunities across channels. Property management, facility managers, commercial real estate, building owners, municipal and government RFPs, general contractors, construction final-cleans, referral partners, industry associations, and direct outreach (cold calling, email, Linked In). Part of your job is determining which channels actually produce — and for whom.
• Train the team. Run regular sales meetings and individual coaching on prospecting, qualifying, discovery, facility walkthroughs, proposal development, follow-up, objections, negotiation, and closing. Meetings should also be a forum for reps to share what they are seeing in the market.
• Enforce the sales process. Keep the team working a consistent path from first contact to handoff:
• Lead → Prospect → Qualified Opportunity → Discovery/Walkthrough → Pricing → Proposal → Follow-Up → Negotiation → Closed/Won → Operations Handoff
• Report performance to ownership. Track and communicate sales versus quota, new qualified opportunities, prospecting activity, meetings and walkthroughs, proposals submitted, pipeline value, win rate, new annual contract value, gross profit on new business, results by representative and by channel, CRM compliance, and reasons for lost opportunities.

• Base salary: $75,000–$85,000 per year, depending on experience. Target starting salary is approximately $78,000–$80,000.
• Personal sales commission:
  Up to 6% of revenue on deals you personally close.
• Team override: 1% of revenue on every deal closed by the representatives you manage, regardless of how the deal was sourced. The more your team produces, the more you earn.
• Performance bonus: A discretionary bonus, awarded by KG based on department and company performance.

Commission and bonus are paid in addition to base salary.

• Health, dental, and vision insurance
• Paid time off
• Paid holidays
• 401(k) retirement plan
• Vehicle or mileage allowance
• Phone allowance

• B2B sales experience, with prior sales leadership or team-lead experience.
• Comfort carrying a personal quota while coaching and developing others.
• A track record working to sales goals and quotas.
• Working proficiency with a CRM and real pipeline management discipline.
• The ability to coach, motivate, and hold people accountable professionally.
• Strong organization, follow-up, and communication — including reporting clearly to ownership.

A college degree is not required. We care about demonstrated sales ability, leadership, and results.

Experience in commercial janitorial, facility…