A facility management sales manager hires and coaches reps who sell building cleaning, upkeep and managed vendor contracts to property firms, owners and retail chains. They choose the bids worth chasing and settle the large agreements. No price goes out until the wage rules and crew hours behind it have been checked.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, facilities support services · BLS, May 2025
Annual pay: 10th percentile $77,630, middle half $98,220 to $199,990, 90th percentile $344,390. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
Chief Executive Officer
Department
Sales
Schedule
Office hours, travel, some on-call · Longer days near bid deadlines, trips to client buildings and industry events, and on call for urgent negotiations
Also called
Director of sales · Director of business development · Regional sales manager · Vice president of sales
Lead and drive sales initiatives within the facility management sector, ensuring alignment with overall business objectives. Develop and set ambitious sales goals while providing mentorship and guidance to the sales team. Negotiate large facility agreements to foster long-term partnerships and revenue growth. Act as a strategic liaison between clients and internal teams to deliver superior service and outcomes.
2. Essential Duties and Responsibilities
Develop and implement strategic sales plans targeting facility management markets.
Mentor, coach, and motivate sales representatives to achieve and exceed targets.
Negotiate and close large-scale facility agreements ensuring favorable terms for both the company and the client.
Monitor market trends and competitor activities to adjust strategies accordingly.
3. Key Tasks / Daily Activities
Conduct daily sales team meetings to review progress, set priorities, and address challenges.
Engage with potential and existing facility clients to build strong relationships.
Perform regular performance evaluations and provide on-the-spot coaching to sales reps.
Analyze sales metrics and prepare detailed performance reports for senior management.
4. Key Performance Indicators (KPIs)
Monthly revenue growth: ≥ 10%.
New facility agreements closed: ≥ 5 per quarter.
Average deal size: $50,000 per agreement.
Sales team conversion rate: > 25%.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or related field.
5+ years of sales management experience in the home services or facility management industry.
Excellent negotiation, communication, and leadership skills.
Proven track record of meeting or exceeding sales goals.
6. Preferred Experience
Experience with large-scale facility management contracts in the home services industry.
Background in developing and implementing strategic sales plans.
Familiarity with CRM software and sales analytics tools.
Demonstrated history of mentoring and developing high-performing sales teams.
7. Physical Requirements
Ability to work in a standard office environment.
Occasional site visits may require minimal physical exertion such as walking and standing.
Ability to carry and manage digital devices such as laptops and mobile phones.
No significant physical limitations required.
8. Work Environment and Schedule
Standard office hours with occasional extended hours to meet client and team needs.
Periodic travel to client locations and industry events may be required.
Occasional on-call duties for critical client meetings or urgent negotiations.
Collaborative, high-energy office setting fostering teamwork and professional growth.
9. Compensation and Benefits
Salary range: $85,000 - $110,000 per year depending on experience.
Performance-based bonuses and commission structures available.
Comprehensive benefits package including Health, Dental, and Vision insurance.
401k plan with company matching contributions.
Professional development opportunities and inclusive fringe benefits.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster an environment of innovation, collaboration, and growth.
Our culture emphasizes continuous learning, rewarding performance, and supporting career advancement.
We are committed to maintaining work-life balance while driving excellent customer outcomes.
Join us to be a part of a dynamic team that values integrity, diversity, and excellence.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
Wages drive the cost of a facility contract, and the best contracts cover many buildings for years. The sales manager decides which bids fit, what the price has to carry, and how the paperwork is built.
The bid's industry code decides if you're small
Federal set-asides use SBA size standards, and each solicitation names one industry code, apart from some multiple-award contracts. For these codes, size means average yearly receipts over the last five completed fiscal years. The line for janitorial services is 22 million dollars. Facilities support services, which takes three or more separate kinds of work, allows 47 million. If one service makes up half or more of a contract's value, that service's code applies. A firm past 22 million can stay small for mixed contracts but lose cleaning-only set-asides. Source: eCFR: 13 CFR 121.201, SBA size standards table, with footnote 12 on facilities support services.
Oregon's wage floor moves every July
In Oregon, the minimum wage is adjusted for inflation each July 1, and the rate depends on where the work is: the Portland metro area, standard counties or nonurban counties. City of Portland contracts for janitorial and security work add a contract wage of their own. The city adjusts it each fiscal year by an inflation index, or uses the state rate if that's higher. A three-year contract can cross three of these changes. Write down how the price follows them before a rep promises a flat rate. Source: Example state: Oregon Bureau of Labor and Industries, Oregon minimum wage.
One master agreement, a schedule per building
Large clients sign one master services agreement covering insurance, liability, payment and how either side ends it. Each building then joins as a short schedule with its own scope, hours and price. Reps add buildings without reopening the legal terms, and the sales manager guards those terms. Check that ending one schedule doesn't end the others, and say which document wins if a schedule conflicts with the master.
Pay commission on what the company keeps
A managed-vendor contract may bill the client for an elevator repair or a parking lot sweep that another company did. If reps earn commission on total billings, a few big vendor jobs can outpay a cleaning contract that keeps crews busy all year. Pay on your own fixed monthly fee, or on gross margin, and leave out vendor costs and supplies billed at cost. Agree with the CFO on which invoice lines count before the plan goes out.
How much facility management sales managers make
Sales managers who work for facilities support companies earned a median of $132,950 a year ($63.92 an hour) in May 2025, according to the Bureau of Labor Statistics. That’s below the $148,270 median for sales managers in all industries. About 210 of the 637,080 sales managers in that survey work for facilities support services.
The template's salary is only part of the pay; bonuses and commission come on top. BLS reports a median for sales managers at facilities support companies well above the template's highest base. That base opens over the bottom tenth and peaks between the lower quarter and the median, leaving commission and bonus to make up the difference.
Facilities support services
$132,950$132,950 median Middle half $98,220–$199,990 10th–90th $77,630–$344,390
All industries
$148,270$148,270 median Middle half $100,360–$207,340 10th–90th $73,170–$290,540
$0k$50k$100k$150k$200k$250k$300k$350k$400k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Facilities support services
$77,630
$98,220
$132,950
$199,990
$344,390
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Has managed a team selling recurring cleaning or building maintenance contracts to businesses
Negotiates master agreements and site schedules with property firms and retail chains
Checks a bid's wage rules, size standard and scope before approving the price
Builds commission plans on margin rather than on pass-through billing
Joins reps on site walks and marks up their proposal drafts before they go out
Teach these on the job
Your service lines and the margin each one earns
Minimum wage and city contract wage rates where you bid
SBA size standards for the codes you bid under
The terms in your master agreement that reps may and may not change
Your rebid calendar and the forecast the CEO expects each month
Besides the CRM, the job runs on a bid log listing due dates, site walks and each public notice's industry code, plus a pricing model built with operations and the CFO from labor hours and local wage rates.
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Margin discipline
One rep closes many deals, but operations says half are underpriced. What do you do?
A strong answer: Reviews the deals, sets margin floors and approval steps, ties commission to margin and coaches the rep.
Behavioral · Coaching reps
Tell me about a salesperson selling service contracts who was below quota. How did you coach them?
A strong answer: Found the specific gap (prospecting, site walks, proposals or closing) using pipeline data and ride-alongs, set a plan with weekly check-ins, and the rep improved to a stated level.
Read these by quarter beside the list of contracts coming due, since facility deals start and rebid on fixed dates. Let two years of signed and lost contracts set the targets.
Monthly revenue growth
Billed contract revenue against last month and against that month last year. Split it into new buildings, services added at current clients, and price changes such as wage pass-throughs, so a July wage raise isn't read as selling.
New facility agreements closed
Count each quarter's new master agreements and each building schedule added under an existing one. Record the property type and the rep, and count a building only once its start date is set.
Average deal size
Each new agreement's yearly value on one basis: twelve months of fixed billing, without vendor pass-through work or one-time projects. Compare by property type, since an apartment community and an office building rarely match in size.
Sales team conversion rate
Walk-throughs that became signed contracts, per rep and for the team. Track public bids separately from proposals that property firms invite, so a run of long-shot public bids doesn't hide how the reps sell.
Career path
Sales representativePrices buildings from walk-throughs and signs cleaning and repair contracts.
Account managerLooks after a group of client buildings and sells them added services.
Sales managerPicks the bids, sets master agreement terms and builds the commission plan.
General managerLeads every client account plus the teams and budget that serve it.
The template says no significant physical limitations are required. What does that mean here?
Swap it for the tasks it stands for. The manager walks client buildings on site visits: lobbies, restrooms, loading docks and parking garages. They carry a laptop and proposal binders, and drive between meetings. Describe those tasks in your ad instead of that line, and give applicants a name for accommodation questions. Many people with disabilities can do this work, some with an accommodation.
How much does a facility management sales manager make?
Sales managers who work for facilities support companies earned a median of $132,950 a year ($63.92 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $98,220 and $199,990 a year. Pay also depends on your local market, experience and bonus terms.
Who should approve a facility bid before it goes out?
Three people, in order. The operations manager confirms the hours, staffing and start date are real. The CFO checks the margin and any wage or tax rule the bid carries. Then the sales manager approves price and terms, and takes anything outside your limits to the CEO. Write the order down, so a rep racing a deadline can't skip a step.
Should the same reps sell cleaning and maintenance?
They can, since many clients want one vendor for both, but the two sales differ. A cleaning bid turns on square feet and night crews. A maintenance bid turns on an equipment list, response promises and technician time. Send a technician or the operations manager on maintenance walks until a rep can read an equipment list alone, and track each rep's win rate by service line.
Is a sales manager from a national facility services firm a good fit?
Often, for the know-how: bid requests, master agreements and the big property firms. But at a national firm, proposal writers, pricing staff and a known name may have stood behind every bid. Here the sales manager may write the proposal, build the price with operations and coach a rep in the same week. Ask what they did themselves on their last three wins, and whether they hired and trained the reps who closed them.
