A facility management sales rep finds offices, retail centers and apartment communities that need cleaning, upkeep or vendor management. The rep walks each building and writes a proposal for steady service. After signing, the rep keeps meeting the property manager, since the template judges reps on renewals as much as on new contracts.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, facilities support services · BLS, May 2025
Annual pay: 10th percentile $41,770, middle half $50,680 to $79,030, 90th percentile $107,700. Source: BLS Occupational Employment and Wage Statistics, May 2025.
Reports to
Sales Manager
Department
Sales
Schedule
Weekdays 8 to 5, mostly local driving · Daily client visits, office time for proposals, and longer days near bid deadlines or for an evening walk-through
Also called
Business development representative · Account executive · Facility services sales consultant · Commercial sales representative
Responsible for driving facility services sales and closing recurring maintenance contracts, serving as the primary liaison between the company and its clients. Plays a key role in ensuring client satisfaction and long-term relationships while contributing to overall revenue growth.
2. Essential Duties and Responsibilities
Propose and sell facility management services through consultative selling techniques.
Secure recurring maintenance contracts to drive persistent revenue streams.
Develop and nurture strong relationships with existing clients to ensure service excellence.
Collaborate with internal teams to tailor facility management solutions to client needs.
3. Key Tasks / Daily Activities
Conduct daily client outreach, follow-ups, and prospecting activities.
Present and demonstrate facility management service offerings in various customer meetings.
Prepare and deliver customized proposals to potential clients.
Manage contract negotiations and secure agreements with clear terms.
4. Key Performance Indicators (KPIs)
Revenue per month: $20,000.
Customer Satisfaction Rating: >4.8 stars.
Contract Renewal Rate: ≥90%.
New Contracts Signed: minimum of 5 per month.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
Minimum of 3 years of sales experience, preferably in facility management or home services.
Excellent communication, negotiation, and presentation skills.
Proficiency in CRM software and Microsoft Office Suite.
6. Preferred Experience
Experience working within the facility management or home services industry.
Demonstrated success in closing recurring or long-term contracts.
Familiarity with the challenges and requirements of facility services.
Background in managing client relationships in a competitive market.
7. Physical Requirements
Ability to travel locally for client meetings and facility visits.
Occasional lifting of marketing collateral or product samples up to 20 lbs.
Comfortable working in varied indoor environments including office settings and client facilities.
Adequate mobility to navigate facility sites during client assessments.
8. Work Environment and Schedule
Typical work hours: 8:00 AM to 5:00 PM, Monday through Friday.
Frequent local travel to client sites is required.
Occasional extended hours may be necessary to meet client or project deadlines.
A dynamic work environment balancing office and field-based tasks.
9. Compensation and Benefits
Salary range: $45,000 - $60,000 per year, commensurate with experience.
Performance-based commissions and bonus structure available based on contract closings.
Health, Dental, and Vision insurance provided.
401(k) plan with company match.
10. Company Culture and Overview
We are a forward-thinking organization committed to fostering growth and innovation within a collaborative and supportive environment.
Our team values transparency, professional development, and the drive to exceed customer expectations.
We encourage continuous learning, engagement, and creativity to help each employee reach their full potential.
Join us in a culture that empowers individuals to contribute meaningfully to our shared success.
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
The rep sells recurring work in someone else's building to a property manager who reports to an owner. A careful walk-through, honest calls and promises that HR and operations can keep count for more than a fast close.
Cold calls to businesses still have rules
The FTC's Telemarketing Sales Rule covers calling campaigns with calls across state lines. It exempts most sales calls to businesses, with two limits. Reps may not misstate the cost, terms or nature of what they sell, or make false or misleading statements to win a sale. And calls selling nondurable office or cleaning supplies get no exemption. If reps phone offices to sell paper towels, liners or soap by themselves, most of the rule applies, though not the national Do Not Call list. Source: eCFR: 16 CFR 310.6(b)(7), Telemarketing Sales Rule, business-to-business exemption and its limits.
Walk the building at the hours the crew will
A daytime tour hides what the night crew will face, so walk it once after hours if the property manager allows. Ask when tenants leave, who unlocks doors and sets the alarm, where carts and supplies will be kept, and whether the freight elevator runs at night. Count restroom fixtures, and note floor types, break rooms and any medical or food suites that need extra steps. Ask what the property manager's biggest complaint about the current vendor is, and answer it in the proposal.
The old task list may not fit the building
Property managers may send the outgoing vendor's task list as the bid spec. Floors get replaced, tenants move and empty floors get leased, but the list often stays the same. Check it on the walk: nightly vacuuming where carpet became vinyl plank, a break room missing from the list, a floor now vacant. Price what the building needs, and raise each gap as a separate line or a written question, so the property manager sees it.
Promise only the checks HR can run
Property managers may ask whether night crews are background checked. Agree only to what HR does, when the law allows it. Under federal law, before a screening company runs a check, the worker gets a separate written notice and signs to approve it. Portland, for example, lets an employer look at criminal history only after a conditional offer. Before pulling an offer over a record, the employer must weigh the offense, the time since and the job. So send any screening clause to HR before you agree to it. Source: Example city: Portland City Code chapter 23.10, Removing Barriers to Employment.
How much facility management sales representatives make
The closest BLS group for facility management sales representatives is sales representatives of services. Sales representatives of services who work for facilities support companies earned a median of $29.75 an hour ($61,880 a year) in May 2025, according to the Bureau of Labor Statistics. That’s below the $69,990 median for sales representatives of services in all industries. About 1,560 of the 1,256,010 sales representatives of services in that survey work for facilities support services.
Pay is a salary, plus commission and bonuses on each contract a rep closes. Measured against BLS pay for these reps at facilities support companies, which counts commission, the template's base starts a bit over the bottom tenth and tops out a bit under the median.
Facilities support services
$61,880$61,880 median Middle half $50,680–$79,030 10th–90th $41,770–$107,700
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$25k$50k$75k$100k$125k$150k$175k
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
$41,770
$50,680
$61,880
$79,030
$107,700
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
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 sold recurring service contracts to property managers, facility teams or retail chains
Finds new clients through calls, email and building visits, and stays truthful about price and terms
Records a building's access, fixtures, floors and special rooms accurately on a walk-through
Spots gaps between a bid spec and the building in front of them
Visits signed clients on a set schedule, not only at renewal
Teach these on the job
What your cleaning, repair and vendor-management contracts include and leave out
Pricing for each service, and when to ask for approval
Which client asks go to HR, such as background checks
Which survey details change a building's crew hours the most
Telemarketing rules for the calls you make
Reps work from the CRM, a building survey form, proposal templates for cleaning, maintenance and managed vendor work, and any workloading tool you use to turn square feet and tasks into crew hours. Some property firms and retail chains run bids through their own sourcing portals, so tell candidates which ones you use and who uploads the final file.
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 · Selling against a cheaper vendor
The prospect's current vendor is cheaper, but the director complains about missed cleanings. How do you position our proposal?
A strong answer: Shows what missed service costs them, explains our quality checks, offers references and a transition plan, and justifies the price.
Behavioral · Winning from competitors
Tell me about a maintenance or cleaning contract you won away from an incumbent vendor. What opened the door?
A strong answer: Explains how they learned about the client's frustrations, built the relationship before the bid, and what in the proposal or transition plan won it.
Targets should come from the rep's past quarters and the buildings in their area due for rebid. Read new-business and renewal numbers side by side, since a rep can hit one by neglecting the other.
Revenue per month
Monthly contract value from buildings the rep signed, counted from the month crews start, plus one-time extras such as a floor strip and refinish. A contract signed in March that starts in May counts in May.
Customer Satisfaction Rating
For each building the rep sold, set the property manager's rating from the general manager's survey beside that building's inspection scores. Good inspections with a low rating often point to work the client expected but the proposal never listed.
Contract Renewal Rate
Of the rep's buildings that reached a term end, the share still under contract after it. Losses that followed a building sale or a change of management firm go in their own column, because the rep had little say in those.
New Contracts Signed
Signed contracts and added building schedules each month, from the CRM, tagged with property type and service line. Keep cleaning-only signings apart from those that add repairs or vendor management, to see which reps sell more than cleaning.
How should a posting describe the walking and lifting in this job?
The template's mobility line means the walk-through: every floor, the restrooms, stairs, loading docks, basements and parking garages. The 20 pounds is a bag with proposal binders, a laser measure and product samples. A posting that names that walk and that bag, with an HR contact for accommodations, tells applicants what the job asks. An applicant with a disability may handle the walk with one.
How much does a facility management sales representative make?
Sales representatives of services who work for facilities support companies earned a median of $29.75 an hour ($61,880 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $50,680 and $79,030 a year. Pay also depends on your local market, experience and overtime.
What exercise shows whether a facility sales rep can price a building?
Hand finalists a one-page sheet on a building: five floors, the square footage, the restroom count, two medical suites and a stone lobby floor. Ask what they still need to learn before pricing it. Strong candidates ask about floor types, tenant hours, access and what the client dislikes about the current vendor. Weak ones go straight to a rate per square foot.
Should a rep quote a price per square foot over the phone?
Give a range at most, and only after a few questions: building type, cleanable square feet, nights per week and the number of restrooms. A single rate quoted before a walk-through becomes the number the property manager holds you to, even when the building turns out to need day porters or floor care. Book the walk and send the real price after it.
What should a facility sales rep do in a new contract's first month?
Tour the building with the supervisor in week one and again after four weeks, and bring the property manager the inspection results. Fix early misses fast and say what changed. A rough first month is easy for a property manager to remember at renewal time, so the rep stays close until the crew is settled.
