A janitorial sales manager leads the reps who sell nightly cleaning contracts to offices, schools, clinics and stores. They set targets, sign off on prices before proposals go out, and pick which buildings and public bids the team should chase.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, building services companies · BLS, May 2025
Lead the growth and expansion of janitorial service sales by setting clear objectives and driving revenue while cultivating strong commercial partnerships. Serve as the strategic and operational head of the sales team to ensure consistent achievement of targets and market share expansion.
2. Essential Duties and Responsibilities
Develop and implement strategic sales plans tailored to the janitorial services market.
Oversee sales objectives, ensuring that all revenue targets are met or exceeded.
Cultivate and maintain strong commercial partnerships with both existing and prospective clients.
Collaborate with cross-functional teams to align sales activities with operational capabilities and customer satisfaction standards.
Analyze market trends and competitor activities to refine sales strategies accordingly.
3. Key Tasks / Daily Activities
Conduct daily sales meetings to review progress and set daily targets for the team.
Identify and engage with potential commercial accounts through proactive prospecting.
Lead contract negotiations and pricing discussions with clients to secure favorable terms.
Monitor and report on sales metrics, providing feedback and coaching to team members.
Coordinate with the operations team to ensure seamless service delivery and client satisfaction.
Maintain detailed records of customer interactions and sales activity in the CRM system.
4. Key Performance Indicators (KPIs)
Monthly Revenue Growth: Achieve a minimum 10% increase in sales revenue.
New Clients Acquired: Secure at least 5 new commercial clients per month.
Sales Conversion Rate: Maintain a conversion rate above 25%.
Customer Satisfaction Rating: Attain an average rating of >4.8 stars from client feedback.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field.
5+ years of proven experience in sales or business development.
Excellent communication, negotiation, and interpersonal skills.
Proficiency with CRM platforms and sales analytics tools.
Strong leadership abilities with a record of motivating and managing a high-performing team.
Ability to work in fast-paced environments while maintaining attention to detail.
6. Preferred Experience
Experience in the janitorial, facilities management, or related service industries.
Prior experience in B2B sales with a focus on commercial client accounts.
Proven track record in managing and scaling sales teams in service-oriented businesses.
Familiarity with integrated marketing and sales strategies within competitive markets.
7. Physical Requirements
Ability to travel to client sites and attend industry events as needed.
Extended periods spent sitting and using computer equipment.
Moderate lifting capacity, up to 25 pounds, for carrying promotional materials.
Occasional exposure to variable environmental conditions during site visits.
8. Work Environment and Schedule
Standard office environment, supplemented by on-site client visits.
Typical work hours are 8:30 AM to 5:30 PM, with occasional extended hours during peak periods.
Limited travel required for client and industry engagements.
On-call availability may be required during high-demand periods.
9. Compensation and Benefits
Salary Range: $75,000 - $95,000 annually.
Performance-based commission and bonus structure.
Comprehensive Health, Dental, and Vision insurance plans.
401k plan with competitive company matching.
Generous paid time off, including holidays.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we are committed to fostering a collaborative, growth-oriented environment where innovation and excellence drive every aspect of our business.
Our team is dedicated to the highest standards of janitorial services, empowering employees to grow professionally and contribute meaningfully to our success.
We celebrate achievements, encourage open communication, and invest in our people’s development to continuously raise the bar in customer satisfaction and operational performance.
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].
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Each sale here is a monthly bill that has to keep renewing. Federal rules can also limit which buyers a cleaning company may bid on.
Small business status has a ceiling
SBA sets the small business size standard for janitorial services at 22 million dollars in average yearly receipts. Its rules average receipts over the last five finished fiscal years, and they add in affiliates. A company this size sits near the line. Plan which set-aside bids to go after before growth pushes the average over. Source: eCFR: 13 CFR 121.201, SBA size standards by NAICS code (561720 Janitorial Services).
Check the AbilityOne list first
Some federal cleaning is on the AbilityOne Procurement List. For a listed service, the nonprofit agencies the AbilityOne Committee authorizes are the only allowed source. A prime contractor on a larger federal service contract must also buy any listed service inside it from those agencies. Check the list before anyone puts weeks into a federal building. Source: eCFR: 41 CFR 51-5.2, AbilityOne mandatory source.
Pay commission as the account bills
A cleaning contract earns its value month by month. Think about paying commission across the first months of billing rather than all at signing. Say what happens if the client cancels early. Put the plan in writing before the rep starts, so no one argues later about an account that ended.
Every prospect has a contract end date
Many buildings a rep calls on already have a cleaning company. The opening comes when that contract ends or service slips. Have reps record each prospect's end date and renewal terms in the CRM, and plan proposals well ahead of it. Built that way, the pipeline shows next year's sales, not only this month's.
How much janitorial sales managers make
Sales managers who work for building and home services companies earned a median of $99,910 a year ($48.04 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 1,470 of the 637,080 sales managers in that survey work for building services companies.
A base salary plus commission and a bonus, as the template lays out. Compare base plus likely commission with the BLS pay data shown, not the base alone.
Building services companies
$99,910$99,910 median Middle half $73,930–$143,320 10th–90th $63,920–$201,990
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
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Building services companies
$63,920
$73,930
$99,910
$143,320
$201,990
All industries
$73,170
$100,360
$148,270
$207,340
$290,540
BLS doesn’t publish pay for janitorial companies on their own. These figures cover services to buildings and dwellings, which include them. Post a real range for your market in the ad.
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
A record of coaching reps who sell service contracts to businesses
Reading a cleaning spec and seeing where the hours will fall short
Negotiating scope, start dates and notice terms, not only price
Keeping an honest pipeline in a CRM
Working with operations on staffing before a contract is signed
Teach these on the job
Your bid workbook and pricing rules
Public and federal bid rules, including set-asides
Floor care, restroom and medical office cleaning methods
The property managers and building owners in your market
Plan on a CRM with stages for walk-through, proposal and award, a pricing workbook built with operations, and e-signature software. Bid alerts from SAM.gov and from state and local purchasing portals keep public openings in view.
Janitorial sales manager interview questions
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 · Pricing discipline
A rep wants to drop the price on a large bid below your target margin to win it. What do you do?
A strong answer: Reviews the hours and scope with the rep, checks whether the client values something besides price, sets a walk-away point, and considers the precedent it sets.
Behavioral · Building pipeline
Tell me about a time you built or rebuilt a sales pipeline.
A strong answer: Explains the target accounts, activities and conversion rates, and the revenue that came from it.
The template's targets reflect one company. Set yours from your close rates, contract sizes and team, and revisit them each quarter.
Monthly Revenue Growth
Change in monthly recurring billing from new and expanded accounts, net of cancellations, taken from invoices rather than signed proposals. Report one-time jobs like floor refinishing on a separate line.
New Clients Acquired
Signed agreements counted in the month service starts. Track monthly value and building count beside the client count, since one medical campus can outweigh several small offices.
Sales Conversion Rate
Signed contracts divided by completed walk-throughs, by rep and by building type. Keep sealed public bids in their own column, because they are won on different terms.
Customer Satisfaction Rating
Average score from a short survey of new clients after their first full month of service. Share low scores with operations the same day, and review the scope with the rep who sold it.
Career path
Sales representativeWalks buildings, writes proposals and learns to price nightly work.
Sales managerCoaches the reps, approves prices and picks which bids to chase.
Vice president of salesSets the growth plan with the CEO, including public and federal markets.
General managerRuns a branch, with sales and operations both reporting in.
They can bring steady work, but they play by their own rules. Price weighs heavily, the forms are strict, and a missed signature can sink a bid. Give one person the job of reading every spec and checklist. Then weigh each bid against what your crews can staff at that price.
How much does a janitorial sales manager make?
Sales managers who work for building and home services companies earned a median of $99,910 a year ($48.04 an hour) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $73,930 and $143,320 a year. Pay also depends on your local market, experience and bonus terms.
Should a janitorial sales manager come from cleaning or from another service business?
Either can work. People who sold uniforms, pest control, waste hauling or security guards already sell to facility buyers on monthly contracts. People from cleaning operations know how to walk a building and spot where hours will run short. Hire for coaching skill first. Then pair the new manager with whichever side they lack.
What should a sales manager ask operations before bidding a new kind of building?
A lab, a surgery center or a data center can bring training, chemical and access rules your crews haven't met. Ask operations if they can staff it, train for it and supply it at the price. Ask too whether your insurance covers it. Passing on a building you can't clean well protects the accounts you have.
What does the template's 25-pound lifting line mean for a sales manager?
It covers tasks like carrying a trade show display, sample kits and boxes of proposals. The line on changing conditions means site visits through loading docks, parking garages, boiler rooms and unheated warehouses. Putting those tasks in the ad tells candidates what a site visit asks of them.
