A janitorial sales representative finds office buildings, schools, medical practices and shops that need nightly cleaning. They walk each building, write a proposal priced from what the crew will clean, close the contract and check in through the first weeks of service.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, building services companies · BLS, May 2025
Serve as the primary point of contact for prospective clients by proposing tailored janitorial cleaning solutions that drive revenue growth. Leverage deep knowledge of home services to identify client needs and close cleaning contracts that contribute to company success. Operate within a results-driven environment to build long-term customer relationships.
2. Essential Duties and Responsibilities
Identify and qualify new sales opportunities within the janitorial cleaning services market.
Propose customized cleaning solutions that address customer requirements effectively.
Negotiate and close cleaning contracts with new and existing clients.
Maintain and nurture strong client relationships through proactive follow-up.
Collaborate with internal teams to ensure successful service delivery.
3. Key Tasks / Daily Activities
Conduct outbound calls, emails, and in-person visits to generate leads and prospect new clients.
Deliver professional presentations and proposals to showcase the benefits of our janitorial solutions.
Follow up regularly with prospects, performing consistent pipeline management using a CRM system.
Monitor market trends and competitor activities to adjust sales strategies accordingly.
Document daily sales activities and report progress to the Sales Manager.
4. Key Performance Indicators (KPIs)
New Sales Closed: Minimum of 10 contracts per month.
Customer Satisfaction Rating: Greater than 4.8 stars.
Lead Conversion Rate: Above 20%.
Monthly Revenue Generation: At least $15,000.
5. Required Qualifications and Skills
Bachelor’s degree or equivalent experience in a related field.
Minimum of 2 years in sales, preferably within the home services or janitorial industry.
Strong interpersonal, negotiation, and communication skills.
Proven track record of meeting or exceeding sales targets.
Proficient in the use of CRM systems and Microsoft Office applications.
6. Preferred Experience
Experience in the home services or cleaning industry with a deep understanding of client needs.
B2B sales experience focused on service-based solutions.
Demonstrated success in contract negotiation and closing deals.
Experience managing a diverse portfolio of clients in a competitive market.
7. Physical Requirements
Ability to lift up to 20 pounds.
Frequent walking and standing during client visits and on-site assessments.
Occasional field work in various weather conditions.
Must be able to work in an environment that includes both office and client sites.
8. Work Environment and Schedule
Typical business hours with occasional overtime during peak sales periods.
Frequent travel to client sites and networking events as required.
Combination of remote and on-site work in a dynamic, fast-paced environment.
On-call availability during high-demand periods.
9. Compensation and Benefits
Salary range: $40,000 - $55,000 per year.
Commission structure based on closed contracts and performance.
Comprehensive Health, Dental, and Vision insurance plans.
401k plan with company match opportunities.
Performance-based bonuses and additional fringe benefits.
10. Company Culture and Overview
At [INSERT COMPANY NAME HERE], we foster a supportive and innovative culture where every team member is encouraged to contribute ideas and drive success.
We value hard work, integrity, and collaboration, creating an environment that nurtures both personal and professional growth.
Our commitment to excellence is reflected in our client satisfaction and continuous improvement initiatives.
Join our team and be part of a company that prioritizes your development and career advancement.
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
A cleaning proposal promises work done after the client goes home, so the walk-through and the written scope carry the sale. Public buyers add rules of their own.
Some specs name an APPA level
School and college buyers may describe the clean they want with APPA's five appearance levels, from Level 1, the cleanest, to Level 5. APPA says a manager can project how a building will look from its staffing. Ask which level the buyer expects. Then price the hours for that level, not the one you'd guess. Source: APPA: Cleaning operations and the five appearance levels.
Federal sites expect a site visit
The FAR tells contracting officers to put a site visit provision in solicitations for services on government installations, except construction. The provision urges bidders to inspect the site, and it says skipping the visit is no grounds for a claim after award. Walk every floor and note what the spec leaves out, because a missed restroom becomes your cost. Source: Acquisition.gov: FAR 52.237-1, Site Visit.
Mark what's confidential in a public bid
A proposal sent to a city or school district can become a public record. In Utah, for example, a bidder who wants pricing or trade secrets protected must send a written claim of business confidentiality. A short statement of reasons goes with it, sent with the record or soon after. Check each state's rule, and mark only the pages that need it. Source: Utah Code 63G-2-309, confidentiality claims.
Count fixtures and floors, not leased space
The leasing number on a building often includes shared areas and space your crew never touches. Count what the crew will clean: restrooms and fixtures, floor types, trash points, break rooms and entrances. Put those counts in the CRM so the price can be checked and the start crew knows the building.
How much janitorial sales representatives make
The closest BLS group for janitorial sales representatives is sales representatives of services. Sales representatives of services who work for building and home services companies earned a median of $29.31 an hour ($60,970 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 40,700 of the 1,256,010 sales representatives of services in that survey work for building services companies.
The template pairs a base salary with commission on closed contracts and bonuses for performance. Judge base and expected commission together against the BLS pay for this role.
Building services companies
$60,970$60,970 median Middle half $45,780–$78,150 10th–90th $37,360–$98,900
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$0k$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
Building services companies
$37,360
$45,780
$60,970
$78,150
$98,900
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
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
Prospecting offices, schools and medical practices by phone, email and visit
Walking a building and taking careful counts
Writing a clear scope with tasks and how often each happens
Following up on long sales without pestering
CRM notes a manager can act on
Teach these on the job
Your pricing worksheet and approval steps
Floor types and the care each one needs
Public bid forms and deadlines
Your service area and target building list
A phone with the CRM app, a laser measure and a floor plan for walk-throughs, and the company's pricing worksheet and proposal template. Reps who can turn a walk-through into a clean proposal in Word or Google Docs the same day stand out.
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 on value
A facility manager says their current cleaner is cheaper and they just want a number. What do you do?
A strong answer: Asks what isn't working now, confirms the scope, and gives a proposal that shows what the price covers and how quality is checked.
Behavioral · Long sales cycles
Tell me about the longest sales cycle you've closed. How did you keep it moving?
A strong answer: Kept in touch with value, mapped decision-makers, and set clear next steps.
These targets are one example. Set your own from the size of the contracts you sell and how long your buyers take to decide, and adjust them after a rep's first quarter.
New Sales Closed
Contracts signed by the client and accepted by the company each month, counted once a start date is set. Decide up front whether add-on work at current clients counts.
Customer Satisfaction Rating
Ask each new client, after the first month of cleaning, whether the work matches what the proposal promised. A low score can point to a scope gap from the walk-through.
Lead Conversion Rate
Share of qualified leads the rep turns into signed contracts, pulled from the CRM by lead source. Define qualified once, such as a decision maker and a known need, so reps can't pick the easy ones.
Monthly Revenue Generation
Monthly billing value of the contracts a rep signed, from the price on each agreement. Report recurring cleaning apart from one-time jobs like carpet extraction or window washing.
Career path
Field supervisorKnows how long each building takes, which makes walk-throughs and pricing easier to learn.
Sales representativeProspects, walks buildings, prices the work and closes contracts.
Senior account executiveHandles multi-site clients and public bids.
Who signs the cleaning contract in a multi-tenant office building?
Often the property manager, for the lobby, restrooms and halls, and sometimes for tenant suites too. Some leases leave suite cleaning to each tenant, which means separate buyers. Ask the property manager what the leases say before you pitch tenants. That way you don't undercut your own proposal or the manager's trust.
How much does a janitorial sales representative make?
Sales representatives of services who work for building and home services companies earned a median of $29.31 an hour ($60,970 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $45,780 and $78,150 a year. Pay also depends on your local market, experience and overtime.
What goes into a commercial cleaning proposal?
A task list for each area with how often each task happens, the nights of service, and what's left out, such as high windows or carpet extraction. Add how supplies are handled, how the client reports a problem and how the first weeks will go. Attach references from similar buildings.
Should the rep stay involved once cleaning starts?
Yes, for a short handoff. Call or visit after the first week and the first month to confirm the work matches the proposal. Then pass day-to-day contact to operations. Keep a light touch after that, such as a call before renewal, so you hear about add-on work and other buildings the client runs.
How should a janitorial sales ad describe the physical side of walk-throughs?
Turn the template's lines into the tasks behind them. That means walking a whole building, including stairwells, basements and parking garages. It means carrying a laptop bag, a measuring tool and sample kits. And it means walking from parking lots and between buildings in rain or cold. Tasks let each applicant judge the work.
