WASH Commercial Laundry is seeking an experienced and results-driven Director, College & University Sales to lead and grow our College & University business across the United States.
This position is responsible for developing and executing a national sales strategy focused on new business acquisition, existing customer retention, revenue growth, and expanding WASH's presence within the higher education market.
The Director will lead, coach, and develop a team of College & University sales professionals while building strong relationships with university administrators, housing departments, procurement teams, and other key decision-makers.
The ideal candidate is a strategic, hands-on sales leader with a proven track record of building high-performing teams, navigating complex sales cycles, and winning competitive RFP opportunities. This individual must possess strong business acumen, exceptional relationship-building skills, and the ability to collaborate across departments to deliver an outstanding customer and student experience.
Key ResponsibilitiesNational Sales Strategy & Business Development- Develop and execute a comprehensive national sales strategy to drive growth within the College & University market.
- Identify, pursue, and secure new university partnerships through proactive business development, relationship building, and competitive RFP processes.
- Establish annual and quarterly sales objectives aligned with company growth and profitability goals.
- Develop market penetration strategies to expand WASH's presence within targeted universities and geographic regions.
- Build and maintain relationships with senior university leadership, housing administrators, procurement departments, and other decision-makers.
- Monitor industry trends, competitor activity, and emerging opportunities within the higher education laundry market.
Sales Team Leadership & Development- Lead, coach, and develop a national team of College & University sales professionals.
- Establish clear performance expectations, measurable KPIs, and individual sales goals.
- Conduct regular pipeline reviews, business reviews, and performance coaching sessions.
- Provide guidance and support on strategic opportunities, complex negotiations, and competitive RFP responses.
- Build a culture of accountability, collaboration, continuous improvement, and results.
- Support recruiting, onboarding, training, and professional development of sales team members.
Customer Retention & Strategic Account Management- Develop and execute strategies to retain and expand existing College & University partnerships.
- Oversee key university relationships and participate in executive-level customer meetings and business reviews.
- Proactively identify upcoming contract renewals, competitive threats, and opportunities to expand existing partnerships.
- Partner with Operations and Service leadership to address customer concerns, improve service delivery, and strengthen long-term relationships.
- Ensure WASH is positioned as a trusted strategic partner focused on improving the campus laundry experience.
RFP Management & Contract Negotiations- Lead the strategy and execution of major university RFP opportunities.
- Partner with internal stakeholders to develop competitive, profitable, and differentiated proposals.
- Oversee contract negotiations, pricing strategies, financial evaluations, and deal approvals.
- Ensure proposals align with company financial objectives, operational capabilities, and long-term growth strategies.
- Develop compelling presentations and solutions that communicate WASH's value proposition and competitive advantages.
Student Experience & Market Innovation- Collaborate with Marketing, Operations, and Technology teams to enhance the student laundry experience.
- Support the development and implementation of innovative campus laundry solutions, including connected technology, digital payment platforms, and student engagement initiatives.
- Partner with the Student Ambassador program and other campus engagement initiatives to strengthen brand awareness and student satisfaction.
- Identify opportunities to differentiate WASH through technology, service quality, equipment solutions, and innovative campus experiences.
Sales Performance & Business Management- Own national College & University sales performance, including new business growth, contract renewals, revenue, and profitability.
- Develop accurate sales forecasts, pipeline reports, and annual business plans.
- Utilize CRM to manage opportunities, customer relationships, contract renewals, and sales performance.
- Establish consistent sales processes, reporting standards, and accountability across the team.
- Prepare and present business reviews, performance updates, and strategic recommendations to senior leadership.
- Collaborate with Finance, Operations, Marketing, Legal, and other departments to ensure successful execution of business objectives.
Qualifications & Experience- Bachelor's degree in Business, Marketing, or a related field preferred, or equivalent professional experience.
- 7+ years of progressive sales experience, including at least 5 years in sales leadership or management.
- Demonstrated success leading and developing high-performing sales teams.
- Proven track record of driving new business growth and retaining strategic customer relationships.
- Experience managing complex sales cycles, competitive RFP processes, and contract negotiations.
- Experience in the College & University, commercial laundry, facilities services, or related industries strongly preferred.
- Strong financial acumen with the ability to evaluate deal economics, pricing, and profitability.
- Exceptional presentation, negotiation, communication, and relationship-building skills.
- Strong organizational, analytical, and strategic planning capabilities.
- Proficiency in CRM platforms, Microsoft Office, and sales reporting tools.
- Ability and willingness to travel nationally up to 50%
Key Performance IndicatorsSuccess in this position will be measured by:
- New Business Growth: Achievement of annual and quarterly new university contract and machine placement targets.
- Customer Retention: Successful renewal of existing university partnerships and minimization of customer attrition.
- Revenue & Profitability: Achievement of sales, revenue, and profitability objectives.
- Sales Pipeline: Development and maintenance of a qualified national opportunity pipeline.
- RFP Performance: Competitive win rates and successful execution of strategic university opportunities.
- Team Performance: Achievement of individual and team sales objectives, employee development, and accountability.
- Customer Experience: Strong university relationships, customer satisfaction, and successful cross-functional execution.
