Inside Sales Janitorial - Sanitation

Inside Sales Representative Jan-San

The vision of SouthernCarlson is to develop strong business relationships so we understand our customers' individual needs and provide the best possible service to improve our and their profitability.

The Inside Sales Representative Jan-San is responsible for driving revenue through proactive outbound sales while managing and growing a defined book of Jan-San customers. This role owns the full inside sales cycleprospecting, qualifying, quoting, closing, and account managementwhile helping customers maintain clean, safe, and compliant facilities. Success is measured by new customer acquisition, account growth, retention, and margin, not just support activity.

Essential Duties & Responsibilities

New Business Development

• Proactively prospect and cold call new Jan-San customers within an assigned territory or target market.
• Identify, qualify, and develop opportunities tied to facility maintenance, sanitation programs, and hygiene compliance.
• Convert inbound leads into new customers and long-term Jan-San accounts.
• Build and maintain a qualified sales pipeline in the CRM/ERP system.

Account Management & Growth

• Manage and grow a defined book of Jan-San customers as the primary point of contact.
• Increase account penetration through cross-selling and upselling Jan-San products and programs (cleaning chemicals, paper, dispensers, PPE, floor care, and related supplies).
• Maintain regular customer contact to identify new locations, service changes, or usage increases.
• Retain and reactivate inactive or at-risk accounts.

Sales Execution

• Prepare, present, and follow up on Jan-San quotes with a clear intent to close.
• Recommend product substitutions or program solutions to improve cost, performance, or availability.
• Negotiate pricing within established guidelines and approval levels.
• Accurately enter orders and manage the order lifecycle from quote to shipment.
• Track open orders, backorders, and deliveries to ensure customer expectations are met.

Customer Experience

• Resolve customer issues quickly and professionally, coordinating with internal teams and suppliers as needed.
• Provide proactive communication on order status, pricing, availability, and lead times.
• Build strong, long-term customer relationships based on responsiveness, reliability, and product knowledge.

Reporting & Performance

• Maintain accurate customer, opportunity, and activity records in the ERP/CRM system.
• Meet or exceed sales goals, including new account wins, revenue, and margin targets.
• Continuously improve Jan-San product knowledge, application understanding, and sales skills.
• Stay informed on vendor programs, promotions, and compliance-related product updates.

Minimum Education & Experience Requirements

• High School Diploma or GED required; additional education a plus.
• 2+ years of inside sales experience, preferably in Jan-San, facilities, distribution, or B2B sales.
• Proven experience making outbound sales calls and closing business.

Knowledge, Skills & Abilities

• Strong phone presence with the ability to engage facility managers, operations leaders, and buyers.
• Understanding of Jan-San products, programs, or facility maintenance environments preferred.
• Results-driven mindset with accountability to revenue and growth targets.
• Excellent organizational, time management, and follow-up skills.
• Ability to manage multiple accounts and opportunities simultaneously.
• Clear, professional verbal and written communication skills.
• Comfortable using ERP/CRM systems and standard sales technology.
• Proficient in Microsoft Office (Outlook, Excel, Word).
• Bilingual Spanish is a plus.

What This Role Is

• This is a revenue-generating sales role, not a passive customer service position.
• Cold calling and proactive outreach are required.
• Performance is measured by sales results, not just activity or order processing

SouthernCarlson, Inc. is an equal opportunity at will employer and does not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation or national origin.