Outside B2B Sales Executive - New Business Development

Job Description

Job Description

City Wide Facility Solutions is seeking an experienced Outside B2B Sales Executive to acquire net-new commercial clients within a protected territory.

This is a true new-business “hunter” position. Your primary responsibility will be to build a qualified sales pipeline, gain access to business decision-makers, identify facility-service needs, develop customized proposals, and close new commercial service agreements.

This is not primarily an account-management, customer-service, retail-sales, residential-sales, leasing, marketing-outreach, or inbound-lead position. Candidates whose experience is primarily in those areas may have valuable transferable skills, but that experience does not replace a demonstrated track record of outside B2B prospecting and closing net-new business.

The ideal candidate has at least three years of recent experience in a quota-carrying outside B2B sales role in which they were personally responsible for generating and closing new commercial business.

You should be comfortable creating opportunities rather than waiting for leads. That includes cold calling, cold emailing, visiting prospective businesses, networking, asking for referrals, reaching decision-makers, conducting discovery meetings, surveying facilities, presenting proposals, overcoming objections, negotiating terms, and asking for the business.

Successful candidates will be able to explain their past sales performance with specific numbers, including:

• Annual new-business quota
• Percentage of quota achieved
• Percentage of pipeline personally generated
• Average contract or deal size
• Typical sales-cycle length
• Types of decision-makers sold to
• Prospecting activities used to generate opportunities

As an Outside B2B Sales Executive, you will own the full new-business sales process from initial prospecting through signed agreement and successful handoff.

You will develop relationships with property managers, facility managers, operations leaders, business owners, procurement professionals, and other commercial decision-makers. Through discovery meetings and facility surveys, you will identify operational challenges and present customized facility-service solutions that deliver value, accountability, and convenience.

This position requires persistence, strong business judgment, disciplined prospecting, professional communication, and the ability to manage a territory without constant supervision.

The primary focus of the role is acquiring new clients. Although relationship building is essential, success will ultimately be measured by your ability to create qualified opportunities and close profitable new business.

• Develop and execute a territory plan focused on acquiring net-new commercial clients.
• Build and maintain a self-generated pipeline through cold calling, cold emailing, in-person prospecting, referrals, networking, and other outbound sales activities.
• Identify and gain access to property managers, facility managers, business owners, operations leaders, procurement professionals, and other qualified decision-makers.
• Conduct discovery meetings to understand each prospect’s facility needs, operational challenges, current service arrangements, and purchasing process.
• Perform on-site facility surveys and gather the information needed to develop accurate service recommendations and proposals.
• Present customized facility-service solutions that clearly communicate value, expected outcomes, and City Wide’s service model.
• Advance opportunities through the complete sales process, from initial contact through qualification, proposal, objection handling, negotiation, and close.
• Maintain consistent follow-up with prospects and establish clear next steps throughout the sales process.
• Manage multiple sales opportunities at different stages without losing momentum or follow-through.
• Maintain accurate and timely records of prospecting activity, meetings, opportunities, proposals, next steps, and forecasts in the company CRM.
• Monitor pipeline coverage and take proactive action when additional prospecting is needed.
• Provide accurate sales forecasts and communicate potential risks or delays.
• Collaborate with internal operations and account-management teams to ensure an organized handoff and successful onboarding of new clients.
• Gather competitive intelligence and stay informed about market conditions within the assigned territory.
• Represent City Wide Facility Solutions professionally at business events, association meetings, networking functions, and community activities when appropriate.

Performance in this position will be evaluated based on measurable new-business results, including:

• Net-new commercial revenue
• Signed service agreements
• Individual quota attainment
• Qualified appointments and opportunities
• Self-generated pipeline
• Pipeline coverage and progression
• Proposal activity and close rate
• Sales-cycle management
• CRM accuracy and completeness
• Forecast reliability
• Quality of new-client handoffs

• At least three years of recent, full-cycle outside B2B new-business sales experience .
• Experience in an individual, quota-carrying sales role with direct responsibility for acquiring net-new commercial customers.
• Demonstrated history of meeting or exceeding new-business sales targets.
• Proven ability to generate pipeline through cold calling, cold emailing, field prospecting, networking, referrals, and other outbound activities.
• Experience selling directly to business owners, property managers, facility managers, operations leaders, procurement professionals, executives, or comparable commercial decision-makers.
• Experience managing the complete sales process from prospecting and qualification through proposal, negotiation, and close.
• Ability to describe past quota, attainment, pipeline-generation responsibilities, average deal size, and sales cycle.
• Strong discovery, presentation, objection-handling, negotiation, and closing skills.
• Experience managing a defined geographic territory.
• Proficiency with CRM systems and a demonstrated commitment to accurate pipeline documentation.
• Excellent written and verbal communication skills.
• Strong organization, time-management, and follow-up abilities.
• Self-motivated and comfortable working independently in the field.
• Ability to collaborate effectively with internal operations and account-management teams.
• Ability to travel regularly throughout the assigned territory and conduct in-person prospecting, meetings, and facility surveys.
• Comfort visiting a variety of commercial environments, including office, industrial, medical, and retail facilities. Conditions such as temperature, noise, odors, and air quality may vary by location.
• Ability to successfully complete a pre-employment background check.

• Experience selling recurring commercial service agreements.
• Experience selling facility services, building services, commercial cleaning, HVAC, security, landscaping, pest control, waste services, uniform services, maintenance services, or another recurring B2B service.
• Experience selling to property managers, facility managers, commercial real estate professionals, operations leaders, or multi-location businesses.
• Experience with consultative or solution-based selling involving multiple stakeholders.
• Established professional relationships within the local commercial market.
• Bachelor’s degree or equivalent professional experience.

• Retail or consumer sales
• Residential sales without meaningful commercial B2B responsibility
• Inside sales or inbound lead handling
• Customer service
• Account management or customer retention
• Leasing or property-management operations
• Marketing, community outreach, or event coordination
• Delivery-route upselling
• Sales support
• Sales management without recent personal prospecting and closing responsibility

Experience in these areas may be helpful, but candidates must also demonstrate at least three years of direct, outside B2B new-business sales experience to meet the primary qualification for this role.

For more than 60 years, City Wide Facility Solutions has helped businesses simplify facility management through a single point of contact.

With more than 115 locations across the United States and Canada, City Wide partners with thousands of commercial clients by delivering customized facility solutions through a network of qualified service providers.

Our mission is to save our clients time while providing exceptional service, accountability, and long-term value.

Requirements

• 3-5 years of B2B sales experience with a proven track record of meeting or exceeding targets.
• Bachelor’s degree preferred (or equivalent experience in outside sales).
• Exceptional communication and interpersonal skills —you know how to connect with decision-makers.
• Strong analytical and problem-solving abilities to tailor solutions for client needs.
• Experience with CRM systems and proficiency in Microsoft Office Suite .
• Ability to work independently while also being a team player.
• Self-motivated, organized, and detail-oriented —you thrive in a fast-paced, high-energy environment.
• Ability to adapt to various work environments (industrial, medical, office, retail, etc.), where air quality and temperature may vary.
• Must pass a pre-employment background check due to the safety-sensitive nature of this role.

Successful candidates will also be required to pass a pre-employment background check due to the safety-sensitive nature of this position.

Benefits

• Salary $70,000 - $85,000 with on target earning $115,000-$150,000
• Uncapped commissions
• Protected territory
• Expense/entertainment account
• Vehicle reimbursement
• Mentorship by company leadership
• Annual Circle of Excellence Club trips for top performers
• Company issued laptop and iPhone
• Paid time off (in addition to 8 paid holidays)
• 401k – 4% company match
• Health/Dental/Vision insurance