College and University Director

Calder News LLC; Grand Rapids (MI); Remote; USD 140,000 - 190,000; Full time

Job summary

WASH Commercial Laundry seeks an experienced Director of College & University Sales to lead and grow our national higher education business across the United States. You will develop a comprehensive sales strategy, pursue new university partnerships, and deepen relationships with housing, procurement, and university leadership.

The role requires building and coaching a national sales team, managing complex multi-stakeholder cycles, guiding RFP responses, and aligning cross-functional teams to

Qualifications

• 7+ years in progressive sales roles, with 5+ years in leadership.
• Proven track record building high-performing sales teams.
• Experience managing complex sales cycles, RFPs, and negotiations.
• Experience in College & University or related industries preferred.
• Strong financial acumen for deal economics and profitability.
• Excellent presentation, negotiation, and communication skills.
• Ability to travel nationally up to 50%.

Responsibilities

• Develop and execute a national sales strategy for the College & University market.
• Lead, coach, and develop a national team of sales professionals.
• Manage key university relationships and executive reviews.
• Oversee RFP strategy, pricing, and contract negotiations.
• Collaborate with Marketing, Operations, and Technology to improve student experience.
• Own sales performance, forecasts, and annual plans.
• Ensure CRM usage, reporting standards, and accountability.

Skills

Sales leadership

Strategic thinking

Relationship building

Forecasting

CRM proficiency

Negotiation

Travel 50%+

Education

Bachelor's degree in Business or Marketing

Equivalent professional experience

Tools

CRM platforms

Microsoft Office

Job description

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 Responsibilities

National 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 Indicators

Success 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.