College and University Director

Automatic Apartment Laundries, Inc.; Grand Rapids (MI); On-site; USD 150,000 - 210,000; Full time

Job summary

WASH is seeking a Director, College & University Sales to lead our national effort across the United States. You will drive growth through new partnerships, retention, and revenue expansion in higher education, while building a high-performing sales team.

You will partner with university leadership, housing and procurement teams to win competitive bids, manage renewals, and optimize pricing. A strategic, hands-on leader with strong relationship skills is essential.

Qualifications

• Bachelor's degree in Business, Marketing, or related field.
• 7+ years of progressive sales experience, including 5+ years in leadership.
• Proven track record of building high-performing sales teams.
• Experience managing complex sales cycles and RFP processes.
• Strong financial acumen with deal economics and profitability.

Responsibilities

• Develop and execute a national sales strategy for college and university segments.
• Lead and coach a national team of College & University sales professionals.
• Manage key university relationships and executive-level business reviews.
• Oversee RFPs, pricing strategies, and contract negotiations.
• Collaborate with Marketing, Operations, Finance and Legal to meet objectives.

Skills

Leadership experience

Strategic selling

CRM proficiency

Negotiation

Relationship building

Forecasting

Education

Bachelor's degree in Business/Marketing or related field

Tools

CRM software

Microsoft Office

Job description

WASH is a company that our customers depend on to keep them going so they can provide valuable services to their clients across USA and Canada (Coinamatic Inc. and ParkSmart Inc). We strive to build a sense of purpose and achievement in the work we do while staying true to the DNA of our core values. We value our people and encourage the development of talented and motivated employees to support the continued performance and growth of our diverse operations. We have been the foundation of many successful careers. At our core we are an innovation driven, fast-paced team environment with a high performance culture. If you are looking for a career that will challenge and engage you, is focused on customer care and quality service, then WE are the company for you. We invite you to bring your passion and experience to our team! 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

• 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.

We are an equal opportunity employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, disability, or status as a veteran, or because of any other federal, state, or local protected class. We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state, and local laws. We may require associates to submit to drug testing after receiving an offer of employment, but before beginning their job with us. We comply with federal, state, and local laws with respect to the administration of drug testing and consideration of test results, which may vary based on location. We participate in and comply with E‑Verify in states requiring E‑Verify to determine the eligibility of U.S.-based individuals to work in the U.S. We respect the privacy of candidates for employment. WASH's Privacy Policy sets forth how we will use the information we obtain when you apply for a position through this careers site. The Privacy Policy is accessible at: https://www.wash.com/privacy-policy/. This Privacy Policy also includes important disclosures pursuant to the California Consumer Privacy Act. Please review the Privacy Notice carefully before submitting any information through this form. If you do not consent to the terms of this Privacy Policy, please do not submit information to us through this form, and instead contact Human Resources at [e-mail] to inquire about the position.

The driving force to our success continues to be our customer service. As we build upon our Company’s legacy, growth and innovation are at the forefront of our strategic goals. We value trust, innovation, and integrity and are committed to helping you design your future and build your career. Whether you’re part of Operations, Sales, Marketing, Finance, Customer Service or have other talents to offer, the people you will work with are the best in the industry. Over the past five years we’ve doubled in size, pioneered new advances in laundry room technology, and modernized our systems. In being a people-centered company, we provide professional development, promotional opportunities, and a learning environment to continue to innovate. If our spirit of innovation and customer-focused approach speaks to you, we’d like to meet you!