CanDo Laundry Services is looking for a driven Workwear Business Development Manager to help launch and grow our dedicated Workwear Division.
This is a full-time, permanent role based at Kenfig, with regular UK-wide client travel. The role offers a base salary of £38,000–£43,000 per annum, plus a performance-based commission structure.
This is a genuine opportunity to build something from the ground up. We have the operational capability, the investment, and the Year 1 revenue target in place — now we need the right person to build the pipeline, win new workwear contracts, and turn this new division into a strong recurring revenue stream.
We are looking for someone with strong B2B field sales experience, a proven ability to win new business, and the confidence to sell service-based contracts across industrial, manufacturing, logistics, and facilities management sectors.
This role is based on site and involves regular travel to client locations. Remote work is not available.
CanDo Laundry Services is an equal opportunities employer.
Job Description
Job Title: Workwear Business Development Manager
Department: Commercial / Workwear Sales
Reports to: Sales Manager
Location: Kenfig, with regular UK-wide client travel
Employment Type: Full-time, Permanent
Hours: 40 hours per week, Monday to Friday
Rate of Pay: £38,000–£43,000 per annum, depending on experience
Role Purpose
The Workwear Business Development Manager is responsible for building and delivering new business growth for CanDo Laundry Services’ dedicated Workwear Division.
The role is focused on hunting, developing, and closing new workwear contracts across industrial, manufacturing, logistics, facilities management, and similar sectors.
This is a new business-focused role requiring strong prospecting, disciplined pipeline management, commercial confidence, and the ability to build relationships with senior decision-makers. The successful candidate will own the workwear sales pipeline from initial prospecting through to qualification, scoping, pricing, closing, and handover to operations.
Key Responsibilities
New Business Development
• Identify, prospect, and win new workwear contracts across target sectors.
• Build a strong pipeline of qualified opportunities in industrial, manufacturing, logistics, facilities management, and related markets.
• Develop new customer relationships through proactive outreach, networking, referrals, site visits, and targeted sales activity.
• Own the full sales process from prospecting to signed contract.
• Focus on securing stable, recurring, multi-site and multi-year contract opportunities.
• Work towards the Year 1 target of £1,000,000 annual contract revenue.
• Maintain a consistent run-rate of new business activity and contract progression.
Pipeline and CRM Management
• Own and maintain the workwear new business pipeline.
• Use HubSpot to record prospecting activity, customer information, opportunities, deal progress, next steps, and forecasted revenue.
• Maintain accurate CRM records and strong pipeline discipline.
• Build and sustain qualified pipeline coverage of 3x target.
• Ensure all opportunities are properly qualified, weighted, and progressed.
• Provide regular pipeline, activity, and forecast updates to the Sales Manager.
• Use sales data and pipeline insight to prioritise activity and improve conversion.
Sales Process and Contract Closing
• Qualify customer needs, decision-makers, contract value, service requirements, and timescales.
• Scope customer requirements and develop appropriate workwear service solutions.
• Prepare and present commercial proposals, pricing, and contract options.
• Build relationships with senior decision-makers, including Operations, Procurement,
Health and Safety, and Finance contacts.
• Manage multi-stakeholder and multi-month sales cycles professionally.
• Negotiate and close contracts in line with Company expectations and approval processes.
• Ensure new business wins are commercially sound and operationally deliverable.
Cross-Functional Working
• Work closely with the Sales Manager to support workwear growth and sales strategy.
• Collaborate with Account Managers to develop warm cross-sell opportunities from the existing laundry client base.
• Liaise with Operations to confirm service capability, pricing, onboarding requirements, and customer handover details.
• Support smooth transition from signed contract to operational delivery.
• Communicate customer expectations clearly to internal teams.
• Escalate commercial, operational, pricing, or service risks appropriately.
Market and Customer Development
• Build knowledge of the workwear, uniform rental, PPE, hygiene services, industrial laundry, and textile services markets.
• Identify target sectors, customer types, and decision-maker profiles.
• Develop a strong understanding of customer needs, competitor activity, and market opportunities.
• Build trusted relationships with prospects and customers.
• Represent CanDo Laundry Services professionally at client meetings, site visits, networking opportunities, and external events.
• Contribute ideas to shape the development of the Workwear Division.
Person Specification
Essential
• Minimum 3 years’ B2B field sales experience.
• Strong experience in new business development, ideally in a hunting or new-logo sales role.
• Track record of closing contracts worth £40,000+ in annual value.
• Experience selling a service-based solution, not just a product.
• Comfortable managing multi-stakeholder and multi-month sales cycles.
• Experience using a CRM system to manage sales activity and pipeline.
• Disciplined approach to prospecting, follow-up, CRM updates, and pipeline management.
• Strong communication, negotiation, and relationship-building skills.
• Commercially confident and comfortable discussing pricing, value, contract terms, and customer requirements.
• Able to work independently while staying aligned with wider commercial and operational priorities.
• Full UK driving licence.
• Willingness and ability to travel regularly to client sites across the UK.
Desirable
• Direct experience in workwear, uniform rental, PPE, hygiene services, industrial laundry, textile services, or similar B2B contract services.
• Existing relationships in industrial, manufacturing, logistics, facilities management, or related sectors.
• Experience using HubSpot.
• Experience launching a new product, service, division, or revenue stream.
• Experience selling multi-site or multi-year contracts.
• Experience working with operational teams to scope, price, and onboard new customer contracts.
Skills and Behaviours
• Target-driven and commercially focused.
• Confident new business hunter.
• Resilient, proactive, and self-motivated.
• Professional and credible with senior decision-makers.
• Strong relationship-builder.
• Organised and disciplined with CRM and pipeline management.
• Comfortable working to challenging revenue targets.
• Strong negotiation and influencing skills.
• Able to manage a full sales cycle independently.
• Practical and solutions-focused.
• Collaborative with internal teams.
• Comfortable working in a newly developing division.
• Positive, accountable, and willing to help shape the role as the division grows.
Key Working Relationships
• Sales Manager
• Head of Commercial
• Account Managers
• Operations team
• Production and transport teams
• Customer service team
• Finance, where required
• New and existing customers
• Senior decision-makers within target customer organisations
• External prospects, partners, and industry contacts
Performance Measures
Performance in this role may be assessed against:
• Delivery of Year 1 workwear new business revenue target.
• Value of new annual contract revenue secured.
• Number and quality of new contracts won.
• Pipeline coverage and quality.
• CRM accuracy, hygiene, and reporting discipline.
• Prospecting activity and conversion rates.
• Quality of customer relationships and sales opportunities developed.
• Progression of multi-site and multi-year contract opportunities.
• Profitability and commercial quality of new business secured.
• Successful handover of new contracts to Operations.
• Collaboration with Sales Manager, Account Managers, and Operations.
• Contribution to the growth and development of the Workwear Division.
Year 1 Targets
• Workwear new business revenue target: £1,000,000 annual contract revenue.
• Approximate contract mix: 12–25 quality contracts per year, weighted towards £40,000–£60,000 accounts.
• Pipeline coverage: 3x target, with £3,000,000+ qualified pipeline maintained.
• New contract run-rate: approximately £83,000 of new contract value per month.
• Priority focus: stable, recurring, multi-year contract revenue.
Reward and Benefits
• Base salary of £38,000–£43,000 per annum, depending on experience.
• Competitive performance-based commission structure tied to profit generated.
• Bonus accelerators for multi-site deals, 3-year contract lengths, and high-margin agreements.
• Full commission details to be discussed at offer stage.
• 28 days’ annual leave inclusive of bank holidays.
• The business operates on bank holidays.
• Pension scheme.
• Phone and laptop provided.
• Opportunity to help shape and grow a newly launched Workwear Division.
General Duties
• Carry out reasonable duties as requested by the Sales Manager, Head of Commercial, or senior leadership.
• Support the wider commercial function and business growth plan.
• Attend meetings, client visits, reviews, training, and briefings as required.
• Maintain accurate records, reports, and sales documentation.
• Represent the Company professionally when dealing with customers, prospects, colleagues, and external stakeholders.
• Report commercial risks, customer concerns, operational issues, or performance concerns promptly.
• Maintain confidentiality and handle customer, commercial, employee, and business information appropriately.
• Support improvements to sales processes, customer onboarding, reporting, and commercial performance.
Company Expectations
All employees are expected to:
• Work safely and follow all Company procedures.
• Treat colleagues, customers, managers, and visitors with respect.
• Attend work reliably and on time.
• Maintain good standards of conduct and communication.
• Take responsibility for the quality of their work.
• Support the Company’s commitment to quality, teamwork, accountability, and continuous improvement.
• Comply with Company policies and procedures, including those relating to health and safety, conduct, confidentiality, data protection, equality, and attendance.
