CanDo Laundry Services is looking for an experienced Sales Manager to lead new business growth across our core laundry and workwear divisions.
This is a full-time, permanent role based at Kenfig, with regular UK-wide client travel. The role offers a base salary of £40,000–£45,000 per annum, depending on experience, plus a performance-based commission structure.
This is a newly created leadership role and a genuine opportunity to shape the direction of our commercial function as we continue to grow. You will personally own our core laundry new business target, line-manage the Workwear Business Development Manager, and act as the single accountable point for delivering the combined Year 1 new business revenue target.
We are looking for a commercially strong B2B sales professional with proven experience closing significant contracts, managing pipeline through a CRM, coaching direct reports, and building disciplined sales activity that converts into signed business.
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: Sales Manager
Department: Commercial / Sales
Reports to: Head of Commercial
Direct Reports: Workwear Business Development Manager
Location: Kenfig, with regular UK-wide client travel
Employment Type: Full-time, Permanent
Hours: 8:30am–5:00pm, Monday to Friday
Rate of Pay: £40,000–£45,000 per annum, depending on experience
Role Purpose
The Sales Manager is responsible for leading the new business function for CanDo Laundry Services, owning the combined new business revenue target across core laundry and workwear, and providing the leadership, coaching, and discipline required to turn pipeline into signed contracts.
The role is responsible for personally driving core laundry new business, leading the Workwear Business Development Manager, maintaining a unified sales pipeline, and supporting the business in achieving its FY2027 commercial growth plan.
This is a commercially focused leadership role requiring strong B2B sales experience, disciplined CRM management, confident people leadership, and the ability to work closely with internal teams to win, onboard, and grow customers.
Key Responsibilities
Commercial Leadership
• Own and deliver the combined Year 1 net new business target across core laundry and workwear.
• Lead, coach, and performance-manage the Workwear Business Development Manager.
• Build, govern, and report on a single unified new business pipeline covering core laundry and workwear.
• Set, monitor, and recalibrate weekly and monthly KPIs across the new business function.
• Provide clear commercial leadership, structure, and accountability across new business activity.
• Support the Head of Commercial with commercial planning, reporting, and strategic decision-making.
• Help shape how the business wins, onboards, and grows customers across both core laundry and workwear services.
Personal Sales Delivery
• Personally drive core laundry new business prospecting, qualification, and closing.
• Identify, approach, and develop new business opportunities across target sectors.
• Manage prospects through the full sales cycle, from initial contact to signed contract.
• Deliver the strategic contract win on schedule, working closely with Operations to ensure a smooth handover and onboarding process.
• Maintain an active, qualified, and weighted pipeline at all times.
• Ensure all sales activity, prospect information, pipeline updates, and deal progress are recorded accurately in HubSpot.
• Prepare and present proposals, pricing, and commercial solutions that align with customer needs and business requirements.
CRM, Pipeline and Sales Discipline
• Maintain strong CRM hygiene and ensure accurate, up-to-date sales records.
• Use HubSpot to manage pipeline, activity, forecasting, and reporting.
• Monitor pipeline coverage against targets and take action where activity or conversion is below expectation.
• Ensure sales opportunities are properly qualified, weighted, and progressed.
• Track activity levels, conversion rates, deal values, and forecasted revenue.
• Produce clear, accurate, and timely updates for the Head of Commercial.
• Embed consistent sales processes, reporting standards, and follow-up discipline.
People Leadership and Coaching
• Line-manage the Workwear Business Development Manager.
• Set clear expectations, objectives, and KPIs for direct reports.
• Provide regular coaching, feedback, and support to improve sales performance.
• Monitor performance against activity, pipeline, and revenue targets.
• Address performance concerns promptly, fairly, and constructively.
• Support personal development and build capability within the commercial team.
• Promote accountability, professionalism, and high standards of customer engagement.
Cross-Functional Working
• Work closely with Account Management to identify and develop cross-sell opportunities, including workwear opportunities within the existing laundry client base.
• Liaise with Operations on capacity planning, onboarding, pricing, and service delivery requirements for new wins.
• Work with internal teams to ensure new customer requirements are understood, planned, and delivered effectively.
• Support smooth handovers from sales into operations and account management.
• Partner with the Head of Commercial on quarterly business reviews and strategic planning.
• Escalate commercial, operational, pricing, or customer risks appropriately.
Commercial and Financial Management
• Understand and apply margin, pricing, contract structure, and multi-year deal modelling.
• Support commercially sound decision-making that balances revenue growth with profitability.
• Prepare pricing and proposals in line with business expectations and approval processes.
• Monitor the profitability and sustainability of new business opportunities.
• Contribute to the business’s commercial revenue plan and growth objectives.
• Identify opportunities to improve sales conversion, revenue quality, and customer value.
Person Specification
Essential
• Minimum 5 years’ experience in a B2B sales role.
• At least 2 years’ experience in a sales management, team lead, or sales leadership capacity.
• Demonstrable track record of personally closing contracts worth £50,000+ annual value.
• Experience managing a CRM-driven sales function.
• Strong commercial acumen, including confidence with margin, pricing, contract structure, and multi-year deal modelling.
• Confident coach and people manager with the ability to develop direct reports.
• Excellent verbal and written communication skills.
• Strong pipeline management and forecasting ability.
• Able to work with commercial targets, KPIs, and performance data.
• Professional, credible, and confident when dealing with senior customer contacts.
• Able to work cross-functionally with operations, account management, and senior leadership.
• Full UK driving licence.
• Willingness to travel regularly to client sites across the UK.
Desirable
• Experience using HubSpot.
• Experience using Salesforce, Pipedrive, or another recognised CRM system.
• Direct experience in industrial laundry, workwear rental, textile services, or adjacent contract services.
• Experience in facilities management, hygiene services, uniform rental, logistics, manufacturing services, or similar B2B contract environments.
• Sales leadership experience within a high-growth or post-acquisition environment.
• Experience launching a new product, service, division, or commercial function.
• Experience working with strategic contract wins or high-value customer onboarding.
Skills and Behaviours
• Commercially focused and target-driven.
• Strong leadership and coaching style.
• Confident, professional communicator.
• Organised and disciplined in CRM, reporting, and follow-up.
• Proactive and resilient in prospecting and deal progression.
• Able to build trust with customers and internal stakeholders.
• Strong negotiation and influencing skills.
• Data-aware and comfortable using sales metrics to drive performance.
• Accountable and comfortable owning revenue targets.
• Calm and practical when dealing with challenges or changing priorities.
• Collaborative and able to work across departments.
• Strategic thinker with a hands-on approach.
• Positive, professional, and solutions-focused.
Key Working Relationships
• Head of Commercial
• Workwear Business Development Manager
• Account Management team
• Operations team
• Production and transport teams
• Customer service team
• Finance, where required
• HR, where required
• Senior leadership team
• New and existing customers
• Key client contacts and decision-makers
Performance Measures
Performance in this role may be assessed against:
• Delivery of combined Year 1 net new business revenue target.
• Delivery of core laundry new business target.
• Delivery of strategic contract win and successful handover.
• Workwear new business performance through the Workwear Business Development Manager.
• Pipeline coverage and quality.
• CRM accuracy, hygiene, and reporting discipline.
• Sales activity, conversion rates, and deal progression.
• Value and profitability of new business secured.
• Quality of coaching, leadership, and performance management of direct reports.
• Cross-sell opportunities identified and progressed.
• Quality of communication and collaboration with Operations and Account Management.
• Customer onboarding and handover standards.
• Retention gateway and impact on overall commercial performance.
Year 1 Targets
• Combined new business revenue: £1,986,880.
• Core laundry new business directly owned by the Sales Manager: £246,880.
• Strategic contract delivery: £740,000.
• Workwear new business via Workwear Business Development Manager: £1,000,000.
• Sustained pipeline coverage: 3x of organic target.
• Retention gateway for overall core book: 95% or above.
Reward and Benefits
• Base salary of £40,000–£45,000 per annum, depending on experience.
• Performance-based commission structure tied to profit generated, with sensible accelerators and a retention gateway.
• 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.
General Duties
• Carry out reasonable duties as requested by the 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 commercial processes, reporting, customer onboarding, and sales 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.
