Sales Representative – New Business Development
Fagan Sanitary Supply
Western Pennsylvania | Full-Time
About Fagan Sanitary Supply
Fagan Sanitary Supply is a premier educational facilities solutions company serving Western Pennsylvania, helping schools, universities, healthcare systems, commercial facilities, and other organizations create cleaner, healthier, safer, and higher-performing environments.
We provide more than janitorial products. Our team partners with facility leaders to identify operational challenges, reduce cleaning costs, improve productivity, address labor challenges, and implement solutions that deliver measurable results.
As we continue to grow, we are seeking an extremely competitive, driven, and entrepreneurial Sales Representative whose primary responsibility is to secure new business and expand Fagan Sanitary Supply’s customer base.
Position Overview
The Sales Representative – New Business Development is a hunter-focused sales position designed for an individual who thrives on prospecting, opening doors, developing relationships, and winning new accounts.
This person will be responsible for identifying prospective customers, initiating relationships with key decision-makers, uncovering facility challenges, presenting Fagan’s solutions, and ultimately converting prospects into long-term customers.
This is not primarily an account-management position. The successful candidate will be measured heavily on their ability to consistently create new opportunities and close new business.
Primary Objective
Win new customers.
The ideal candidate is highly competitive, persistent, confident, disciplined, and motivated by the opportunity to build something significant.
Key Responsibilities
New Business Development
Prospect aggressively for new customers throughout Western Pennsylvania.
Develop and maintain a consistent pipeline of qualified prospects.
Identify schools, universities, healthcare facilities, commercial facilities, municipalities, and other organizations that represent strong business opportunities.
Make outbound calls, emails, visits, and other prospecting contacts on a consistent basis.
Secure appointments with facility directors, purchasing managers, administrators, operations leaders, environmental services leaders, and other key decision-makers.
Develop relationships with decision-makers and influencers at prospective accounts.
Identify opportunities where Fagan can replace incumbent suppliers or become an additional strategic supplier.
Conduct facility assessments and identify opportunities for improvement.
Present customized solutions based on the customer’s operational, financial, labor, safety, and facility needs.
Prepare proposals, conduct product demonstrations, coordinate trials, and lead customers through the decision-making process.
Negotiate effectively and close new accounts.
Develop strategic plans for targeted prospects and competitive accounts.
Maintain accurate and current sales activity, opportunities, and pipeline information.
Consultative Selling
The successful candidate will learn to sell solutionsnot simply products.
You will work with customers to understand challenges such as:
Rising labor costs
Staffing shortages
Employee absenteeism
Cleaning productivity
Supply costs
Product standardization
Infection prevention
Facility appearance
Safety
Sustainability
Inventory management
Equipment and technology
Operational efficiency
You will then leverage Fagan’s products, services, technology, expertise, and manufacturer partnerships to develop solutions that create measurable value for the customer.
Competitive Expectations
This position is designed for someone who wants to win.
The ideal candidate:
Is highly competitive and results-driven.
Enjoys prospecting and opening new doors.
Is not afraid of rejection.
Has a strong sense of urgency.
Consistently follows up.
Sets aggressive goals and works relentlessly to achieve them.
Enjoys competing against established suppliers.
Can identify an opportunity and develop a strategy to win it.
Takes ownership of their territory and results.
Is motivated by uncapped earning potential.
Measures success by resultsnot activity alone.
If you are energized by finding a prospect, earning the meeting, beating the incumbent supplier, and winning the account, this could be an excellent opportunity for you.
Performance Expectations
Success in this role will be measured by objective, measurable results, including:
New accounts acquired
New revenue generated
Gross profit generated
Qualified opportunities created
New customer meetings
Proposal opportunities
New customer conversion rate
Sales pipeline development
Competitive accounts converted
Year-over-year new business growth
The expectation is that the representative will continually create, develop, and close new opportunities rather than relying on inherited business.
Ideal Candidate
Fagan Sanitary Supply is looking for an individual with a proven ability to sell and win new business.
Preferred Qualifications
Proven outside sales or business development experience.
Demonstrated history of acquiring new customers.
Experience selling to schools, universities, healthcare, commercial facilities, government, or other institutional customers is highly desirable.
Strong prospecting and cold-calling skills.
Excellent communication and presentation abilities.
Strong negotiation and closing skills.
Ability to communicate with decision-makers at multiple organizational levels.
Strong business and financial acumen.
Highly organized and self-motivated.
Comfortable working independently.
Proficient with CRM and basic computer technology.
Valid driver’s license and reliable transportation.
Industry experience is helpful, but a demonstrated ability to win new business is more important.
What Fagan Sanitary Supply Offers
An established and respected Western Pennsylvania company.
A strong portfolio of janitorial, sanitation, facility, equipment, and cleaning solutions.
Industry-leading manufacturer partnerships.
Comprehensive training and sales support.
The ability to sell solutions rather than compete solely on price.
Significant opportunity for professional and financial growth.
A competitive compensation program designed to reward new business development and profitability.
The opportunity to build a substantial book of business through personal performance.
*Annual Compensation will consist of a Base Salary, Monthly Commissions, and Quarterly Bonuses (On-Target Earnings $110,000-Year-1)
The Opportunity
Fagan Sanitary Supply is looking for more than someone who can take orders.
We are looking for a business developer, relationship builder, problem solver, and competitor who can identify an opportunity, earn the customer’s trust, develop a compelling solution, and win the business.
If you are an aggressive, disciplined sales professional who wants to be rewarded for creating new business and believes you can become one of the top-performing sales representatives in Western Pennsylvania, we want to talk to you.
Apply Today
Fagan Sanitary Supply
Creating cleaner, healthier, safer, and higher-performing environments throughout Western Pennsylvania.
