Inside Sales Representative

Job Title: Inside Sales Representative

Reports to: Regional Director

Location: Birmingham, AL

Department: Sales

Role: Non-exempt

Experience: 2+ years

About us:

Founded in 1991, JAN-PRO is one of the world's leading commercial cleaning franchise organizations. Through a network of more than 125 Regional Developers and over 10,000 independently owned Certified Business Owners, JAN-PRO delivers industry-leading commercial cleaning and disinfecting services to businesses across North America and internationally. JAN-PRO is committed to helping entrepreneurs achieve business ownership while providing customers with exceptional service, innovative cleaning solutions, and industry-leading support. As part of the Empower Brands family, JAN-PRO continues to build on its legacy of operational excellence, trusted partnerships, and franchisee success. Empower Brands is a portfolio company of MidOcean Partners, a leading private equity firm with a strong track record of investing in successful, growth-focused franchise businesses.

Position Overview:

The Inside Sales Representative is responsible for generating new commercial cleaning business opportunities through high-volume outbound prospecting, lead qualification, and appointment setting. This results-driven position plays a critical role in building the sales pipeline by identifying prospective customers, engaging decision-makers, and securing qualified appointments for Outside Sales Representatives.

Working closely with the regional sales team, the Inside Sales Representative communicates JAN-PRO's value proposition, maintains accurate prospect information, and consistently meets established activity and appointment-setting goals. Success requires a proactive sales approach, strong communication skills, resilience, and a commitment to continuous improvement.

Core Responsibilities:

Outbound Prospecting & Lead Generation

• Conduct high-volume outbound prospecting, targeting approximately 125–150 quality calls daily to generate new commercial cleaning opportunities.

• Research prospective businesses, identify key decision-makers, and develop targeted outreach strategies within assigned markets.

• Communicate JAN-PRO's commercial cleaning services and value proposition to prospective customers.

• Navigate gatekeepers, address objections, and identify customer needs through effective questioning and active listening.

• Maintain consistent follow-up with prospective customers to develop qualified sales opportunities.

Lead Qualification & Appointment Setting

• Qualify prospective customers based on business needs, service requirements, decision-making authority, and sales readiness.

• Schedule approximately 25 qualified sales appointments monthly for Outside Sales Representatives.

• Coordinate with Outside Sales Representatives to ensure accurate prospect information and effective appointment handoffs.

• Monitor appointment attendance, quality, and conversion results to improve lead-generation effectiveness.

• Build professional relationships with prospective customers that support future sales opportunities.

Sales Performance & CRM Management

• Consistently achieve established outbound activity, appointment-setting, and lead-generation objectives.

• Maintain accurate and timely CRM records, including prospect information, outreach activity, follow-up schedules, and appointment details.

• Monitor individual performance metrics, including call volume, decision-maker conversations, appointments scheduled, appointment attendance, and conversion rates.

• Partner with sales leadership to identify opportunities to improve outreach strategies, prospect engagement, and overall sales performance.

Sales Collaboration & Continuous Improvement

• Partner with Outside Sales Representatives and regional leadership to align prospecting efforts with business development priorities.

• Participate in sales training, coaching, and call reviews to strengthen communication, objection handling, and conversion effectiveness.

• Apply feedback and continuously refine prospecting techniques, sales messaging, and follow-up strategies.

• Contribute to a collaborative, accountable, and results-focused sales environment.

Critical Skills & Attributes:

• Strong outbound prospecting and cold-calling skills with the ability to engage prospective customers and generate qualified sales opportunities.

• Excellent verbal communication, active listening, persuasion, and objection-handling skills.

• Competitive, self-motivated, and results-oriented approach with the resilience to maintain consistent performance in a high-rejection sales environment.

• Strong organizational and time-management skills with the ability to manage high-volume outreach and follow-up activities.

• Coachable and adaptable, with a willingness to incorporate feedback and continuously improve performance.

• Strong relationship-building skills with the ability to work collaboratively with Outside Sales Representatives and regional leadership.

• Proficiency with CRM systems, Microsoft Office, and sales tracking tools.

Required Experience & Qualifications:

• Minimum of 2 years of B2B outbound phone sales, prospecting, or appointment-setting experience.

• Demonstrated success in high-volume outbound calling and generating qualified sales appointments.

• Experience engaging business decision-makers, overcoming objections, and qualifying sales opportunities.

• Experience using CRM systems to document sales activities, manage follow-ups, and track performance.

• Ability to consistently meet established sales activity, appointment-setting, and performance expectations.

• Ability to work full-time from the assigned regional office.

Preferred Qualifications:

• Experience selling or generating leads within commercial cleaning, janitorial services, facility management, or related B2B service industries.

• Experience supporting an outside sales team through lead qualification and appointment setting.

• Familiarity with commercial cleaning customer needs, service requirements, and buying decisions.

• Experience working in a quota-driven sales environment with commission or performance-based incentives.

Empower Brands seeks to empower all individuals and values diversity. All aspects of employment are based on qualifications, needs of the business and merit.