What we offer
- Excellent health benefits plan, which includes medical, vision and dental options
- 401(k) with company match
- Company profit sharing plan
- Generous paid time-off and paid holidays
- Paid parental leave
- Company-paid mental health benefit through Headspace
- 2 free on-site fitness rooms
- Employee Assistance Program
- Employee Resource Groups
- Personal and professional development program
Job Summary:
The Regional Account Manager will be responsible for driving commercial revenue via new account acquisition, strategic account management, key account activation and engaging with and supporting the franchise system. By working closely with franchises, commercial prospects, key clients, and Centers of Influence (COIs), the Regional Account Manager will focus on building, nurturing, and maintaining profitable, long-term relationships. The successful candidate will leverage their business development and relationship management expertise via prospecting, negotiating, securing agreements/contracts, and managing existing accounts to grow the business within their region. This role will be pivotal in supporting the company’s growth trajectory of achieving $10B in Commercial Sales.
Major Duties and Responsibilities
Territory Development
- Strategic Planning: Research and identify opportunities for new account acquisition and key account growth, developing and executing strategic plans to capitalize on these opportunities driving account activation.
- Target Account Execution: Using a consultative sales approach, prospect and close new commercial client programs. Duties will include engaging a prospect list of viable target accounts, successfully negotiating master service agreements, and completing program implementation and rollout to the SERVPRO franchise system.
- Account Management: Build and maintain strong relationships with key client decision makers to increase service line utilization, ensure client satisfaction, and promptly address any concerns. Lead quarterly business review meetings with client to develop best strategies for growing client revenue.
- Account Relationship Management: Build and maintain strong working relationships with industry Centers of Influence (COIs), SERVPRO internal teams, and SERVPRO franchises to promote business development efforts and deliver a best-in-class experience to commercial clients.
- Account Activation: Assign account locations based on guidance from Operations. Work with Marketing to develop account specific sales materials, including videos explaining sales process, cascading information to franchises and providing support in building local account relationships to drive account penetration.
- Franchise Engagement and Support: Work closely with franchise sales representatives to secure regional contracts and agreements, while providing guidance and training on effectively engaging with and supporting existing commercial clients. Coordinate regional sales efforts to increase visibility, foster collaboration, and strengthen partnerships between SERVPRO HQ and the franchise system.
- Franchise Sales Support: Equip and train franchise sales representatives on the use of sales collateral including playbooks, product brochures, objection-handling techniques, and competitive insights.
- Performance Monitoring and Reporting: Track key performance indicators (KPIs) for commercial accounts within region and document all business development activity in Salesforce database. Report on results and activities, reviewing the pipeline business development progress, client recall, new program implementation, lead and revenue data, and franchise engagement at quarterly division meetings.
- Other Key Activities: Tradeshow attendance, industry networking event participation, client entertainment, and other duties as assigned.
Key Performance Indicators (KPIs):
- Regional Revenue Growth: Achieve assigned revenue growth targets based on overall company annual objectives.
- New Client Programs & Client Program Renewals: Win net new or reengage $0 accounts to revenue generation.
- Client Activation: Full client activation process from initial engagement with client through to providing marketing materials and support to the local franchise level for all locations.
Essential Skills:
- Communication: Excellent communication and presentation skills are vital for building and maintaining strong client relationships, collaborating with internal teams, and managing client expectations.
- Negotiating: Ability to secure favorable terms, work through client concerns, and arrive at mutually beneficial agreements.
- Account Management: Strong account management skills are necessary to build and maintain client relationships, address client needs, and ensure client satisfaction and retention.
- Problem-Solving: The ability to quickly identify and resolve issues is important for maintaining client satisfaction and ensuring the smooth execution of projects.
- Adaptability: Being adaptable to market changes and new challenges is crucial for staying ahead in a constantly evolving business environment.
- Data Analysis: Proficiency in using CRM software and other relevant tools to gather and interpret data is necessary for tracking performance, identifying trends, and making informed decisions.
- Time Management: Effective time management skills are required to balance multiple priorities and manage time efficiently.
- Results Oriented: A proactive approach to identifying and pursuing new business opportunities in a timely fashion is critical to this role.
Required Qualification (Knowledge, Skills, and Abilities)
- 5-10 years of experience in Sales, Business Development, Account Management or a combination with a focus on commercial sales.
- Solid knowledge of navigating the commercial sales cycle.
- Good understanding of commercial client procurement processes and contracting vehicles.
- Excellent communication, negotiation and presentation skills; the ability to influence key stakeholders at all levels.
- Demonstrated ability to thrive in a fast-paced dynamic environment and adapt to changing market conditions, while managing multiple priorities at the same time.
- Results-oriented mindset and a proactive approach to identifying and pursuing business opportunities.
- Prior experience working within a franchise system a plus.
- Prior experience working in the restoration industry a plus.
Education
- Bachelor’s degree or equivalent work experience
Working Conditions
- Location: Headquarters or remote depending on territory.
- Standard working hours, based on a 40 hour work week.
- Additional working hours required as needed to meet deadlines, complete assignments and projects on schedule.
- Up to 50%+ travel as required for business needs.
About SERVPRO
For more than 50 years, SERVPRO® has been a trusted leader in fire and water cleanup and restoration services, mold mitigation, construction, biohazard and pathogen remediation throughout the United States and Canada. Our 2,200+ individually owned and operated franchises are supported by our dedicated headquarters team. We strive to cultivate a professional community that respects and celebrates the things that make us unique, the things we share, and the collaborative spirit we bring to the work we pursue together.
SERVPRO is an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, gender, sexual orientation, national origin, veteran or disability status.