Commercial Accounts Manager

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

Responsible for national account business development within the commercial space. Key activities include account prospecting, negotiating, and closing agreements/contracts, program development and implementation, reporting, and overall account management to grow the business.

Major Duties and Responsibilities

• Perform regular territory reviews and prioritization around prospects and current accounts to ensure focus on the largest opportunities within your territory.
• Aggressively target, prospect and secure new commercial client programs. Duties will include developing a robust sales pipeline in Salesforce, securing client meetings, developing programs, successfully negotiating, and closing master service agreements and completing program implementation and rollout to the SERVPRO franchise system.
• Build and maintain strong relationships with key client decision makers to ensure satisfaction and address any concerns. Develop key account plans, monitor client performance regularly, and lead quarterly business review meetings to develop best strategies for growing client revenue.
• Continuously review the pipeline business development process, communicate results and activities, track performance results including new client wins, program implementation metrics, leads, jobs, and revenue data, and franchise communication tactics.
• Present progress and promote the vision of Commercial National Accounts at SERVPRO franchise area meetings. Develop and maintain strong professional relationships with key internal personnel including other Commercial Account Managers, Commercial Large Loss, coordinators, paralegals, accounting, Franchise Business Consultants, and other key departments.
• Attend National/Regional trade shows, industry networking event participation and client entertaining opportunities as assigned
• Achieve assigned revenue growth targets based on overall company annual objectives.
• Prospect, develop, close, and implement assigned annual new commercial client program goal.
• Increase client requests for SERVPRO services (job leads) through strategic account management, monitored via usage of SERVPRO National Call Center.
• Take prompt action to identify and pursue new business opportunities.
• Build and maintain strong client relationships, collaborating with internal teams, and managing client expectations.
• Adapt to market changes and new challenges, staying ahead in a constantly evolving business environment.

Required Qualifications

• Minimum five years of seasoned relationship-based business development experience required, with a focus on the restoration industry and/or commercial sales.
• Good understanding of commercial client procurement processes and contracting vehicles and solid knowledge of navigating the commercial sales cycle.
• 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.
• Proven experience negotiating legal contracts with proven success at achieving mutually agreeable terms, representing Servpro franchise's best interests.
• Strong account management skills are necessary to build and maintain client relationships, address client needs, and ensure client satisfaction and retention.
• Ability to quickly identify and resolve issues is important for maintaining client satisfaction and ensuring the smooth execution of projects.
• 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. Expe