Regional Account Manager - Southeast

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.

You will

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 accou