Commercial Accounts Manager

About the position

The position is 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.

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, developing a robust sales pipeline in Salesforce, securing client meetings, developing programs, successfully negotiating, and closing master service agreements.
• 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.
• 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 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.

Requirements

• 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. Experience in Salesforce preferred.
• Microsoft Office proficiency required.
• Effective time management skills are required to balance multiple priorities and manage time efficiently.

Nice-to-haves

• Experience in the restoration industry is preferred.

Benefits

• 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