Job Summary The Franchise Business Development Specialist is responsible for defining, standardizing, and advancing The SERVPRO Way of franchise business development across residential and commercial segments. This role owns the development and maintenance of the business development operating model and core processes. It is also responsible for defining requirements for key performance metrics, technology, and training. This role is critical to enabling alignment, consistency, and cohesiveness across the entire Servpro system throughout HQ & the franchise community to drive positive client outcomes and ultimately revenue growth.
You will - Define & Manage the 'SERVPRO Way• for business development. Optimize business development processes and best practices for both residential and commercial segments. Inventory existing practices, identify gaps, and lead continuous improvement initiatives.
- Must support 3 primary efforts:
- Local new business development via
- Key referral partners including insurance agents, adjusters, brokers, plumbers, and other centers of influence.
- Direct commercial end-users segmented by 'vertical•
- In-Market • Pull-Through• /activation of national/regional Servpro clients whether the client relationship is held at HQ or a fellow franchise team.
- Master Services Agreement (MSA) Development & Management: Support qualified teams in growing their ability to pursue contractual clients and leverage the Servpro system to activate & service them effectively.
- Process Enablement • Collaborate to embed processes throughout Servpro training and systems in order to drive a consistent client experience efficiently
- Work with the Learning & Development team to deliver Sales Playbooks and ensure every Servpro sales teammate is exposed to the SERVPRO Way early and often.
- Work with Technology team to ensure that core processes are built into the Servpro technology framework (Salesforce, Ready Plan, etc) in an intuitive way that creates efficient workflows with key integrations as necessary to meet the needs of both the franchise community and HQ. Monitor industry trends for new technology, tools, and resources that may be leveraged to improve process/performance.
- Develop Sales Key Performance Metrics • Work with Business Intelligence team to identify & develop Key Performance Metrics that a) provide actionable insights to managers and reps in the franchise community and b) enable visibility of key field sales data points to teams at HQ including field operations, national accounts, and finance.
- Stages of Development Model Ownership - Manage and improve the 'SERVPRO Stages of Development• model for sales teams including organizational structures, roles & responsibilities, and key performance metric guidelines for each stage of growth.
- Leverage Field Sales Experts to Prioritize and Validate Work Product • Engage with the Operating Systems Improvement Board (OSIB) and top owners, sales managers, & reps in the field in order to help prioritize deliverables and shape/validate the work product described above.
- Field Engagement & Communication • Leverage Servpronet, ServproTV, Sales Summits, Convention, and other channels in order to share the work product with the field and ensure adoption.
- Additional responsibilities as assigned.
Essential Skills:
- Process Improvement: The ability to analyze and improve processes & work-flows to maximize efficiency and intuitiveness.
- Problem-Solving: The ability to quickly identify and resolve issues is important for maintaining client satisfaction and ensuring the smooth execution of projects.
- Communication & Presentation Skills: Excellent communication skills are vital for collaborating with internal teams & galvanizing the field to adopt new processes and follow expectations.
- Data Analysis: Proficiency in using tableau, 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: Taking prompt action to identify and pursue new business opportunities is essential for this role.
- Adaptability: Being adaptable to market changes and new challenges is crucial for staying ahead in a constantly evolving business environment.
You have - Minimum ten years of experience in direct sales, sales management, and sales operations experience. Experience within the restoration industry or similar service based business is preferred.
- Deep subject matter expertise with Customer Relationship Management (CRM) systems including custom workflows, integrations, and implementations. Experience with Salesforce preferred.
- Solid knowledge of navigating the commercial sales cycle particularly in an industry where strong client activation is key.
- Solid 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.
- Microsoft Office proficiency.
- Ability to read, write, and speak the English language to communicate with employees, customers, suppliers, in person, on the phone, and by written communications in a clear, straightforward, and professional manner.
Education - Bachelor's degree or equivalent work experience
Working Conditions - Location: Headquarters or hybrid remote.
- Standard working hours, based on a 40-hour work week with exceptions as necessary.
- Additional working hours required as needed to meet deadlines, complete assignments, and projects on schedule.
- Up to 25% travel as required for business needs.
