Director of Business Development

Objective: Drive sales growth in fire, water, mold and related restoration services for SERVPRO of Little Rock by building strong client relationships, generating qualified leads, and positioning SERVPRO as the preferred restoration partner for commercial properties.

1. Role Responsibilities

• New Business Development: Identify and pursue opportunities with commercial property owners, risk managers, insurance agents, property management firms, facility managers, industrial hygienists, building consultants, and insurance adjusters.
• Client Relationship Management: Develop and maintain long-term relationships with key stakeholders, ensuring trust and repeat business.
• Service Promotion: Educate clients about SERVPRO's fire, water, and mold damage restoration services, including the benefits of rapid response and comprehensive restoration solutions.
• Brand Awareness: Actively promote SERVPRO services through networking, events and community involvement.
• Pipeline Management: Track and manage sales opportunities using a CRM system to maintain an active and healthy sales pipeline.
• Cross-Selling Opportunities: Identify opportunities to cross-sell additional services (e.g., HVAC cleaning, reconstruction) to maximize client value.

2. Key Performance Indicators (KPls)

Revenue Goals

• Monthly Revenue Target: To be determined after six months of employment.
• Annual Revenue Target: This will be a function of your monthly revenue target.

Prospect Generation

• Prospect Generation per Month: Generate at least 20 qualified prospects from networking, cold outreach, and referrals.
• Prospect Conversion Rate: Achieve a 35% conversion rate of qualified prospect into signed contracts.

Client Retention

• Repeat Business: Secure repeat business from at least 25% of previous clients.
• Cross Selling: Cross sell additional services to include construction buildouts, HVAC air duct cleaning or any other specialty cleaning service.

Sales Activities

• Calls/Emails: Conduct a minimum of 50 outreach activities (calls, emails) per week targeting commercial property stakeholders.
• Client Meetings: Schedule and attend at least 10 in-person or virtual meetings with prospects and existing clients per week.\
• Proposal Submissions: Submit at least 5 customized proposals or bids for restoration projects monthly.
• Service Level Agreements: These are formal contracts or agreements between SERVPRO and a COi that defines the level of service expected. It outlines specific deliverables, metrics, and responsibilities to ensure both parties are aligned on expectations. We will discuss targets for these in the future.
• Closing appointments: Meetings where a commitment of future service is obtained. In other words, we are receiving a non-binding commitment from a COI to send us their next mitigation loss. Target number TBD.

Association events/Community engagement

• Partner with local organizations (e.g., Chamber of Commerce, BOMA, IFMA) to increase brand visibility.
• Sponsor or participate in local events to position SERVPRO as a trusted community partner.
• Target number TBD based on association assignments. Emergency Ready Plans (ERP)
• ERPs Delivered: Present and finalize a minimum of 2 Emergency Ready Plans with commercial clients monthly to position SERVPRO as their go-to restoration provider.

3. Development Strategies

Training & Professional/Personal Development

• Participate in SERVPRO corporate sales training to enhance knowledge of restoration services.
• Obtain relevant certifications (e.g., llCRC Water Damage Restoration Technician, Fire and Smoke Restoration Technician) to establish credibility.
• Attending local networking events, trade shows, and property management conferences to expand industry knowledge and connections.
• Read assigned books and outside training materials to continue to develop yourself both personally and professionally.

Target Market Segmentation

• Primary Targets: Office buildings, retail spaces, apartment complexes, schools, healthcare facilities, and hotels.
• Key Decision-Makers: Focus outreach on property managers, facility directors, risk managers, and insurance adjusters.
• Commercial Verticals Presentation : Review and discuss this presentation with Brandon and Don.

Sales Tools & Marketing Support

• Leverage SERVPRO's CRM, Copper, to manage prospects, track sales activities, and measure progress.
• Work with the marketing team to develop targeted sales materials, such as brochures, case studies, and video testimonials.
• Collaborate with SERVPRO's production team to showcase real-world success stories and client testimonials.

4. Monthly Review Metrics

• Revenue Growth: Analyze progress toward monthly and quarterly revenue targets.
• Sales Funnel Health: Review pipeline value and lead conversion rates.
• Client Feedback: Collect and act on client feedback to improve service delivery and satisfaction.
• Activity Metrics: Ensure outreach, meetings, and ERP presentations meet or exceed targets.