DIRECTOR OF CHANNEL BUSINESS DEVELOPMENT - HighGround : Job Details

POSITION:Director of Channel Business DevelopmentCOMPANY:HighGround is a private equity-backed leader in the disaster mitigation and property restoration services industry. The company was created in 2020 with the acquisition of Dry Force headquartered in Dallas, TX. Over the past four years HighGround has acquired thirteen additional brands across the US encompassing decades of industry experience and market success. HighGround companies leverage industry leading technology both in the field and in back-office operations and a highly trained professional workforce to deliver best-in-class service to its customers. Leading online customer reviews validate its commitment to service and have resulted in deep business to business relationships with leading plumbers, HVAC providers, home builders, and property management firms across Texas, Florida, New Jersey, Kansas, California, Washington, Arizona, Ohio, Georgia, and Idaho that provide a highly efficient channel to the residential market.HighGround brands help customers who have suffered water or fire damage by providing 24/7/365 drying and clean up services coupled with reconstruction contracting all while engaging with the customer's insurance company to ensure seamless claims processing. The company has developed long-lasting relationships with plumbers and other commercial partners through enhanced partnership activities such as hosted education and training, reporting and analytics, and competitive incentive compensation. This comprehensive approach allows HighGround to stay top of mind with these key referral relationships.The $60B residential disaster mitigation and property restoration sector is highly fragmented with over 10,000 companies and only a few players of scale. Despite being one of the larger companies in the market, HighGround still has a relatively small market share with significant opportunity for growth. Geographic expansion into adjacent markets and acquisitions have positioned the company for sustained organic growth. With the support of its investment partner, HighGround seeks to increase the company's market share and EBITDA significantly over the next several years through both organic growth and accretive M&A The company's goal is to leverage its expertise and access to capital to build a national set of superior brands that are served and supported by a robust shared-services model and enable best-in-class technology, reporting and analytics, national channel partnerships, digital marketing, and talent acquisition and leadership development.REPORTS/RELATIONSHIPS:The Director of Channel Business Development will report directly to the President of Mitigation of HighGround. This role will work closely with members of the ELT, various members of HighGround's broader Brand Support Team, and individual Brand Leadership.BASIC FUNCTIONS:The Company is seeking a Director of Channel Business Development who will be responsible for driving organic growth and execution of marketing and channel sales enablement from service plumbers and other contractors for a growing portfolio of best-in-market disaster mitigation and property restoration brands. The Director will enable growth in revenue referred from a growing network of service plumbers, HVAC contractors, etc. through development and deployment of best-in-class marketing and sales templates and processes to the brands, along with supporting the marketing and sales leadership teams in their day-to-day management of local sales teams through direct training of resources, coaching of leaders, and feedback on daily, weekly, and monthly activities and cadence. He or she will report directly to the President, Mitigation.ESSENTIAL DUTIES & RESPONSIBILITIES:Sales & Sales Management Competency Development:

• Support brands in recruiting and hiring of plumbing channel business development representatives and leaders.
• Own and oversee continuous evolution of core messaging, collateral, pitch, and training materials containing HighGround Value Proposition elements for plumber, property manager, agent, and contractor referral partner channels.
• Manage all marketing expenses to best-in-class target, including referral fees, events, expenses, and value proposition elements delivered to partners.
• Develop training content on communicating value and overcoming referral partner objections.
• Deliver training to referral channel marketing leaders and reps across HighGround brand family via multiple channels of training delivery.
• Engage in one-on-one reviews with marketing leaders and reps to develop skills and maximize performance.
• Partner with brand leadership to train in-brand business development resources and provide support to in-brand sales management.
• Aggregate best practices across brands and share learnings to facilitate accelerated growth of referral partner market share across HighGround portfolio.
• Manage daily, weekly, and monthly targets for rep activities in CRM platform and engage with brand leaders to manage performance of reps and BD leaders.
• Create and curate content for More Floods (HighGround's restoration membership organization) members as course material for building and growing referral volume from service plumber and contractor channels.

Organic Growth Performance Attainment & Process Improvement:

• Collaborate with the brand leadership teams to develop and execute objectives and key results (OKRs) tied to the attainment of growth objectives from service plumber referrals.
• Identify opportunities to improve existing collateral (i.e. playbooks, CRM workflows, activity templates, etc.) and work with Brand Support Team to implement across relevant brand teams.

• Support brand leaders and operators and drive accountability for meeting OKRs and accompanying budget goals from plumbing channel referrals.
• Identify opportunities to leverage contractor training, messaging, and coaching to enable maximization of average ticket price.
• When results vary negatively from plan, identify the variance early, and work with the brands to correct the root cause quickly through collaboration, systematic planning, and execution.

Communication:

• Practice servant leadership.
• Build a team environment across the brands and facilitate relationship development and the sharing of knowledge across brands.
• Support brand leadership to ensure that relevant HighGround information is cascading down into its respective organizations.

KEY PERFORMANCE INDICATORS:

• Lead volume and revenue growth from service plumber and contractor channels
  • Addition of new plumber and contractor referral partners
  • Retention and wallet share growth of existing referral partners
  • Expansion of service plumber and contractor channels into newly acquired brands and de novo markets
• Appointment confirmation and Lead Conversion Rates (Won Jobs)
• Average Revenue per Job
• Customer acquisition cost (referral partner cost as % of won revenue)

COMPETENCIES:

• Willingness to roll-up sleeves as a “doer” and coach.
• Comfortable working in an entrepreneurial, fast growing, company environment, where direct action and resourcefulness are essential.
• A humble, open-minded, strong listener able to discern issues from collected information, build consensus, and draft/communicate logical, understandable, and consistent strategies.
• Ability to engage with (via a variety of in-person and electronic mediums) a nationwide group of business development resources and deliver content with lasting impact on team performance.

OTHER REQUIREMENTS:

• Bachelor's degree in Marketing, Business Administration, Finance or similar field required.
• 10+ years of sales leadership experience (3+ years selling to industrial small businesses)
• Nationwide multi-entity/multi-location experience is strongly preferred.
• Willingness to travel to assess brand performance and strengthen relationships and collaboration between the brands and HighGround leadership.
• Outstanding interpersonal, communication, and organizational skills with an ability to effectively present to brand leaders, customers/partners, and vendors in a variety of professional and social settings.
• An analytical mind that is comfortable with numbers and strategy.
• Previous industry experience is a plus.
• Ability and willingness to travel by plane and auto domestically approximately 30%

COMPENSATION:Compensation will be commensurate with experience including a competitive base salary, bonus opportunity and competitive benefits package to include medical, vision and dental insurance; company paid short and long-term disability & life insurance and 401K plan with generous company match.#INDHG#J-18808-Ljbffr