Blue Rock search has partnered with City Wide Facility Solutions to identify their next Chief Revenue Officer. City Wide Facility Solutions is a third generation wholly owned family business that was founded in 1961. Starting out originally as “just” a janitorial company in Kansas City, City Wide now has over 100 franchise owners all over the US and Canada and provides more than 25 different facility maintenance solutions to commercial properties which include, lawn and landscaping, janitorial and handy man services, anything from roof to curb. All services are performed by certified Independent Contractors, which allows our franchises to focus on sales and the client experience.

City Wide Franchise company is in business to find and coach independent business owners (franchisees) how to successfully grow and operate a City-Wide Facility Solutions business. The franchisor focuses on providing a “business in a box” where we have world class technology, marketing, training, HR, legal and any other “back house” service that an independent operator would need. These services save our franchise owners time and save them money and allow them to focus on what they do best. We are a B2B sales organization first and foremost and believe in delivering a world class experience for the client, delivering on our promises, and doing what we say we are going to do.

Currently we have 8/10ths of 1% market share which means it has taken us 63 years to get to $800M in collective systemwide revenue. The market is a $100B industry and we are projecting our franchisees to bill over $1B in revenue by EOY 2026 and $2B in revenue by EOY 2030. These are very exciting, high growth times for our company.

This is not a turnaround situation. This is a company that is having fantastic success and has an even brighter future. The biggest threat to our growth is us, our own limiting beliefs and/or our own policies and/or people who make it harder for the franchisees to win. We have the best people, the best business model and there is no reason why we should not be the best in the industry (not trying to be the biggest).

The reason why most people choose to be part of City Wide is because we are a values driven organization and they believe deeply in our vision, mission, and values. They feel the connection between what they do day to day and the impact we are having on others. Every account sold or lost has a ripple effect on the people we serve, and we are a team of servant minded people who embrace the opportunity to positively impact the lives of those who we are fortunate enough to have follow us.

Objective:

The Chief Revenue Officer will maximize system-wide sales and drive revenue growth objectives, setting the pace for maximizing market revenue, market penetration and client retention. The CRO will lead and direct the B2B sales strategy and execution of strategic initiatives. This includes overseeing each functional sales area to include franchise development, local sales, strategic marketing, national sales. Works closely with the President to ensure cohesive alignment across sales, operations and technology.

Essential Functions:

Creates and executes the sales department operational strategies to achieve business objectives.
Determines and monitors the department's key performance indicators, such as average monthly sales, new starts, total increased revenue, net gain, price increase and new signings.
Lead, mentor and develop all facets of the sales team by fostering continued growth and development and accountability towards performances metrics.
Assists with complex sales negotiations, attends sales presentations and helps close deals.
Directly manages high-profile customer accounts.
Oversees the sales onboarding and training program to align with the City Wide B2B sales model; creates programs and resources that reduce the learning curve, on average, while increasing sales revenue and retention, on average, per hire.
Partners with marketing to develop lead generation and revenue generation programs, and to create high performing sales & marketing collateral.
Oversees and drives adoption of sales technology including client relationship management (CRM) tools.
Develops, documents, and enforces sales policies, standard operating procedures and best practices.
Implement sound operational processes and procedures that improve client retention, improved bidding, and scalable practices for City Wide franchisees.
Establish a list of potential nations account prospects and increase NBD sales.
Provide strategic planning to significantly increase the volume of NBD sales.
Foster close working relationships and influence franchisees, and their employees to maximize their return on investment through operational guidance.
Maintain and manage City Wide Operations budget – analyze monthly and hold others accountable to achieving goals, while maximizing bottom line profitability.

Position Requirements:

10+ years’ sales leadership experience in a progressive, B2B sales environment with demonstrated track record of success in achieving cultural alignment, growth and profitability goals;
Experience in a franchise model, marketing and national business preferred.
Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
Ability to organize and direct oneself and effectively supervise others.
Ability to communicate effectively with others using the spoken word.
Communication, Written - Ability to communicate in writing clearly and concisely.
Ability to think in such a way as to produce a new concept or idea.
Ability to provide guidance and feedback to help others strengthen specific knowledge/ skill areas.
Ability to utilize the available time to organize and complete work within given deadlines.
The trait of being dependable and trustworthy.
Ability to convince a group of people to work toward a goal.
Proficient in Microsoft Office-Word, Excel, Power Point and knowledge of CRM type database.
Bachelor's degree, MBA preferred.

Working Conditions:

Physical Demands

The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, type and sit for prolonged periods.

Environment

While performing the duties of this job, the employee is stationed in the corporate office. The office is kept clean, modern, and well lighted.

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