Channel Development Manager Jobs in Santa Clara, CA

About FACS

At FACS, our mission is to make environments safer and healthier for the people who live and work in them. As one of the nation's leading environmental health consulting firms, we help organizations protect their people, assets, and communities. We are built on purpose, partnership, and performance—delivering measurable impact with every client engagement.

Our Values

We live our mission through three:

• People First: Support our team and clients, promote professional growth, and value collaboration.
• Integrity of the Science: Deliver accurate, reliable results through objective, evidence-based practices.
• Client Relationships for Life: Build long-term partnerships and help clients address environmental health challenges.

About FACS & You

At FACS, your work contributes directly to safer, healthier communities. Ranked "Best Places to Work" for five consecutive years, we invest in your success through training, mentorship, and support for professional certifications—so you can grow, thrive, and build a career with lasting impact.

Curious to see what we do?

• FACS Experts – Meet our team and see who you’ll be working with.

Why Join Us

• A commercially meaningful role with visible impact on FACS growth, pipeline discipline, and market coverage.

• Opportunity to work closely with Business Development, Marketing, Office Directors, and technical leaders across the company.

• Base compensation plus commission opportunity, with performance expectations tied to qualified activity, pipeline contribution, and revenue influence.

• Hybrid or remote work may be considered based on business needs, candidate qualifications, and demonstrated ability to operate independently.

ROLE OVERVIEW

The Senior Business Development Manager, Insurance & Strategic Response Channels is a senior, client-facing commercial role responsible for building FACS's presence in the insurance, claims, restoration, and strategic response markets. This role is focused on developing national and regional insurance-channel relationships, creating daily claims opportunities, and positioning FACS for disciplined response to larger loss events when operationally ready.

Success depends on insurance-market fluency, carrier and adjuster access, vendor-panel navigation, disciplined CRM usage, value-based positioning, margin awareness, and the ability to coordinate FACS technical, operational, marketing, and leadership resources around the right opportunities.

STRATEGIC PURPOSE

• Build sustainable day-to-day insurance-channel revenue around mold, moisture, asbestos / HBM, IH, IEQ, fire / smoke, water-related claims support, and claims-sensitive documentation.
• Position FACS as a trusted resource that helps carriers, adjusters, restoration firms, and property owners move claims forward when environmental or IH issues threaten delay, cost escalation, or dispute.
• Treat catastrophic response as incremental upside, not the base business case; support CAT readiness only where FACS has defined operational capacity, pricing discipline, and response protocols.

KEY RESPONSIBILITIES

Insurance-Channel Development

• Develop carrier, TPA, vendor-manager, claims-manager, adjuster, independent-adjuster, broker, risk-manager, restoration, and property-owner relationships in priority markets.

Vendor Panel & Access Strategy

• Pursue qualified vendor-panel opportunities; manage MSAs, NDAs, service requirements, and pricing expectations. Treat panel approval as a starting point, not a revenue guarantee — convert access into active use through adjuster- and claims-team-level engagement.

Daily Claims Growth

• Create recurring opportunities from commercial property losses, structure fires, water intrusion, mold, asbestos / HBM, IH, IEQ, and claims-sensitive technical needs.

Claim-Progress Positioning

• Translate FACS technical services into buyer-facing value — speed, cycle-time reduction, defensible documentation, and claim resolution — rather than leading with internal practice-area labels.

Adjuster-Level Engagement

• Build field-level relationships through meetings, team huddles, CE / educational activity, claims-association participation, conferences, and value-added follow-up.

Opportunity Qualification

• Target work that fits FACS capabilities, capacity, geography, margin expectations, and risk tolerance; avoid low-margin nuisance claims and unsupported service promises.

Internal Orchestration

• Coordinate with Practice Leads, technical SMEs, Operations, Marketing, Benchmark, FIRM, National Response, and leadership to ensure commitments are technically credible and operationally feasible.

Strategic Response Readiness

• Support pre-event carrier planning, response-playbook development, service menus, escalation paths, and post-loss communication models for larger loss or CAT opportunities.

CRM & Market Intelligence

• Maintain disciplined CRM records for carriers, contacts, adjusters, panels, opportunities, assignments, source attribution, next steps, and field-level market intelligence.

QUALIFICATIONS

Required

• 7+ years of B2B business development, consultative sales, account development, or client-management experience with measurable revenue accountability.
• Strong preference for insurance, claims, restoration, forensic consulting, property loss, environmental consulting, IH, EHS, HBM, mold / moisture, fire / smoke, or related technical-services experience.
• Demonstrated knowledge of carriers, TPAs, vendor panels, adjusters, claims managers, commercial property teams, restoration firms, brokers, or risk managers.
• Ability to translate technical services into business value for insurance buyers: speed, cycle-time reduction, cost control, risk mitigation, defensible documentation, and claim resolution.
• Strong relationship-building skills, executive presence, field-level persistence, written and verbal communication, business judgment, and CRM discipline.
• Willingness and ability to travel for carrier meetings, claims-association activity, conferences, restoration-partner engagement, and market development.

Preferred

• Established insurance-industry relationships in the Southeast, Mid-Atlantic, California, or other FACS priority markets.
• Experience securing vendor-panel access, managing major accounts, conducting CE / educational events, or developing carrier / adjuster relationship programs.
• Familiarity with commercial property claims, large-loss response, structure fires, water losses, mold, asbestos, HBM, IH, IEQ, or restoration workflows.
• Bachelor's degree in Business, Environmental Science, Communications, Risk Management, Occupational Health and Safety, or a related field.

Physical & Work Requirements

• Prolonged periods of sitting at a desk and working on a computer and phone
• Must be able to pass a background check and maintain an acceptable driving record

Compensation and Rewards

• Competitive base salary with performance-based bonus structure tied to individual and team achievements
• Eligible for participation in our Incentive Compensation Bonus Plan 
• Comprehensive benefits package, including:
  • Medical coverage with 100% company-paid premiums for employees and their families, plus 50% of the annual deductible covered by the company
  • 401(k) retirement plan with company matching contributions
  • Vision and dental plan options
  • Flexible Spending Accounts (health care and dependent care)
  • Company-sponsored programs including Employee Assistance Program, life and disability insurance, Rocket Lawyer legal services, and mobile phone plan with Verizon
  • Voluntary benefits options including supplemental life insurance for employees and dependents, short-term disability, hospital, accident, and pet insurance
  • Generous PTO (3 weeks accrual), paid holidays, volunteer days, and floating holiday
  • Tuition Reimbursement Program to promote higher education
  • Paid training and certifications to support career advancement

Wage Transparency

Pay for this position is based on a number of factors including geographic location, relevant knowledge, skills, and experience.

Equal Opportunity Employer

Forensic Analytical Consulting Services is an equal-opportunity employer that complies with EEOC rules and regulations. We are committed to diversity, equity, and inclusion and do not discriminate based on race, age, disability, or other non-merit characteristics. We welcome all candidates to apply, including women, people of color, persons with disabilities, and veterans.

Employment Contingency

Employment is contingent upon successful completion of background check and drug screening.