Bridgehead Prepared for James at Facilities USA
For James

Facility Maintenance Services Sales Playbook

James, we’ll build your new sales lead’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your VP of Sales & Marketing seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

Your posting says you serve more than 20,000 locations and complete more than 120,000 shifts a year, which is the scale a chain buyer wants to see before it moves its vendors.

Your posting asks the new VP to work in a “low-structure, build-in-progress environment without waiting for a playbook.”

  1. April 29 Article on eight metro markets for multi-location retailers
  2. November 6 VP of Sales & Marketing posted
  3. November 9 Role still open; the first 25 chains are on this page

What changes for your new AE

Your new VP starts day one with 100 chains you approved and drafts written to the first five, instead of spending the first weeks finding them. Your BDR team gets a list with a reason attached to every name, so the first calls go to chains with 50+ locations that just opened, changed leaders or bought sites.

Your first 25 accounts

Picked from how your posting and your site describe your buyers. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.
Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.
  1. Pollo Campero USA Dallas, TX · more than 400 restaurants across the U.S. and Latin America
    1

    A new CEO is picking his first priorities, and the release lists operational excellence and the guest experience at the top. Facility uptime across the restaurants is part of both.

    Signal: Oct 21, 2026 Source
    Buyer: CEO Julio Sánchez, then the head of operations
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  2. Freddy’s Frozen Custard & Steakburgers Wichita, KS · more than 580 locations in the U.S. and Canada
    2

    New franchisees in new markets arrive without local contractors. The facility vendors for sixty openings are being chosen right now.

    Signal: Oct 2, 2026 Source
    Buyer: Chief Development Officer Andrew Thengvall
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  3. TGI Fridays Dallas, TX · store count not stated
    3

    A brand restarting U.S. growth after ten years is rebuilding its operating playbook, and a plan that points to more than 1,000 units needs a facilities model that scales.

    Signal: Sep 29, 2026 Source
    Buyer: Ashley Kirkley, Chief Operating Officer
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  4. lululemon location not stated · store count not stated
    4

    A newly created COO role means store operations are being reorganized from the top, and mall-based stores are what your assessment is built around.

    Signal: Oct 8, 2026 Source
    Buyer: COO Joseph Godsey
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  5. Hangry Joe’s McLean, VA · store count not stated
    5

    Twenty new restaurants and a new CEO who wants operating efficiency: each opening needs fire safety, HVAC and waste vendors set up from scratch, so one partner is an easy case to make.

    Signal: Oct 7, 2026 Source
    Buyer: CEO Brandon Wilhelm
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  6. Slim Chickens Southern California (agreement) and nationwide · store count not stated
    6

    California is a new market for the brand and its pipeline there is just starting, so the vendor relationships for those restaurants are still open.

    Signal: Sep 18, 2026 Source
    Buyer: Maureen DiStefano, Director of Franchise Development
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  7. MidFirst Bank Oklahoma City, OK · branch count not stated
    7

    Branches from the acquired bank move onto MidFirst’s systems by May 2027, so the branch vendors, security and fire records get consolidated during that window.

    Signal: Oct 1, 2026 Source
    Buyer: Head of branch or facilities operations
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.
  8. la Madeleine Dallas, TX · nearly 90 corporate and franchise locations
    8

    Its Midwest debut starts with a market where you have no local network for the brand yet. Cafes in airports, universities and hospitals add compliance work on top of the maintenance.

    Signal: Oct 1, 2026 Source
    Buyer: Mark Ramage, senior director of franchise development and real estate
    Why it’s ranked here

    A strong fit.

    • A chain with about 50 or more locations, the size your posting names.
    • In a vertical you already name: national and regional retail, QSR, hospitality, healthcare or banking.
    • Something changed in the last twelve months: new units, a new leader, an acquisition or a new market.
    • Sites where your service-partner network reaches: the U.S., Canada and Puerto Rico.
    • Not already on your client logos.
    • A buyer who owns facility service across locations: operations, facilities, real estate, development or finance.
    • Looks like the clients you already serve: QSR, mall retail and banking chains.

Your new VP’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

How does Facilities USA sell?

An outside read from your posting, your site and your April article, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

What your customers sayFrom VP of Sales & Marketing posting, facilitiesusa.com home page, facilitiesusa.com About Us, 8 High-Risk Metro Markets Multi-Location Retailers Need to Watch in 2026
  1. FUFacilities USA posting
    “Facilities USA delivers facility services to national and regional chain retailers, QSR, healthcare, hospitality, and banking clients.”
    Facilities USA posting · VP of Sales & Marketing posting
  2. FUFacilities USA posting
    “with a focus on multi-location enterprise operators (50+ locations)”
    Facilities USA posting · VP of Sales & Marketing posting
  3. FUFacilities USA site
    “Operating multiple locations across different markets should not mean rebuilding the service process in every city.”
    Facilities USA site · facilitiesusa.com home page
  4. FUFacilities USA site
    “Managing multiple locations means coordinating different contractors, service priorities, compliance-related requirements, and urgent facility needs.”
    Facilities USA site · facilitiesusa.com home page
  5. ODNational QSR Chain
    “Facilities USA eliminated the chaos of managing dozens of local contractors.”
    Operations Director, National QSR Chain · facilitiesusa.com home page
  6. FUFacilities USA site
    “Eliminate invoice chaos and streamline your vendor payments.”
    Facilities USA site · facilitiesusa.com About Us
  7. FUFacilities USA posting
    “With a single point of contact and one invoice, our clients can focus on their business goals while we take the daily details off their desks.”
    Facilities USA posting · VP of Sales & Marketing posting
  8. FUFacilities USA site
    “our clients receive a dedicated account manager”
    Facilities USA site · facilitiesusa.com About Us
  9. FUFacilities USA site
    “Multi-location buying power and vendor negotiation deliver 15-25% cost savings compared to managing local contractors independently.”
    Facilities USA site · facilitiesusa.com About Us
  10. FUFacilities USA posting
    “pairing it with our sister business, Guard Services USA, lets us meet both the operational and security needs of our multi-location clients.”
    Facilities USA posting · VP of Sales & Marketing posting
  11. FUFacilities USA site
    “Operating multiple locations across different markets should not mean rebuilding the service process in every city.”
    Facilities USA site · facilitiesusa.com home page
  12. FUFacilities USA site
    “Civil unrest planning for retail means having protocols in place before disruption reaches your locations.”
    Facilities USA site · 8 High-Risk Metro Markets Multi-Location Retailers Need to Watch in 2026
  13. FMRegional Retail Chain
    “When we have an emergency at any location, Facilities USA coordinates the right technician and follows up to ensure the problem is resolved.”
    Facilities Manager, Regional Retail Chain · facilitiesusa.com home page
  14. FUFacilities USA site
    “The window between an organizing post going viral and demonstrators arriving at a location can be as short as two to four hours.”
    Facilities USA site · 8 High-Risk Metro Markets Multi-Location Retailers Need to Watch in 2026

Words you use

  • “one trusted partner”
  • “single point of contact”
  • “one invoice”
  • “multi-location”
  • “service-partner network”
  • “consolidated billing”
  • “dedicated account manager”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

  1. You cut one on the call, and say why
  2. It becomes a rule
  3. The pool re-scores
  4. Ten more test it

Which questions can only you answer?

Your posting and your site don’t say which chains you’d never spend a meeting on, or what a retailer has to see before it moves its facility vendors to you. About 30 minutes of you reacting to real accounts answers these.

  1. 1

    Which chain size closes fastest for your team: fifty sites, a few hundred, or a thousand?

    Row 13 is a growth chain still building toward its first few hundred; rows 14 and 24 run a thousand sites or more. Your answer reorders the list.

  2. 2

    When a chain is bought or a brand changes hands, does the facilities decision move to the new owner?

    Row 7 (MidFirst Bank and Dallas Capital Bank) and row 18 (Prosperity Bancshares) stay or go on this one.

  3. 3

    Is there a size where a chain’s own facilities team stops buying from a partner?

    Row 24 (Ross Stores) and row 22 (JPMorganChase) are here to find that line.

  4. 4

    Do new franchisees buy facility coordination from you, or does the franchisor decide for them?

    Rows 2, 8 and 10 are new franchisee groups opening in new markets; your answer says who to call.

What does your VP of Sales & Marketing’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · VP of Sales & Marketing, first morning

  • PCPollo Campero USADraft written
  • FFFreddy’s Frozen Custard & SteakburgersDraft written
  • TFTGI FridaysDraft written
  • LlululemonDraft written
  • HJHangry Joe’sDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

  1. Before by November 16

    You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.

    You: 20 minutes
  2. Day 1 November 16

    The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.

    You: 2 hours
  3. Day 2 November 17

    Your first rules are written; a few hundred companies are scored against them.

    You: none
  4. Day 3 November 18

    You review the first 25 (talking it through is fine).

    You: 30 minutes
  5. Day 4 November 19

    Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.

    You: 30 minutes
  6. Day 5 November 20

    The hundred is built. The research tool is set up; you test it on three accounts you know.

    You: 15 minutes
  7. Day 6 November 23

    The morning run is set up; your first morning, with us.

    You: 30 minutes
  8. Day 7 November 24

    You review all hundred, and any cut is replaced. Team training, session one.

    You: 1 hour 20 minutes
  9. Day 8 November 25

    Your first morning on your own. Training session two, hands-on for each person.

    You: 1 hour plus your morning
  10. Day 9 November 30

    Your second morning on your own. Each person on your team runs the morning alone.

    You: your morning
  11. Day 10 December 1

    Your third morning on your own. A week of touches is in the CRM. Handover sign-off.

    You: 30 minutes plus your morning
Kash Badami

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year
$0 to $10MARR in 12 months, for a company I built
  1. “Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

    Jordan Anderson, CEO, PayStreetgobridgehead.ai/about

  2. “Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

    JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new VP’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

Facilities USA sales playbook, in brief

Facilities USA coordinates facility services for multi-location chains in retail, QSR, healthcare, hospitality and banking, with one point of contact and one invoice.VP of Sales & Marketing posting, facilitiesusa.com home page

Its posting for a VP of Sales & Marketing, dated November 6, asks for a leader of the BDR team who can win chain retailers with 50+ locations.VP of Sales & Marketing posting

The site’s pitch to those chains is that “Operating multiple locations across different markets should not mean rebuilding the service process in every city.”facilitiesusa.com home page

The first 25 chains here each have a dated signal in the last year, such as a new CEO, a development agreement or an acquisition, with its source.VP of Sales & Marketing posting, facilitiesusa.com client logos

Prepared by at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 5 sources · 1 postings · 0 customers · 60 stores looked at

Your talks and posts

  1. facilitiesusa.com home page, November 9, 2026
  2. facilitiesusa.com About Us, November 9, 2026
  3. facilitiesusa.com client logos, November 9, 2026
  4. 8 High-Risk Metro Markets Multi-Location Retailers Need to Watch in 2026, April 29, 2026
  5. facilitiesusa.com Our Companies, November 9, 2026

Your open roles

  1. VP of Sales & Marketing, first posted November 6, 2026

Your customers

(santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

60 stores found and scored on 7 rules; the 25 chosen to teach: 13 strong, 7 middle, 5 at the edges. Logos are from each store’s own site.

  • Sources: the VP of Sales & Marketing posting, facilitiesusa.com, and trade press, retailer and bank news pages, each opened and saved on November 9, 2026.
  • Customer check: none of the 25 appears among the client logos on facilitiesusa.com. Nordstrom, Kohl’s, Hooters, Cracker Barrel, Whataburger, Sheetz and other logo brands were left off the list for that reason.
  • No founder recordings or recent posts were found, so the read on how you sell comes from your posting, your site and your April article.
  • Where a source doesn’t give a store or branch count, the row says so. Several signals are from early 2026 and are marked with their date.
  • Your site gives two scale figures: more than 20,000 locations and more than 120,000 shifts a year in the posting, and 150,000 jobs a year in About Us. This page quotes the posting.