Director of Sales Enterprise Solutions Engineering - ABM Industries

Title: Director of Sales, Enterprise Solutions (*Individual contributor position*)

Division: Business & Industry

Job Objective:

The Director of Sales, Enterprise Solutions is responsible to identify and sell ABM’s services to new business prospects, along with expansion of assigned clients.  This professional will report to the Vice President, Enterprise Solutions and will be responsible for Organic Growth, Client Expansion and key Retention efforts.  The core focus of the role is to develop sales and client relationships for top tier & Mid- Market (US and multi-national) Building Engineering and Technical Services contracts, cleaning, transportation and associated services. 

The Director of Sales, Enterprise Solutions will work to achieve organic sales quotas.  Organic sales are defined as meaning establishing and closing new business. 

Benefit Information:

ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management 

Responsibilities:

• Sales Methodology: Applying a need-based sales using a “Challenger” methodology to achieve goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a “Trusted Advisor” approach that leads to new business opportunities for the company. 
• Business & Industry Knowledge: Gathering, analyzing, and applying business and industry knowledge, through knowing the Facility Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client's business (i.e. The Challenger Method). 
• Company & Solution Knowledge: Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology 
• Individual Effectiveness: Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience. 
• Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across several entities
• Compliance: Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. 
• Leadership: Displaying exemplary leadership skills by adhering to the highest ethical conduct and company policies.  Leading the pursuit teams to meet sales quotas for ABM’s various service businesses

Relationships and Roles:

• Internal / External Cooperation
• Meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
• Sets examples for others in areas of personal character, commitment, organizational and selling skills, and work habits
• Conducts regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on deals.
• Maintains contact with all clients sold and assigned in order to maintain relationships and to ensure high levels of client satisfaction
• Demonstrates ability to interact and cooperate with all company employees
• Key Relationships
• Customers, Account Executives, Regional Director of Sales, Senior Vice Presidents of Sales, Branch Managers, District Managers, Regional Managers, Senior Vice Presidents.

Job Specifications/Experience:

• 5+ years of experience in sales (specifically focused in Facility Service Engineering Maintenance sales), business development, sales management or roles where organic sales growth was at least 60% of the responsibility
• Experience in overseeing client relationships for top tier, and mid-market or commensurate type experience (US and multi-national) 
• Experience with enterprise software,sales CRM (i.e. Salesforce), within large, complex organizations. 
• Extensive experience in all aspects of Supplier Relationship Management. 
• Strong understanding of customer/market dynamics and requirements. 
• Ability to engage clients at a senior level
• Ability to travel 50%  
• Expectation is $15 million dollars annualized revenue.      
• Quotas--assigned at discretion of company