National Business Development Manager, Mission Critical - ABM Industries

Overview

ABM’s Mission Critical Team is searching for an experienced Business Development Professional to focus on growing our mission critical solutions and projects business that will include the integration of all ABM service offerings to Data Center and Government Agency clients. 

Essential Duties: 

• Primary customer interface responsible for the development of business, and management of relationships, with specific customers. 
• Understanding of the customer’s business, drivers, and organization, and an understanding of the value that ABM brings to the customer to drive to real business outcomes. 
• Dissemination of key messages, initiatives, and of information pertaining to the value ABM brings to that specific customer at all levels of the customer’s organization. 
• Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.
• Champions the customers’ needs and requirements within ABM.
• Works closely with the leadership team to ensure 100% customer satisfaction.
• Responsible for achievement of revenue, margin plans and economic value-added goals.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.
• Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of products and services can meet the customer's needs, and still satisfy company profitability and growth requirements.
• Serves as an expert in products, solutions and general service delivery methodologies.
• Maintains an expert knowledge of the customer's business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts.
• Perform other duties as assigned
• US Travel (40%-60%)

Minimum Requirements:

• Bachelor’s Degree in business or related field.
• Minimum of ten (10) years outside business-to-business sales experience selling value-added services.
• Deep knowledge in Data Center management and facility services with focus on 
• Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required. 
• Experience in working directly with key stakeholders at a national level including executive leadership in the data center market.
• Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations.
• Must have the ability to solve problems quickly as well as support multiple accounts over a large geographic area.
• Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.)

Preferred Experience/Qualifications:

• Financial and business acumen; capable of creating unbudgeted opportunities funded from value of the solution or offering. 
• Needs a financial understanding of Total Cost of Ownership model.
• Highly effective verbal and written communication skills, including an energetic, enthusiastic and compelling sales presence.
• Ability to perform well under pressure and against tight deadlines.
• Viewed as a Trusted Advisor by their customers.

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