Senior Account Manager - ABM Industries

Overview

This position works to develop existing accounts within a defined territory for ABM which includes Technical Solutions - Mechanical/HVAC (Commercial). This position works with existing clients to explore the strengths and weaknesses of their current service program and works with a team of subject matter experts to develop and implement an effective sales strategy for either an individual or a bundled solution. This position owns the strategic selling process and communicates value to resolve the client’s issues and is responsible for the orchestration of the sales process, implementing an account management program including the implementation and transition process for 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

Essential Functions:

• Identify, plan, and execute growth strategies and tactics for existing clients. 
• Partner with ATS subject matter experts to help coauthor unique and outside-the-box solutions.  
• Develop risk-mitigation strategies to assist customers in budgeting for future projects by eliminating costly emergency service calls.  
• Develop and present pricing options for service and planned maintenance agreements and assist the partners in budgeting for future. 
• Benchmark partner facilities to target inefficiencies to see where they stack up against other businesses in their industry and area. 
• Develop and maintain strong business partnerships with the purpose of gaining the client’s trust, meeting their objectives, and delivering value added solutions. 
• Partner with the Project Development team to build financial and life cycle analyses with our tools, to quantify value from the customer’s perspective. 
• Generate and deliver impactful proposals with professional executive level presentations that lead to signed contracts. 
• Participate in sales and industry training and converting that training to sales results. 
• Coordinate and cooperate with other member of the operations and sales team in the branch location to ensure the customer needs are achieved. 
• Track all sales activities in Salesforce.com. 
• Special projects and other duties as assigned. 
• Develop technical abilities in discussing HVAC equipment and their maintenance requirements.
• Prepare estimates for those maintenance contracts you will be proposing.
• Provide total facilities solutions for HVAC, Sheet Metal, Preventative Maintenance, and Building Automation Systems.
• Collaborate with Lighting, Power, Energy, and eMobility teams.

Required Qualifications:

Education:  

• Bachelor’s degree or equivalent experience.  
• Aptitude or experience with facility solutions sales.  
• Must be willing to live in the area.  
• Hunter mentality with services sales experience required.  

Experience:  

• 3+ years of experience, preferably including facilities services or other business solution or service sales direct to end-users. Account management and Challenger sales experience a plus.  

Other: 

• Ability to communicate and present effectively to groups and all levels including executive. 
• Leadership of customer engagements along with the desire, ability, and skills to manage the entire sales cycle. 
• Proven ability to build relationships with existing clients to maintain present sales and to facilitate add-on business and services. 
• Ability to collaborate with other individuals, departments, and teams. 
• Strong ability to write compelling, detailed sales proposals. 
• Must be well organized and able to handle multiple proposals and processes simultaneously. 
• Motivated to grow professionally, personally, and financially. 
• Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM). 
• Working knowledge of HVAC, Sheet Metal, Preventative Maintenance, and Building Automation Systems, Lighting, Power, Energy, and eMobility teams.