Senior Business Development Manager, Manufacturing and Distribution - ABM Industries

Overview

The primary role of the Senior Business Development Manager in the Manufacturing and Distribution industry vertical is to prospect for new clients/businesses by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with ABM. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Business Development Managers work with mid and senior-level management, marketing, and technical staff. Strategic planning is a key part of this job description since it is the business manager’s responsibility to develop the pipeline of new business coming into ABM. This requires a thorough knowledge of the market, the solutions/services ABM can provide, and of ABM’s competitors. 

Benefit Information:

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

Essential Functions:  

• Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.  
• Own the information base on prospective clients within the territory.  
• Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.  
• Research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.  
• Include operations teams in strategic & financial planning and execution.  
• Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.  
• Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective clients.  
• Maintain database for the territory using Salesforce.  
• Effectively manage the assigned budget.  
• Support the company’s online and direct marketing campaigns.  
• Monitor bid schedules and understand the competition in the marketplace fully.  
• Assist in training in both formal and informal situations as needed.  
• Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, clients, and your sales territory.   
• Assist the corporation with competitive intelligence.  
• 8+ years in Business Development and Sales.  
• Bachelor’s degree preferred.  
• Aptitude or experience with facility engineering solutions sales.  
• Must be willing to live in the area.  
• Hunter mentality with services sales experience required.  
• Facility services, janitorial, commercial real estate, or other related field preferred.  
• Relevant and immediate sales contacts preferred.  
• Work well under pressure to meet established goals.  
• Salesforce or other CRM & Excel preferred.  
• Proven ability to lead and manage a diverse work force, collaborate with operations, other departments, and teams.  
• Strength in writing and presenting compelling, detailed, sales proposals.  
• Experience pricing labor within proposals preferred.  
• Well organized and able to handle multiple proposals and processes simultaneously.  
• Ability to work independently with minimal supervision.  

Minimum Requirements  

• 8+ years in Business Development and Sales.  
• Bachelor’s degree or significant related experience.  
• Hunter mentality with services sales experience required.  
• Manufacturing/Distribution Facility Services Sales (janitorial, engineering, parking management, security, fire protection, pest control, etc.)   
• Relevant and immediate sales contacts within the territory preferred, i.e. JLL, CBRE, CW, or other property management & owners.  
• Work well under pressure to meet established goals.  
  Salesforce or other CRM & Excel preferred.  
• Proven ability to lead and manage a matrixed and diverse workforce, and collaborate with operations, other departments, and teams.  
• Strength in writing and presenting compelling, detailed, sales proposals.  
• Well-organized and able to handle multiple proposals and processes simultaneously.  
• Ability to work independently, with minimal supervision