Business Development Director, Integrated Facility Services - ABM Industries

Overview

ABM Performance Solutions, Integrated Facility Services (APS) is ABM’s self-delivered operational platform which incorporates all of ABM’s offerings into one consolidated service model.  Specifically, APS is our multi-service performance model structured to maintain the built environment with self-delivered services including cleaning, energy, sustainability, safety, resiliency, power, mechanical, electrical, EV-charging, parking, and operating engineers. Governed by a single contract, APS helps our clients improve operations, drive outcomes, and enhance resiliency and reliability of their facilities while allowing them to better focus on their core business.  The Business Development Director, APS for ABM Performance Solutions is responsible for developing a pipeline of APS opportunities (New and Existing Client Expansion) and converting those opportunities into new business for ABM in line with assigned sales quota. 

The Business Development Director, APS is responsible for partnering with Industry Group Operations and Sales resources to identify, qualify and sell the ABM Performance Solutions product to existing and new clients. 

This professional will report to the Vice President Sales, APS and will be responsible for Organic Growth, Client Expansion, and key Retention efforts for APS business. 

The Business Development Director, APS executes sales processes in alignment with the IGs ensuring that clients outcomes are achieved, client/occupant/employee/passenger/student experience is positive, ABM financial objectives are met, and sales opportunities are supported.  The Business Development Director, APS is responsible for meeting the defined sales quota as established by the VPS for APS, working in partnership with the IG’s.  The Business Development Director, APS will drive conversion of assigned ABM accounts to APS and all other assigned APS pursuits.

The successful individual functions as the subject matter expert for APS for each pursuit and ensures APS sales process adherence from Qualification, Solutioning and Ops Mobilization for each individual pursuit.

Benefit Information:

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

Responsibilities:

• Develop a pipeline of high potential APS opportunities working closely with Industry Group Operations and Sales teams to achieve annual sales 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.
• 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
• Drive business results by leveraging personal capabilities and qualities, including initiative, decision making, planning, and resilience.
• Build relationships internally for the purpose of fostering collaboration across a complex matrix organization to drive better sales outcomes
• Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Adherence to ABM’s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust.
• Adopt and execute the processes established by the APS Platform Team for each pursuit, understanding the different nuances of each IG.
• Strong financial acumen with the ability to understand a P&L statement and identify opportunities for margin improvement in each pursuit.
• Ability to develop an internal network (with Functional Groups) and external network (perspective clients, industry, etc.).
• Proactively identify potential risks on assigned opportunities and communicate to leadership for decision or agree mitigation plan
• Take a leading role in all assigned business development opportunities, including pricing, presentations, and client engagements.
• Use of Salesforce.com and established sales processes across all opportunities.
• Help to drive a culture of safety by incorporating EHS expertise and solutions into proposal responses and leading with safety in client meetings (Moment for Safety)
• Lead multiple pursuits simultaneously.
• Special projects and other duties as assigned.

Relationships and Roles:

• Internal / External Cooperation 
  • APS Platform Team
    • Function as key sales business partner and subject matter expert representing the Platform Team on assigned pursuits.
  • ABM IG Sales/Operations (Internal)
    • Support each pursuit and drive standard APS sales process
  • IG Clients (External) 
    • Function as Client Advocate, Key Representative and SME from ABM for APS Client ensure excellence at the point of proposal development and ensure we meet client expectations on all assigned pursuits
• Other Key Relationships (Internal) 
  • ABM Industry Group (IG) Leaders, IG Senior Vice Presidents, IG Vice Presidents, Branch Managers, District Managers, Sales and Marketing, Strategic Account Management, Corporate Support Leaders, Directors and Vice Presidents, Finance, Legal, Human Resources
• Accountability & Partners 
  • IG Leaders, APS Platform Team. IG colleagues and business partners, Client Experience & Operations Support Team, and Clients, ABM Technical Solutions

Job Qualifications and Desired Attributes:

• Bachelor’s degree preferably in Engineering or Facilities related curriculum, and/or equivalent work experience.
• 10+ years of experience in sales
• Experience engaging in client relationships for top tier (US and/or multi-national) corporations or institutions.
• Familiarity and experience with enterprise software solutions related to operating the built environment such as Salesforce.com, CMMS, BAS, BMS, WOM, and IWMS
• Familiarity with emerging technologies such as IoT, VR, AI and Smart Buildings
• Experience in tracking growth activity in a robust CRM System (i.e.: salesforce.com, Microsoft dynamics, etc.)
• Strong understanding of client/market dynamics and requirements
• Ability to engage clients at a senior level and lead/support client business reviews, client presentations and client retention initiatives
• Ability to build relationships with key stakeholders to ensure high levels of satisfaction and lay the foundation for continued growth and partnership.
• Demonstrate a professional and adaptable demeanor with internal and external clients
• Exercise a high degree of professionalism and self-motivation using personal initiative to identify and recommend best practices.
• Excellent verbal, written communication skills, and interpersonal skills with the ability to engage at all levels of the organization
• Ability to maintain confidential and sensitive information.
• Exhibit high energy level, and demonstrate ability to work as a valuable contributor to the team as well as be a highly motivated candidate with the ability to work independently in a highly fluid and collaborative environment
• Must understand accounts receivable processes, profit and loss (P&L) statements, and general knowledge of financial performance to achieve positive value for ABM and our stockholders
• Must be able to work with Microsoft suite of products such as PowerPoint, PBI, Excel, Outlook, Word, Teams, and OneNote
• First year sales quota is approximately $10m in annualized revenue. Second year advances to approximately $15m in annualized revenue.  Quota’s assigned at discretion of company.