Regional Director of Sales, Infrastructure Solutions - ABM Industries

Overview

This position requires the Regional Director of Sales, reporting to the Regional Vice President of Sales, to be an experienced Energy Solutions sales professional, be well versed in public finance, and possess exceptional presentation skills. Must be able to manage, coach, and motivate a sales team and have a proven history of navigating in a complex selling environment.  This position will provide ongoing support, guidance, and direction to the local sales team in the development, implementation, and achievement of sales targets and building advanced financial strategies for their clients that overcome the constraints of funding projects without tax increases. This role will work collaboratively with the local sales and operational team members to support ABM in its efforts to achieve branch and regional revenue goals.  

Essential Functions: 

• Manage the regional ESCO sales staff to exceed sales/booking requirements
• Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.
• Maintain the integrity of the sales process.
• Direct, recruit, and lead the team with focus on continuous improvement. Select and develop a team of professionals.
• Influence and support functional strategy; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.
• Develop, establish, and execute sales plans and targets for short and long term objectives for an established region.
• Manage company products, services, features and benefits knowledge.
• Inform direct reports on competitive services, promotional matters, sales techniques, pricing, and marketing policies.
• Analyze account profitability and determine necessary sales techniques, advertising and market penetration with sales representatives.
• Develop, present, and sell value proposition; Gather and format data and submit responses to RFPs.
• Define and implement regional sales plans, author presentations, reports and price quotations and support contract negotiations.
• Manage significant opportunity pipeline to guarantee success and regional growth.
• Forecast monthly, quarterly, and annual sales goals by having a strong understanding of regional market trends.
• Provide support and guidance to local sales leaders related to lead generation, sales conversion, and sales processes / programs to further develop professional selling skills.
• Present and participate in client meetings, presentations and events.
• Understand regional competitive activities and overall market place and inform senior executives and local sales team of these activities
• Special projects and other duties as assigned.

Required Qualifications: 

Education: 

• Bachelor’s degree or equivalent experience.

Experience: 

• 7 to 10 years of experience, including management of sales staff.

Other:

• Ability to effectively lead a staff of direct reports and an organization from a strategic level, while managing concurrently details on multiple concurrent tasks while meeting various deadlines.
• Proven track record as an effective manager in a high-performance organization, success as a builder of collaborative, high-performance teams whose management style is characterized as results orientation.
• Thorough understanding of wide-ranging challenges faced by local government, K-12 school districts, (MUSH Markets) highly preferred.
• Strong knowledge and understanding of Energy Conservation and Energy Governing Laws / Regulations.
• Experience in structuring and securing public financing debt strategies in the public market space preferred.
• Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques
• Extensive Knowledge of proactive prospecting at the financial decision-making level with building owners and executives at the C-level.
• High level of motivation and professionalism.
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
• Complete understanding and mastery of operating budgets and public finance for the vertical market(s) of current and perspective customers.
• Advanced proficiency in Microsoft Office Suite: Word, Excel, PowerPoint, Outlook.
• Proficiency working with Salesforce is preferred.

Benefit Information:

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

Benefit Information: ABM offers a comprehensive benefits package. For informat