Senior Business Development Manager - ABM Industries

Overview

This position works to develop new and potential accounts within a defined territory for ABM which includes Technical Solutions. This position works with prospective clients to explore the strengths and weaknesses of their current service program and works with a team of operators 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, including the implementation and transition process for new business. 

Benefit Information:

ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 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.  
• Prospect for new business by cold call activities, networking, and lead generation & qualification. 
• 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.  
• 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. 

Experience:  

• 5+ years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads. 
• Experience with and/or working knowledge of facility services, janitorial, commercial real estate, or other related field strongly desired. 
• Strength in writing and presenting compelling, detailed, sales proposals.  
• Experience pricing labor within proposals preferred.  

Other: 

• Hunter sales mentality, goal driven and self-motivated. 
• Demonstrated success in selling services or other intangible business offerings. 
• Must be comfortable presenting complete solutions in groups settings. 
• Track record of being organized, efficient, and able to manage a high number of prospects at different stages of the sales process. 
• Collaborative with ability to work successfully with internal operations and sales support teams. 
• Advanced computer skills in MS Office and Salesforce or another CRM. 
• Self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance. 
• Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).