Sr. Business Development Manager, HVAC - ABM Industries

Overview

This position works to target, win, and grow new accounts for Technical Solutions, HVAC Mechanical within a defined territory for ABM. This position also has a set list of some established existing customers to continue growing our products and services with.  This role works with a regional sales manager and a technical team of experts to develop and implement an effective sales strategy for both bundled and custom solutions supporting both new and existing accounts. This position owns equity in the sales life cycle including maintenance, communication, and sells effectively to new and existing accounts to meet their HVAC Mechanical goals for equipment and maintenance.  They are responsible for the orchestration of the sales process with the customer and operations team, and they help to resolve client’s issues to make sure the sales experience and customer relationship are professional both pre- and post-sale.  The goal is to make a difference for our customers, every person, every day.

Essential Functions:

• Identify, plan, and execute growth strategies and tactics to acquire new clients including market research, hyper targeting, email introductions, cold calling prospects, and identifying value added opportunities for new clients.
• Partner with ATS technical 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 and unplanned service operations due to failed HVAC equipment. 
• Develop and present pricing options for new projects and assist new clients in capex budgeting for the 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 new 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 members 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.

Education: 

• Bachelor’s degree in technical major such as engineering or equivalent experience. 

Experience: 

• 2+ years of technical solutions experience, preferably including mechanical design and facilities, new building construction sales, or other business solution or sales direct to end-users. 
• HVAC sales experience, residential and commercial/light commercial

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 new and existing clients to grow new business and maintain sales with existing customers, and to facilitate add-on project and maintenance business and services.
• Ability to collaborate with other individuals, departments, and teams effectively & efficiently.
• Strong ability to author compelling, detailed sales proposals through our salesforce software.
• 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).
• Challenger sales experience a plus.