Vice President, Sales - Education - ABM Industries

Overview

ABM has an exciting new opportunity for a Vice President of Sales supporting our Education Industry Group.

Join a team with one shared mission - to make a difference, every person, every day.  

We are more than 100,000 team members strong, from all backgrounds and corners of the world, with the talent, experience and compassion that enables us to make an impact.   For thousands of clients across the U.S. and in more than 20 global locations, ABM takes care of the people, spaces and places that matter most.  We also take care of our team members —ensuring our company is a great place to work, and our communities are safer, healthier, and more sustainable places to be.  Every team member at ABM has the opportunity to make a difference.  Every day.  And we cultivate a culture where our team members feel seen, heard, and valued and can grow a career and a future with us.    

The Vice President of Sales for our Education Industry Group will provide strategic sales leadership to ensure implementation and development of proactive sales planning and process, best practices, and tools and training to exceed industry group growth goals by acquiring new clients in the K12 and Higher Education space while up-selling, cross-selling, and expanding existing services of existing clients.  This position will lead sales staff in building advanced financial strategies for their clients that overcome the constraints of funding projects or facility services within existing budgets. This position also develops and executes a clearly defined marketing strategy that supports consistent business growth and enhances ABM’s brand awareness. This is a national leadership role with a $1 Billion Market Leader in Education Services.

Essential Functions:

• Lead, recruit, manage, and develop a national sales team with focus on continuous improvement. Select and develop a team of sales professionals to identify, qualify, develop, and sell complex, bundled solutions.
• Influence and guide strategy and makes strategic decisions; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.
• Develop sales and marketing strategic business plans to drive revenue, increase market share, and ensure attainment of company sales goals and profitability.
• Collaborate in key client win strategies through Deal Reviews, Quarterly Business Reviews, and Client Meetings.
• Lead and support cross-sell and upsell initiatives that can include janitorial, facilities engineering, electrical, energy, landscaping, parking, transportation, and HVAC.
• Demonstrate the ability to work with a diverse set of business unit leaders within a matrixed company structure.
• Function as a business partner to the Regional Sales Directors and operational leaders to achieve regional sales goals, including retention and expansion.
• Assess market potential and identifies new business opportunities and synergies.
• Partner with Corporate Sales and Corporate Marketing to develop and execute best practices in sales and marketing standards.
• Develop and maintain the overall revenue growth plan and model ensuring scalability.
• Implement revenue generating strategic initiatives while ensuring accuracy of sales forecasting.
• Analyze and evaluate the effectiveness of sales, methods, costs, and results.
• Maintain key customer relationships; develop and implement strategies for expanding the Company’s customer base.
• Maintain the integrity of the sales process and working with solutions delivery personnel to ensure all projects meet/exceed the client’s expectations.
• Special projects and other duties as assigned.

Education: 

• Bachelor’s degree in business, engineering, related field, or equivalent experience. 
• MBA preferred

Experience: 

• 12+ years of experience, leadership within executive level sales and marketing. 
• 5+ year history of managing a sales team - preferably on a national level.
• Experience in K-12/Education market or janitorial/facilities management.

Other:

• Ability to effectively lead a staff of direct reports. 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.
• Highly motivated, strong leader with a high EQ.
• Experienced and adept at interacting at all levels with an ability to sell to C Level clients.
• Ability to work in a fast paced work environment balancing multiple projects.
• Thorough understanding of sales within the assigned region.
• Ability to manage all technical and financial aspects of the sales process.
• Ability to accurately forecasting short-term& long-term sales based upon data available at the time of the forecast.
• Ability to communicate, counsel, and sell at all levels of the client’s organization.
• Proven employment record in managing a sales staff selling to the owner occupied and all relative service markets
• Must be able to demonstrate a complete understanding of a complex sales process from start to finish.
• Must have strong written and oral communication skills and ability to effectively present to large audiences. 
• Significant finance acumen with ability to understand operating budgets and finance.
• Ability to perform well under pressure and against tight deadlines. 

Benefit Information:

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