Business Development Manager

ABM•Oklahoma City, OK

11d

About The Position

The Business Development Manager develops new and potential commercial accounts within a defined territory, including Class A office, property management groups, medical offices, and small industrial clients. The position sells Onsite Facility Services, including cleaning, environmental, parking, and engineering services. It evaluates prospective clients’ current facility services programs and develops and presents tailored sales and marketing strategies, offering single services or bundled solutions. The role partners with ABM operations to plan and execute results, leads the strategic selling process, communicates value, resolves client issues, maintains strong client relationships, and cross-sells ABM’s comprehensive facilities services. The manager prospects for new business, develops proposals with internal teams, participates in pricing, maintains sales pipeline and forecast information in Salesforce, and works toward sales targets.

Requirements

Bachelor’s degree or equivalent experience.
At least 2 years of experience finding, qualifying, and closing new business, primarily through cold calls and self-generated leads.
Hunter sales mentality; goal-driven and self-motivated.
Demonstrated success selling services or other intangible business offerings.
Comfort presenting complete solutions in group settings.
Ability to stay organized and efficient while managing a high number of prospects at different stages of the sales process.
Collaborative approach and ability to work successfully with internal operations and sales support teams.
Advanced computer skills in Microsoft 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 and Salesforce.com or a similar CRM.

Nice To Haves

Knowledge of facility services, janitorial, commercial real estate, or a related field.
Knowledge of relevant and immediate sales contacts.

Responsibilities

Prospect for new business through cold calls, networking, and lead generation and qualification.
Identify potential new clients and convert opportunities into increased business.
Cold call within the assigned market or geographic area to maintain a robust pipeline of opportunities.
Grow, maintain, and leverage a professional network to meet potential clients.
Understand customer needs and perform site surveys.
Work with operations and sales support teams to develop proposals that address client needs, concerns, and objectives.
Participate in pricing solutions and services.
Handle objections by clarifying and emphasizing agreements and working through differences toward a positive conclusion.
Maintain Salesforce reporting on leads, active prospects, and sales forecasts.
Forecast sales targets and work to ensure they are met.
Track and record account activity and help close deals to meet sales targets.
Attend and participate in commercial real estate organizations and events, including CREW and BOMA International.
Complete special projects and other duties as assigned.