Business Development Manager

ABM US•Tempe, AZ

12d

About The Position

The Business Development Manager develops new and potential commercial Class A office, property management, medical office, and small industrial accounts within a defined territory for ABM Onsite Facility Services, including cleaning, environmental, parking, and engineering. The role explores prospective clients’ current facility services programs, identifies strengths and weaknesses, and creates and presents tailored sales and marketing strategies featuring one service or bundled solutions. The position partners with ABM operations to plan and execute results, owns the strategic selling process, communicates value, resolves client issues, maintains client relationships, and cross-sells ABM’s facilities services. It builds a pipeline through prospecting, networking, cold calls, and lead generation, and works with operations and sales support teams to develop proposals and close business.

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.
Organized and efficient, with the ability to manage many prospects at different stages of the sales process.
Collaborative, with the ability to work successfully with internal operations and sales support teams.
Advanced computer skills in Microsoft Office and Salesforce or another CRM.
Self-disciplined and results-driven, with a record of consistent high performance.

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 clients and convert prospects into increased business.
Conduct cold calls within the assigned market or geographic area to maintain a robust pipeline of new opportunities.
Grow, maintain, and leverage a network to meet potential clients.
Understand customer needs and conduct site surveys.
Work with operations and sales support teams to develop proposals addressing 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 ensure they are met.
Track and record account activity and help close deals to meet targets.
Attend and participate in commercial real estate organizations and events, such as CREW and BOMA International.
Complete special projects and other duties as assigned.