Senior Business Development Manager, HVAC

ABM US•Boca Raton, FL

35d•$85,000 - $110,000

About The Position

ABM Technical Solutions is seeking a dynamic and experienced Senior Business Development Manager with a strong background in HVAC or mechanical systems. This role is pivotal in developing new and potential accounts within a defined territory, focusing on mechanical/HVAC solutions. The ideal candidate will work closely with prospective clients to assess their current service programs, identify strengths and weaknesses, and collaborate with a team of operators to develop and implement effective sales strategies for individual or bundled solutions.

Requirements

Bachelor’s degree or equivalent experience.
5+ years of experience, preferably in facilities services or other business solutions/services sales directly to end-users.
Effective communication and presentation skills at all levels, including executive.
Leadership in customer engagements with the ability to manage the entire sales cycle.
Proven ability to build and maintain relationships with existing clients to facilitate add-on business and services.
Collaboration with individuals, departments, and teams.
Strong ability to write compelling, detailed sales proposals.
Organizational skills to handle multiple proposals and processes simultaneously.
Motivation to grow professionally, personally, and financially.
Proficiency in Microsoft Office Suite and Salesforce.com (or similar CRM).

Nice To Haves

HVAC or mechanical systems background is highly desirable.

Responsibilities

Own the strategic selling process, communicate value propositions, and resolve client issues. Orchestrate the sales process, including implementation and transition for new business.
Conduct cold calls, network, and secure first appointments with decision-makers at existing buildings. Identify, plan, and execute growth strategies for existing clients.
Partner with businesses to coauthor unique and innovative solutions. Develop risk-mitigation strategies to assist customers in budgeting for future projects and eliminate costly emergency service calls.
Present pricing options for service and planned maintenance agreements. Assist partners in budgeting for future needs.
Benchmark partner facilities to identify inefficiencies and compare them against industry standards.
Develop and maintain strong business partnerships to gain client trust, meet objectives, and deliver value-added solutions.
Build financial and life cycle analyses using 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, converting knowledge into sales results.
Coordinate and cooperate with operations and sales team members to ensure customer needs are met.
Track all sales activities in Salesforce.com.
Handle special projects and other duties as assigned.