Senior Business Development Manager, Commercial

ABM•Tempe, AZ

About The Position

The Senior Business Development Manager identifies and develops new commercial and industrial accounts within a designated territory, with a focus on ABM’s Onsite Facility Services offerings, including Cleaning, Environmental, Parking, and Engineering solutions. The role assesses prospective clients’ current facility service programs and develops tailored sales and marketing strategies, which may include individual services or bundled solutions. The Manager owns the sales process from prospecting through negotiation and closing, and works closely with ABM operations on strategic planning, financial planning, and execution. The role communicates value, addresses client concerns, builds long-term relationships, and cross-sells ABM’s eight lines of facility services. It also supports marketing initiatives and may assist with training and mentoring.

Requirements

Bachelor’s degree or equivalent professional experience.
At least 5 years of service sales experience.
Proven ability to source, qualify, and close new business, primarily through self-generated leads and cold calling.
Demonstrated ability to create and present persuasive, detailed proposals.
Results-driven, with a hunter sales mentality.
Proven success selling services or other intangible solutions.
Comfortable presenting to groups and senior stakeholders.
Highly organized and able to manage multiple prospects at different stages of the sales cycle.
Collaborative and able to work effectively across internal teams.
Proficient in Microsoft Office Suite and CRM platforms such as Salesforce.
Self-motivated, disciplined, and consistently recognized for high performance.

Nice To Haves

Familiarity with facility services, janitorial, commercial real estate, or property management industries.
Experience with labor pricing in proposals.

Responsibilities

Develop and implement short- and long-term sales strategies to maintain existing business and generate new opportunities.
Manage territory intelligence and maintain a database of prospective clients in Salesforce.
Conduct proactive outreach through cold calling, networking, and lead generation.
Create customized proposals using ABM-branded marketing materials.
Analyze prospective clients’ current facility service programs and coordinate facility walkthroughs.
Collaborate with operations teams on strategic and financial planning to support successful execution.
Lead contract negotiations, close deals, and oversee transitions to operations.
Build a strong territory presence and a diverse network of industry influencers, community partners, and potential clients.
Monitor bid schedules and stay aware of the competitive landscape.
Support digital and direct marketing campaigns.
Assist with training and mentoring as needed.
Partner with operations to align services with client needs and territory goals.
Contribute to competitive intelligence efforts.