Senior Business Development Manager

ABM US•Charlotte, NC

About The Position

This position develops new Manufacturing and Distribution Facility customers within an assigned region and prices and sells facility maintenance, cleaning, energy, sustainability, safety, resiliency, and engineering solutions. The role is responsible for achieving an annual targeted sales goal. It involves identifying and qualifying prospects, developing customer relationships, understanding customer requirements, and coordinating with ABM subject-matter experts and operations and sales support teams to deliver proposals and solutions.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of experience finding, qualifying, and closing new business, primarily through cold calls and self-generated leads, in service or solutions sales related to facility maintenance.
Experience in the Manufacturing and Distribution industry.
Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
Ability to produce persuasive proposals and write effectively for RFPs, RFQs, contracts, and other client communications.
Strong written and oral communication, presentation, and computer skills, including MS PowerPoint, Word, and Excel.
Comfort speaking to large audiences.
Ability to understand operating budgets.
Ability to collaborate with an Operations Team, meet firm deadlines, and coordinate the team to do the same.
Strong problem-solving skills, motivation, and professionalism.
Ability to prioritize projects and deliver key objectives in a timely manner.
Ability to work independently in a fast-paced, dynamic, results-oriented environment.

Nice To Haves

Knowledge of Salesforce or another CRM.

Responsibilities

Prospect and develop opportunities for Manufacturing and Distribution facility service contracts, including facility maintenance, cleaning, energy, sustainability, safety, resiliency, and engineering solutions, targeting industries such as general manufacturing, medical devices, pharmaceutical manufacturing, aerospace, and automotive.
Seek new business through cold calls, networking, and lead generation and qualification.
Build a diversified customer base by prospecting for potential new clients and converting prospects into increased business.
Gather technical and business requirements from potential customers.
Partner with the ABM manufacturing Facility SME to prepare and deliver technical presentations to existing and potential customers.
Work with operations and sales support teams to develop proposals that meet client needs, concerns, and objectives.
Participate in pricing the solution or service.
Handle objections by clarifying and emphasizing agreements and working through differences toward a positive conclusion.
Maintain Salesforce reporting for leads, active prospects in progress, and sales forecasts.
Attend events, trade shows, and trade association meetings, including after-hours events, to facilitate networking opportunities.
Perform site surveys and assist customers with solutions development.
Work with internal customers to provide scope solutions for customer issues.
Participate in ongoing training on new technology and industry-related equipment.
Provide leadership to others through example and sharing knowledge and skills.
Complete special projects and other duties as assigned.