Senior Business Development Manager
About The Position
The Senior Business Development Manager for ABM’s Manufacturing and Distribution industry vertical develops new business and grows and retains existing accounts. The role prospects for clients through networking, cold calling, advertising, and other methods; plans persuasive pitches; and presents new solutions and services. The manager works with mid- and senior-level management, marketing, technical staff, and operations teams. Strategic planning and a thorough understanding of the market, ABM’s services, and competitors are central to developing the new-business pipeline. The position develops and executes sales plans, creates proposals and responds to RFPs, negotiates and closes contracts, and manages the transition of new business to operations. It also manages the prospective-client information base and territory database, supports marketing campaigns, monitors bids and competitors, manages an assigned budget, and contributes to training and competitive intelligence.
Requirements
- At least 5 years of business development and sales experience.
- Bachelor’s degree or significant related experience.
- Hunter mentality and services sales experience.
- Manufacturing or distribution facility-services sales experience, such as janitorial, engineering, parking management, security, fire protection, or pest control.
- Ability to work well under pressure to meet established goals.
- Ability to lead and manage a matrixed, diverse workforce and collaborate with operations, other departments, and teams.
- Strength in writing and presenting compelling, detailed sales proposals.
- Strong organization and ability to handle multiple proposals and processes simultaneously.
- Ability to work independently with minimal supervision.
Nice To Haves
- Relevant and immediate sales contacts within the territory, such as JLL, CBRE, CW, or other property managers and owners.
- Experience with Salesforce or another CRM and Excel.
Responsibilities
- Develop and execute short- and long-term sales plans, maintain existing sales, attract and connect with prospects, create proposals, respond to RFPs, and facilitate and close new business.
- Own the information base on prospective clients within the territory.
- Use ABM-branded marketing materials to create detailed, customized, innovative proposals.
- Research prospects’ existing facility solutions and programs and schedule facility bid walks.
- Include operations teams in strategic and financial planning and execution.
- Negotiate contracts, close deals, and manage transitions to operations to ensure proposal commitments are delivered.
- Build a diverse network of industry influencers, community and strategic partners, and prospective clients, and establish a leadership presence in the territory.
- Maintain the territory database using Salesforce.
- Effectively manage the assigned budget.
- Support company online and direct marketing campaigns.
- Monitor bid schedules and understand marketplace competition.
- Assist with formal and informal training as needed.
- Develop a network of skilled, informed operators and partner with them to ensure understanding of prospects, clients, and the sales territory.
- Assist the corporation with competitive intelligence.
Benefits
- Comprehensive benefits package.
- Access to a world-class training program.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
