Senior Business Development Manager, Commercial

ABM US • Atlanta, KS

2d

About The Position

The Senior Business Development Manager develops new and potential commercial and industrial accounts within a defined territory for Onsite Facility Services, including Cleaning, Environmental, Parking, and Engineering. This experienced professional evaluates prospective clients’ current facility services programs and creates and presents sales and marketing strategies tailored to each prospect, which may include one service or bundled solutions. The role partners with ABM operations to plan and execute results, owns the strategic selling process, communicates value, addresses client issues, maintains strong relationships, and cross-sells ABM’s comprehensive facilities services.

Requirements

• Bachelor’s degree or equivalent experience.
• At least 5 years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.
• Strong writing and presentation skills for compelling, detailed sales proposals.
• 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, results-driven, and accustomed to winning sales awards through consistent high performance.
• Proficiency in Microsoft Office Suite and Salesforce.com or a similar CRM.

Nice To Haves

• Experience with or working knowledge of facility services, janitorial services, commercial real estate, property management companies, or related fields.
• Experience pricing labor within proposals.

Responsibilities

• Develop and execute short- and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.
• Own the information base on prospective clients within the territory.
• Prospect for new business through cold calls, networking, and lead generation and qualification.
• Use ABM-branded marketing materials to create detailed, customized, innovative proposals.
• Research customers’ existing facility solutions and programs and schedule facility bid walks with prospects.
• 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 position as a leader in the territory and establish a diverse network of industry influencers, community and strategic partners, and prospective clients.
• 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 and informed operators and partner with them to understand prospects, clients, and the sales territory.
• Assist the corporation with competitive intelligence.

Benefits

• Access to a world-class training program.
• Ample opportunities to use skills developed through military service.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior