Senior Business Development Manager, Commercial

ABM•Nashville, TN

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. The role evaluates prospective clients’ current facility services programs and creates and presents tailored sales and marketing strategies, including individual services or bundled solutions. The position partners with ABM operations to plan and deliver results, leads the strategic selling process, communicates value, resolves client issues, and maintains strong client relationships. It also cross-sells ABM’s comprehensive facilities services and manages prospective client information, proposals, contracts, and transitions to operations.

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.
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 and results-driven, with a record of 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.
Strength in writing and presenting compelling, detailed sales 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.
Establish a leadership presence within the territory and build 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 the company’s online and direct marketing campaigns.
Monitor bid schedules and understand marketplace competition.
Assist with training in formal and informal settings as needed.
Develop a network of skilled and informed operators and partner with them to ensure understanding of prospects, clients, and the sales territory.
Assist the corporation with competitive intelligence.
Explore prospective clients’ current facility services programs and identify strengths and weaknesses.
Maintain strong client relationships, identify and resolve client issues, and cross-sell facilities services.