Senior Business Development Manager, Education

ABM US•Phoenix, AZ

4d•$66,500 - $125,000

About The Position

ABM is seeking a Senior Business Development Manager to grow its Education Solutions business in K-12 and higher education markets. The role demonstrates ABM’s value to prospective customers and develops facility assessments and proposals that address funding gaps and operating-budget shortfalls. It involves engaging and advocating with C-suite decision-makers to understand customer needs and shape comprehensive solutions. The position requires knowledge of public finance, school funding, and financial strategy, together with the ability to navigate complex sales environments and develop strategies to overcome client budget pressures.

Requirements

Proven success selling complex facilities services and/or performance contracts.
Successful experience managing long, RFP-driven sales cycles.
Extensive knowledge of proactive prospecting to financial decision-makers in K-12 and higher education.
Experience selling multiyear service-related contracts with annual values in the millions.
A four-year degree, or additional Facilities Services industry experience as a substitute.
Exceptional writing skills and the ability to produce persuasive proposals 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 meet them.
Ability to master ABM financial tools, including Salesforce, Capital Generation Tool, and ECM Matrix.

Nice To Haves

Experience selling into K-12 education and colleges or universities is highly preferred.

Responsibilities

Secure appointments with K-12 and higher education C-suite decision-makers.
Manage the sales process from prospecting through closing, including developing sales strategies.
Research and qualify opportunities and develop territory marketing plans to achieve or exceed annual quotas.
Understand client finances and read and interpret financial statements.
Secure key opportunities through financial agreements.
Understand energy conservation and relevant energy laws and regulations.
Identify, qualify, develop, and sell complex bundled financial, facility, and technical solutions.
Help develop the appropriate solution for each customer's needs.
Communicate, advise, and sell across all levels of education organizations, with particular expertise engaging senior decision-makers.
Advocate for clients and work to ensure they are fully referenceable regarding ABM’s value proposition.