Senior Business Development Manager

ABM•Chicago, IL

12d

About The Position

The Senior Business Development Manager in ABM’s Manufacturing and Distribution industry vertical is responsible for generating new business, developing persuasive sales approaches, and growing and retaining existing accounts by presenting new solutions and services. The role works with mid- and senior-level management, marketing, technical staff, and operations teams. It requires strategic planning and thorough knowledge of the market, ABM’s services, and competitors to build and manage a pipeline of new business. The position develops and executes sales plans, manages prospect and territory information, creates customized proposals, responds to RFPs, negotiates and closes contracts, and oversees the transition of new business to operations. It also builds a territory-wide professional network, manages the assigned budget and Salesforce database, supports marketing campaigns, monitors bids and competition, and provides training and competitive intelligence as needed. The listed salary range is $90,000–$115,000. Specific offers may vary based on education, experience, skills, abilities, geographic location, and market data alignment. ABM offers a comprehensive benefits package; details are available through ABM Employee Benefits | Staff & Management.

Requirements

At least 5 years of business development and sales experience.
Bachelor’s degree or significant related experience.
Hunter mentality and services sales experience.
Experience selling facility services in manufacturing or distribution, such as janitorial, engineering, parking management, security, fire protection, or pest control.
Ability to work under pressure to meet established goals.
Proven ability to lead and manage a matrixed and diverse workforce and collaborate with operations, other departments, and teams.
Strong writing and presentation skills for creating compelling, detailed sales proposals.
Well organized and able to handle multiple proposals and processes simultaneously.
Ability to work independently with minimal supervision.

Nice To Haves

Relevant, immediate sales contacts within the territory, such as JLL, CBRE, CW, or other property managers and owners.
Salesforce or another CRM, and Excel.

Responsibilities

Develop and execute short- and long-term sales plans; maintain present 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 the transition to operations to ensure proposal commitments are delivered.
Establish a leadership presence in the territory and build a diverse network of industry, community, strategic, and prospective-client relationships.
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 formal and informal training 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.