Senior Business Development Manager, Commercial

ABM • Houston, TX

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. The role evaluates prospective clients’ current facility services programs and creates and presents tailored sales and marketing strategies, offering individual services or bundled solutions.

The position partners with ABM operations to plan and deliver results, leads the strategic selling process, communicates value, addresses client issues, and builds strong client relationships. It also cross-sells ABM’s comprehensive facilities services and manages new business from prospecting and proposal development through contract negotiation and transition 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.
• 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 approach and 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 existing sales, attract and connect with prospects, create proposals, respond to RFPs, and facilitate and close new business.
• Own and maintain information about prospective clients within the assigned territory.
• Prospect for new business through cold calls, networking, lead generation, and lead 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.
• Involve 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 leadership presence within the territory and establish a diverse network of industry contacts, community partners, 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 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.

What This Job Offers

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