Senior Business Development Manager

ABM•Phoenix, AZ

14d

About The Position

The Senior Business Development Manager in ABM’s Manufacturing and Distribution industry vertical is responsible for developing new business and growing and retaining existing accounts. The role prospects for clients through networking, cold calling, advertising, and other outreach; develops persuasive pitches and customized proposals; and presents new solutions and services to clients. The position works with mid- and senior-level management, marketing, technical staff, and operations teams. The manager develops and executes sales plans, builds and maintains a pipeline of prospective business, researches client facility solutions, responds to RFPs, negotiates contracts, closes deals, and manages transitions to operations. The role also maintains territory and client information in Salesforce, monitors bid schedules and competitors, manages an assigned budget, contributes to marketing and competitive intelligence, and develops relationships with industry, community, strategic, and prospective client contacts.

Requirements

At least 5 years of experience in business development and sales.
A bachelor’s degree or significant related experience.
A hunter mentality and services sales experience.
Ability to work under pressure to meet established goals.
Ability to lead and manage a matrixed and diverse workforce and collaborate with operations, departments, and teams.
Strong writing and presentation skills for compelling, detailed sales proposals.
Strong organizational skills and ability to handle multiple proposals and processes simultaneously.
Ability to work independently with minimal supervision.

Nice To Haves

Manufacturing and distribution facility-services sales experience, such as janitorial, engineering, parking management, security, fire protection, or pest control.
Relevant, immediate sales contacts within the territory, such as JLL, CBRE, CW, or other property managers and owners.
Experience with Salesforce or another CRM and Excel.

Responsibilities

Develop and execute short- and long-term sales plans, maintain current 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.
Use ABM-branded marketing materials to create detailed, customized, innovative proposals.
Research prospective customers’ 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 transitions to operations to ensure proposal commitments are delivered.
Establish a leadership position within the territory and build 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 training in formal and informal situations 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.