Senior Business Development Manager

ABM US•Atlanta, GA

About The Position

The Senior Business Development Manager is responsible for developing new business in ABM’s Manufacturing and Distribution industry vertical and growing and retaining existing accounts. The role identifies prospective clients through networking, cold calling, advertising, and other outreach; develops persuasive pitches and customized proposals; and closes new business. The manager develops the territory’s business pipeline and needs thorough knowledge of the market, ABM’s solutions and services, and competitors. The position works with mid- and senior-level management, marketing, technical staff, and operations teams. It also builds a territory-wide network of prospective clients, industry influencers, community and strategic partners, and skilled operators. The manager negotiates contracts and oversees the transition of new business to operations to help ensure proposal commitments are delivered.

Requirements

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

Nice To Haves

Relevant and immediate sales contacts within the territory, such as JLL, CBRE, CW, or other property management companies and owners.
Experience with Salesforce or another CRM and Excel.
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 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.
Build a territory network of industry influencers, community and strategic partners, prospective clients, and other relationships reflecting the ABM Way.
Maintain the territory database using Salesforce.
Manage the assigned budget.
Support 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, informed operators and partner with them to understand prospects, clients, and the sales territory.
Assist the corporation with competitive intelligence.