Senior Business Development Manager

ABM US•Phoenix, AZ

14d•$95,000 - $110,000

About The Position

The Senior Business Development Manager works in ABM’s Manufacturing and Distribution industry vertical to develop new business and grow and retain existing accounts. The role prospects for clients through networking, cold calling, advertising, and other approaches; develops persuasive pitches and customized proposals; and presents new solutions and services to clients. It requires strategic planning and thorough knowledge of the market, ABM’s offerings, and competitors. The manager works with mid- and senior-level management, marketing, technical staff, and operations teams.

Requirements

At least 5 years of experience in business development and sales.
Bachelor’s degree or significant related experience.
Hunter mentality and services sales experience.
Ability to work well 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.
Strength in writing and presenting 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

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.
Salesforce or other CRM and Excel experience.

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 customers’ existing facility solutions and programs and schedule facility bid walks with prospects.
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 position as a leader in the territory and establish a diverse network that includes industry influencers, community and strategic partners, and prospective clients.
Maintain the territory database using Salesforce.
Effectively manage the assigned budget.
Support company online and direct marketing campaigns.
Monitor bid schedules and understand marketplace competition.
Assist with training in formal and informal settings 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.