Senior Business Development Manager

ABM US•Chicago, IL

14d

About The Position

The Senior Business Development Manager develops new business in ABM’s Manufacturing and Distribution industry vertical and grows and retains existing accounts. The role prospects for clients through networking, cold calling, advertising, and other approaches; develops persuasive pitches and customized proposals; and plans strategically to build a pipeline of new business. Success requires knowledge of the market, ABM’s solutions and services, and its competitors. The manager works with mid- and senior-level management, marketing, technical staff, and operations teams, and manages client relationships from prospecting through contract close and transition to operations.

Requirements

At least 8 years of experience in business development and sales.
Hunter mentality and services sales experience.
Must be willing to live in the area.
Ability to work under pressure and meet established goals.
Ability to lead and manage a diverse workforce and collaborate with operations, other departments, and teams.
Strong writing and presentation skills for 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

Bachelor’s degree preferred.
Aptitude or experience with facility engineering solutions sales.
Experience in facility services, janitorial, commercial real estate, or a related field.
Relevant and immediate sales contacts.
Experience with Salesforce or another CRM and Excel.
Experience pricing labor within proposals.

Responsibilities

Develop and execute short- and long-term sales plans, maintain current 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 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 the transition to operations to ensure proposal commitments are delivered.
Establish a leadership position in the territory and build a diverse network of industry, community, strategic partner, and prospective-client relationships.
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 and informed operators and partner with them to understand prospects, clients, and the sales territory.
Assist the corporation with competitive intelligence.