Senior Business Development Manager

ABM US•Chicago, IL

12d•$90,000 - $115,000

About The Position

The Senior Business Development Manager for ABM’s Manufacturing and Distribution industry vertical develops new business and grows and retains existing accounts. The role prospects for potential clients through networking, cold calling, advertising, and other outreach; plans persuasive pitches; and presents new solutions and services. It works with mid- and senior-level management, marketing, and technical staff, and develops a pipeline of new business through strategic planning and thorough knowledge of the market, ABM’s solutions and services, and competitors. The position develops and executes sales plans, maintains current sales, attracts prospects, prepares proposals, responds to RFPs, and closes new business. It manages prospect information and territory relationships, researches customer facility solutions, arranges facility bid walks, and works with operations on planning, execution, and transition of newly won contracts. The role also maintains territory records in Salesforce, manages an assigned budget, supports marketing campaigns, monitors bid schedules and competition, assists with training, and contributes competitive intelligence. ABM is a provider of integrated facility, engineering, and infrastructure solutions. The company states that it has more than 100,000 team members, serves sectors including manufacturing and distribution, and has more than $8 billion in annual revenue. The listed salary range is $90,000–$115,000; specific offers vary based on education, experience, skills, abilities, geographic location, and market data. ABM offers a comprehensive benefits package, with details available through its employee benefits materials.

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.
Manufacturing and distribution facility services sales experience, such as janitorial, engineering, parking management, security, fire protection, or pest control.
Ability to work 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.
Strong writing and presentation skills for compelling, detailed sales proposals.
Well organized and able to manage multiple proposals and processes simultaneously.
Ability to work independently with minimal supervision.

Nice To Haves

Relevant, immediate sales contacts within the territory, such as JLL, CBRE, CW, or other property management companies and owners.
Salesforce or another CRM and Excel experience.

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 territory.
Use ABM-branded marketing materials to create detailed, customized, innovative proposals.
Research prospects’ 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, and prospective clients, and establish a leadership presence in the field.
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.