Senior Business Development Manager

ABM•Columbus, OH

About The Position

ABM Technical Solutions is seeking a dynamic, experienced account development professional with a background in HVAC or mechanical systems. The role develops new and potential accounts within a defined territory, focusing on mechanical and HVAC solutions. The manager works with prospective clients to assess existing service programs, identify strengths and weaknesses, and collaborate with operations teams to develop and implement sales strategies for individual or bundled solutions. The position owns the strategic sales process from prospecting and client engagement through proposal development, implementation, and transition of new business. It also supports existing clients with growth strategies, maintenance planning, budgeting, benchmarking, and value-added solutions.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of experience, preferably in facilities services or other business solutions/services sales directly to end users.
Effective communication and presentation skills at all levels, including executive audiences.
Ability to lead customer engagements and manage the entire sales cycle.
Proven ability to build and maintain relationships with existing clients to facilitate additional business and services.
Ability to collaborate with individuals, departments, and teams.
Strong ability to write compelling, detailed sales proposals.
Organizational skills to handle multiple proposals and processes simultaneously.
Proficiency in Microsoft Office Suite and Salesforce.com or a similar CRM.
Motivation to grow professionally, personally, and financially.

Nice To Haves

Background in HVAC or mechanical systems.

Responsibilities

Own the strategic selling process, communicate value propositions, and resolve client issues.
Orchestrate the sales process, including implementation and transition for new business.
Conduct cold calls, network, and secure first appointments with decision-makers at existing buildings.
Identify, plan, and execute growth strategies for existing clients.
Partner with businesses to coauthor unique and innovative solutions.
Develop risk-mitigation strategies to help customers budget for future projects and avoid costly emergency service calls.
Present pricing options for service and planned maintenance agreements and assist partners in budgeting for future needs.
Benchmark partner facilities to identify inefficiencies and compare them with industry standards.
Develop and maintain strong business partnerships to build client trust, meet objectives, and deliver value-added solutions.
Build financial and life-cycle analyses using company tools to quantify value from the customer’s perspective.
Generate and deliver proposals and executive-level presentations that lead to signed contracts.
Participate in sales and industry training and apply the knowledge to sales results.
Coordinate and cooperate with operations and sales team members to meet customer needs.
Track all sales activities in Salesforce.com.
Handle special projects and other duties as assigned.