Senior Business Development Manager

ABM•Philadelphia, PA

12d

About The Position

The Senior Business Development Manager in the Manufacturing and Distribution industry vertical is responsible for developing new business for ABM by prospecting, networking, cold calling, advertising, and other methods of generating interest. The role develops persuasive pitches to win clients and grows and retains existing accounts by presenting new solutions and services. It works with mid- and senior-level management, marketing, and technical staff. Strategic planning and a thorough understanding of the market, ABM’s solutions and services, and competitors are needed to build a pipeline of new business. The position develops and executes short- and long-term sales plans, creates proposals and responds to RFPs, negotiates and closes business, and oversees the transition of new accounts to operations. It maintains prospective-client information and the territory database in Salesforce, monitors bid schedules and competition, manages an assigned budget, supports marketing campaigns, and collaborates with operations and other teams. The listed salary range is $95,000–$120,000; specific offers vary based on applicant qualifications, geographic location, and market data. ABM offers a comprehensive benefits package; details are available through ABM Employee Benefits | Staff & Management.

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 under pressure to meet established goals.
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.
Strong organization and ability to manage 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 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.

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 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.
Establish a leadership position within the territory and build a diverse network of industry contacts, community and strategic partners, and prospective clients.
Maintain the territory database using Salesforce.
Effectively manage the assigned budget.
Support the company’s 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.