SME Account Manager - Construction

ABM US•Phoenix, AZ

5d•$130,000 - $150,000

About The Position

The SME will have experience within manufacturing, and knowledge of manufacturing process. The Facility SME secures meetings with facility maintenance, procurement, and executive leadership in this industry segment manufacturing facilities and consults on the advantages of services offered by ABM Industries. In addition to janitorial, engineering, and mission critical services, the Facility SME cross-sells other services like HVAC, lighting, electrical, turf & landscaping, and parking management. You will engage in a team sales approach that includes an experienced operations team. After securing site walks and evaluating the current state of facility services and the customer’s needs, you will create an effective proposal with expert pricing supported by a Proposal Specialist. You then prepare and present a customized and dynamic sales presentation, which typically includes bundled solutions. All along you will partner with an experienced team of operators you can trust 100% to fulfill your customer ’s needs with superior results. You will own the strategic selling process, resolve customer issues and concerns, and maintain strong customer relationships.

Requirements

Bachelor’s degree.
Experience with International Companies within the manufacturing industry preferred
Ability to present and communicate with international points of contacts.
Aptitude or experience with facility engineering solutions sales.
Relevant and immediate sales contacts preferred.
Work well under pressure to meet established goals.
Salesforce or other CRM & Excel preferred.
Proven ability to lead and manage a diverse work force, collaborate with operations, other departments, and teams.
Strength in writing and presenting compelling, detailed, sales proposals.
Experience pricing labor within proposals preferred.
Well organized and able to handle multiple proposals and processes simultaneously.
Ability to work independently with minimal supervision.

Responsibilities

Understand good manufacturing principles to develop efficient and streamlined facility solutions
Continuously improve, investigate, and troubleshoot facility problems, analyzing results, implementing and improving facility maintenance methods and processes in a highly automated manufacturing environment
Interact with internal and external customers to solve urgent and complex problems by identifying and evaluating alternatives to provide support for in-plant production and facility maintenance teams
Identify critical process factors within the manufacturing site by working closely with operations managers, engineering, procurement, and facilities.
Show a strong vertical process expertise and manufacturing perspective by understating existing manufacturing processes, and identifying key enablers to improve process efficiencies
Collaborate cross functionally with the operations, facilities, safety, and internal and external equipment vendors to develop the most efficient facility maintenance solutions
Create new ideas, solutions and encourage problem solving to address specific facility maintenance pain points of the manufacturing industry
Work with customers’ internal teams to understand safety, density, and flow to create facility maintenance routes and cleaning schedules
Assist in-plant facility teams with solutions that will support continuous improvement and increase production line efficiencies
Provide customers’ needs by validating, optimizing and efficiently analyzing cost savings measures and reduction of energy plans throughout the plant
Support customers with implement electrical safety programs following OSHA and NFPA 70E guidelines
Understand CMMS systems, reports on maintenance costs, PM effectiveness, labor hours and operating budgets
Understand downtime maintenance activities for condition-based repairs and Preventative and Predictive Maintenance strategies
Understand and demonstrate workplace and process safety, PPE requirements, including for hazardous materials, equipment and other general workplace requirement
Develop and document standard best practices to align with customer expectations and process
Identify software and platforms to improve the facilities with the manufacturing environment
Understand how Automatic Control Sytems including the HVAC controls, steam boilers, hot oil heater and PLC operate and support the manufacturing site
Basic working knowledge of facility-related aspects (e.g. HVAC, air compressor, pumps, chillers, etc)
Basic working knowledge of mechanical, electrical, pneumatic and hydraulic systems
Easily demonstrate critical thinking, problem solving, attention to detail, decision making and troubleshooting within a manufacturing environment
Demonstrate understanding of this segment manufacturing process
Develop and execute short and long-term sales plans, maintain present sales, create proposals, respond to RFPs, and facilitate and close business.
Own the information base on prospective customer s within the territory.
Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.
Understand customer's existing facility solutions and programs and perform site walks of the facility.
Work closely with operations teams in strategic & financial planning and execution.
Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.
Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective customer s.
Maintain database for the territory using Salesforce.
Effectively manage the assigned budget.
Support the company’s online and direct marketing campaigns.
Monitor bid schedules and understand the competition in the marketplace fully.
Assist in training in both formal and informal situations as needed.
Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, customers, and your sales territory.
Assist the corporation with competitive intelligence.