Sr. Business Development Manager
About The Position
The Sr. Business Development Manager serves as a trusted advisor to education leaders, identifying operational challenges, financial pressures, campus modernization needs, and sustainability initiatives, then developing customized solutions to improve campus performance and support institutional goals. The role requires a consultative sales professional with strong business acumen, experience navigating complex buying environments, and a proven ability to win competitive opportunities with large, sophisticated organizations. The position is responsible for growing ABM’s Higher Education market share throughout New York City and surrounding metropolitan areas. The manager identifies and secures new business with colleges, universities, community colleges, and research institutions; builds relationships with senior institutional decision-makers; develops tailored facilities and operational solutions; and leads opportunities through prospecting, proposal development, contract award, and implementation. The role also manages pipeline forecasts and market intelligence in Salesforce. ABM is a large provider of integrated facility, engineering, and infrastructure solutions. It serves sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. The company reports more than 100,000 team members and over $8 billion in annual revenue, and describes its work as delivering essential services and sustainable solutions that improve facilities and occupant experiences.
Requirements
- Proven track record of success in new business development and complex solution selling.
- Experience selling facilities services, outsourced operations, integrated facility management, engineering services, energy solutions, or related professional services.
- Demonstrated ability to manage long sales cycles involving multiple stakeholders and procurement processes.
- Strong executive presence and experience engaging C-suite decision-makers.
- Excellent negotiation, presentation, and communication skills.
- Ability to develop and articulate financial and operational value propositions.
- Experience creating and delivering persuasive proposals, RFP responses, and executive presentations.
- Proficiency with Salesforce, Microsoft Excel, PowerPoint, and Word.
- Bachelor’s degree or equivalent combination of education and experience.
Nice To Haves
- Direct experience selling to Higher Education institutions.
- Knowledge of Higher Education budgeting, procurement, governance, and capital planning processes.
- Experience managing opportunities with annual contract values exceeding $1 million.
- Strong understanding of campus facilities operations, deferred maintenance challenges, sustainability initiatives, and infrastructure modernization efforts.
- Established network of Higher Education decision-makers in the New York City market.
- Experience selling multi-year service agreements and strategic partnerships.
Responsibilities
- Develop and execute a strategic territory plan to grow ABM’s Higher Education market share throughout New York City and surrounding metropolitan areas.
- Identify, qualify, and secure new business opportunities with colleges, universities, community colleges, and research institutions.
- Build and maintain a pipeline of qualified prospects through outreach, networking, referrals, industry events, and targeted account strategies.
- Meet or exceed assigned annual sales and revenue goals.
- Establish ABM as a preferred facilities services partner in the Higher Education market.
- Secure and lead meetings with senior decision-makers, including presidents and chancellors, CFOs, COOs, vice presidents of administration and finance, procurement leaders, and facilities and campus operations executives.
- Develop trusted-advisor relationships across multiple levels of an institution and communicate ABM’s value proposition to executive stakeholders and governing bodies.
- Conduct discovery meetings and facility assessments to identify operational challenges and improvement opportunities.
- Collaborate with operations, engineering, finance, and solution experts to develop comprehensive service strategies.
- Design and present customized solutions addressing facilities management, custodial and maintenance services, engineering and technical services, energy and sustainability initiatives, infrastructure improvements, and campus operational efficiency.
- Build business cases demonstrating measurable outcomes and return on investment.
- Lead all phases of the sales process from prospecting through contract award and implementation.
- Manage responses to RFPs, RFQs, RFIs, and other procurement opportunities.
- Coordinate internal resources to deliver proposals and presentations.
- Maintain accurate sales forecasts, opportunity tracking, and pipeline management in Salesforce.
- Provide market intelligence and customer feedback to support ABM’s growth strategy.
Benefits
- ABM offers a comprehensive benefits package; details are provided through ABM’s Employee Benefits information.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
