Senior Business Development Manager, Commercial

This Senior Business Development Manager works to develop new and potential commercial and industrial accounts within a defined territory for Onsite Facility Services:   Cleaning, Environmental, Parking, and Engineering. This experienced professional works with prospective clients to explore the strengths and weaknesses of their current facility services programs creates and presents an effective sales and marketing strategy unique to that prospective client that includes one service or several bundled solutions.   This position also partners with ABM operations   in planning and executing superior results owns the strategic selling process, communicates value,   identifies and resolves client issues, and maintains strong client relationships while cross-selling eight comprehensive lines of facilities services.

Essential Functions:

Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.

Own the information base on prospective clients within the territory.

Prospect for new business by cold call activities, networking, and lead generation & qualification.

Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.

Research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.

Include 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 clients.

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, clients, and your sales territory.

Assist the corporation with competitive intelligence.

Required Qualifications:

Education:

Bachelor’s degree or equivalent experience.

Experience:

5+ years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.

Experience with and/or working knowledge of facility services, janitorial, commercial real estate, property management companies, or other related fields strongly desired.

Strength in writing and presenting compelling, detailed, sales proposals.

Experience pricing labor within proposals preferred.

Other:

Hunter sales mentality, goal-driven and self-motivated.

Demonstrated success in selling services or other intangible business offerings.

Must be comfortable presenting complete solutions in group settings.

Track record of being organized, efficient, and able to manage a high number of prospects at different stages of the sales process.

Collaborative with the ability to work successfully with internal operations and sales support teams.

Advanced computer skills in MS Office and Salesforce or another CRM.

Self-disciplined, results-driven, and accustomed to winning sales awards through consistent high performance.

Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).

ABM (NYSE: ABM) is one of the world’s largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.

ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.

ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local law, including disability and protected veteran status. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.

ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.

ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you’ll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you’re looking for a frontline or professional position, you can find post-military career opportunities across ABM.

ABM directs all applicants to apply at www.abm.com/careers . ABM does not accept unsolicited resumes or submissions outside of this portal. Applicants should submit their application by clicking Apply Now.

For more information, visit www.abm.com