ABM Industries

Compensation

Full Description

ABM Industries is seeking a Senior Business Development Manager to develop new commercial real estate and property management accounts within a defined territory for Onsite Facility Services. The role involves creating effective sales strategies, maintaining strong client relationships, and executing sales plans while partnering with operations to deliver superior results. Responsibilities • Target, pursue, 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. • Schedule and manage bid walks for RFP’s received. • 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. Skills • 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 high volume Sales Quota's. • Experience with and/or working knowledge of facility services, janitorial, commercial real estate, or other related field 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 groups 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 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). Benefits • ABM offers a comprehensive benefits package. Company Overview • ABM Industries is a facility management company that offers airport shuttles, wheelchair assistance, and janitorial services to businesses. It was founded in 1909, and is headquartered in New York, New York, USA, with a workforce of 10001+ employees. Its website is http://abm.com.