The posting
Job Description
ABM Technical Solutions is seeking a dynamic and experienced Senior Business Development Manager with a strong background in HVAC or mechanical systems. This role is pivotal in developing new and potential accounts within a defined territory, focusing on mechanical/HVAC solutions. The ideal candidate will work closely with prospective clients to assess their current service programs, identify strengths and weaknesses, and collaborate with a team of operators to develop and implement effective sales strategies for individual or bundled solutions.
Pay: Base Salary - $85,000 - $110,000 + commission + auto allowance
The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data.
You may be eligible to participate in a Company incentive or bonus program.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Employee Benefits | Staff & Management
Responsibilities
Key Responsibilities:
- Strategic Sales Process: Own the strategic selling process, communicate value propositions, and resolve client issues. Orchestrate the sales process, including implementation and transition for new business.
- Business Development: Conduct cold calls, network, and secure first appointments with decision-makers at existing buildings. Identify, plan, and execute growth strategies for existing clients.
- Client Partnership: Partner with businesses to coauthor unique and innovative solutions. Develop risk-mitigation strategies to assist customers in budgeting for future projects and eliminate costly emergency service calls.
- Pricing and Maintenance: Present pricing options for service and planned maintenance agreements. Assist partners in budgeting for future needs.
- Benchmarking: Benchmark partner facilities to identify inefficiencies and compare them against industry standards.
- Relationship Building: Develop and maintain strong business partnerships to gain client trust, meet objectives, and deliver value-added solutions.
- Financial Analysis: Build financial and life cycle analyses using our tools to quantify value from the customer’s perspective.
- Proposal Generation: Generate and deliver impactful proposals with professional executive-level presentations that lead to signed contracts.
- Training and Development: Participate in sales and industry training, converting knowledge into sales results.
- Team Collaboration: Coordinate and cooperate with operations and sales team members to ensure customer needs are met.
- Sales Tracking: Track all sales activities in Salesforce.com.
- Special Projects: Handle special projects and other duties as assigned.
Qualifications
Minimum Requirements:
- Education: Bachelor’s degree or equivalent experience.
- Experience: 5+ years of experience, preferably in facilities services or other business solutions/services sales directly to end-users. HVAC or mechanical systems background is highly desirable.
- Skills:Effective communication and presentation skills at all levels, including executive. Leadership in customer engagements with the ability to manage the entire sales cycle. Proven ability to build and maintain relationships with existing clients to facilitate add-on business and services. Collaboration with individuals, departments, and teams. Strong ability to write compelling, detailed sales proposals. Organizational skills to handle multiple proposals and processes simultaneously. Motivation to grow professionally, personally, and financially. Proficiency in Microsoft Office Suite and Salesforce.com (or similar CRM).
About Us
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
