Senior Business Development Manager

ABM Industries - Raleigh, NC

Full-time - Mid Level

Raleigh, NC

Specialty Trade Contractors

About the position

This position is focused on developing new and potential accounts within a defined territory for ABM, specifically in the area of Technical Solutions. The role involves engaging with prospective clients to assess the strengths and weaknesses of their current service programs. The individual will collaborate with a team of operators to create and implement effective sales strategies tailored to either individual or bundled solutions. The position is responsible for the entire strategic selling process, effectively communicating the value of ABM's offerings to resolve client issues. Additionally, the role encompasses the orchestration of the sales process, including the implementation and transition phases for new business. Key responsibilities include developing and executing both short and long-term sales plans, maintaining existing sales, and attracting new prospects. The individual will create proposals, respond to RFPs, and facilitate the closing of new business. The role requires ownership of the information base on prospective clients within the territory, with a strong emphasis on prospecting for new business through cold calling, networking, and lead generation. The use of ABM-branded marketing materials to craft detailed, customized proposals is essential, as is the ability to research existing facility solutions and schedule bid walks with prospects. The position also involves negotiating contracts, closing deals, and managing the transition to operations to ensure that proposal commitments are met. Establishing oneself as a leader within the territory and building a diverse network of relationships is crucial. The individual will maintain a database for the territory using Salesforce, manage the assigned budget, and support the company's marketing campaigns. Monitoring bid schedules and understanding the competitive landscape are also key components of the role. Training and developing a network of skilled operators, as well as providing competitive intelligence, are additional responsibilities. The individual will also need to develop technical knowledge regarding HVAC equipment and prepare estimates for maintenance contracts, while collaborating with various teams within the organization.

Responsibilities

• Develop and execute short and long-term sales plans.
• Maintain present sales and attract new prospects.
• Create proposals and respond to RFPs.
• Facilitate and close new business.
• Own the information base on prospective clients within the territory.
• Prospect for new business through cold calls, networking, and lead generation.
• Use ABM-branded marketing materials to create detailed proposals.
• Research existing facility solutions and schedule bid walks with prospects.
• Include operations teams in strategic and financial planning.
• Negotiate contracts and manage the transition to operations.
• Position yourself as a leader in your field within the territory.
• Establish a diverse network of relationships reflecting the ABM Way.
• Maintain database for the territory using Salesforce.
• Effectively manage the assigned budget.
• Support online and direct marketing campaigns.
• Monitor bid schedules and understand the competition.
• Assist in training in both formal and informal situations.
• Develop a network of skilled operators and partner with them.
• Assist with competitive intelligence.
• Develop technical abilities in discussing HVAC equipment.
• Prepare estimates for maintenance contracts.
• Provide total facilities solutions for HVAC and related services.
• Collaborate with Lighting, Power, Energy, and eMobility teams.

Requirements

• Bachelor's degree or equivalent experience.
• 5+ years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.
• Experience with facility services, janitorial, commercial real estate, or related fields strongly desired.
• Strength in writing and presenting compelling sales proposals.
• Experience pricing labor within proposals preferred.
• Hunter sales mentality, goal-driven, and self-motivated.
• Demonstrated success in selling services or intangible business offerings.
• Comfortable presenting complete solutions in group settings.
• Track record of being organized and efficient in managing multiple prospects.
• Collaborative ability to work 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.

Benefits

• Comprehensive benefits package including health insurance, retirement plans, and paid time off.