Overview
The Senior Business Development Manager is responsible for identifying and cultivating new commercial and industrial accounts within a designated territory, focusing on ABM’s Onsite Facility Services offerings, including Cleaning, Environmental, Parking, and Engineering solutions. This seasoned sales professional engages prospective clients to assess the effectiveness of their current facility service programs and develops tailored sales and marketing strategies that may include individual services or bundled solutions.
This role collaborates closely with ABM operations to ensure strategic planning and flawless execution, while owning the end-to-end sales process. The Manager communicates value, resolves client concerns, and fosters long-term relationships, all while cross-selling ABM’s eight comprehensive lines of facility services.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Employee Benefits | Staff & Management
Key Responsibilities:
- Develop and implement short- and long-term sales strategies to maintain existing business and generate new opportunities.
- Manage territory intelligence, including maintaining a robust database of prospective clients via Salesforce.
- Conduct proactive outreach through cold calling, networking, and lead generation to identify new business opportunities.
- Create compelling, customized proposals using ABM-branded marketing materials.
- Analyze prospective clients’ current facility service programs and coordinate facility walkthroughs.
- Collaborate with operations teams on strategic and financial planning to ensure successful execution.
- Lead contract negotiations, close deals, and oversee seamless transitions to operations.
- Establish a strong presence within the territory, building a diverse network of industry influencers, community partners, and potential clients.
- Monitor bid schedules and maintain awareness of competitive landscape.
- Support marketing initiatives, including digital and direct campaigns.
- Assist in training and mentoring as needed.
- Partner with operations to ensure alignment with client needs and territory goals.
- Contribute to competitive intelligence efforts.
Qualifications:
Education:
- Bachelor’s degree or equivalent professional experience.
Experience:
- Minimum of 5 years in service sales, with a proven track record of sourcing, qualifying, and closing new business—primarily through self-generated leads and cold calling.
- Strong familiarity with facility services, janitorial, commercial real estate, or property management industries preferred.
- Demonstrated ability to craft and present persuasive, detailed proposals.
- Experience in labor pricing within proposals is a plus.
Skills & Attributes:
- Results-driven with a hunter sales mentality.
- Proven success in selling services or other intangible solutions.
- Comfortable presenting to groups and senior stakeholders.
- Highly organized and capable of managing multiple prospects at various stages of the sales cycle.
- Collaborative mindset with the ability to work effectively across internal teams.
- Proficient in Microsoft Office Suite and CRM platforms such as Salesforce.
- Self-motivated, disciplined, and consistently recognized for high performance.
