Overview
The National Sales Director, Integrated Facility Services (IFS) partners with ABM Industry Group Operations and Sales teams to identify, qualify, and expand ABM Performance Solutions (APS) within existing client accounts. This role is focused on driving organic growth, increasing service penetration, and strengthening long-term client relationships through a consultative, account-based approach.
Reporting to the Vice President of Sales, APS, this position is responsible for account expansion, client retention, and converting existing ABM relationships into APS solutions.
Pay: $130,000 – $185,000 + bonus
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
- Develop a pipeline of high potential APS opportunities within existing client accounts, working closely with Industry Group Operations and Sales teams to achieve annual sales goals and position for long-term results. Sell consultatively by building trust, identifying and developing leads, conducting account research, leading sales calls, and establishing relationships through a “Trusted Advisor” approach that drives account growth and expansion opportunities.
- Understand ABM, its people, processes, and solutions by exemplifying our vision and values, effectively describing our services, and optimizing the use of internal resources and technology.
- Drive business results through initiative, decision-making, planning, and resilience.
- Build relationships internally to foster collaboration across a complex matrix organization and drive successful outcomes on assigned accounts and pursuits.
- Adhere to all company policies, procedures, and business ethics codes, ensuring they are communicated and implemented appropriately.
- Demonstrate alignment with ABM’s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence, and Trust.
- Adopt and execute the processes established by the APS Platform Team for each pursuit, understanding the nuances of each Industry Group (IG).
- Apply strong financial acumen, including the ability to understand P&L statements and identify opportunities for margin improvement within assigned accounts and pursuits.
- Develop and maintain both internal networks (functional groups) and external relationships (clients, industry contacts, etc.).
- Proactively identify potential risks on assigned opportunities and communicate with leadership to determine mitigation strategies.
- Take a leading role in assigned business development and account expansion opportunities, including pricing, presentations, and client engagements.
- Utilize Salesforce.com and established sales processes across all opportunities to manage pipeline and track activity.
- Support a culture of safety by incorporating EHS expertise and solutions into proposals and leading with safety in client interactions (“Moment for Safety”).
- Lead multiple pursuits simultaneously.
- Perform special projects and other duties as assigned.
Key Relationships:
Internal / External Cooperation
- APS Platform Team: Function as a key sales business partner and subject matter expert representing the Platform Team on assigned pursuits
- ABM IG Sales/Operations (Internal): Support each pursuit and drive standard APS sales processes
- IG Clients (External Stakeholders): Serve as client advocate and key representative for APS, ensuring excellence in proposal development and alignment with client expectations
- Other Internal Stakeholders: Industry Group Leaders, SVPs, VPs, Branch and District Managers, Sales & Marketing, Strategic Account Management, Finance, Legal, HR, and Corporate Support
Accountability & Partners:
IG Leaders, APS Platform Team, IG colleagues and business partners, Client Experience & Operations Support Team, Clients, and ABM Technical Solutions
Qualifications
- Bachelor’s degree in Engineering, Facilities Management, or related field, or equivalent work experience
- 10+ years of experience in Integrated Facilities Management (IFM/IFS) sales or account management, with experience supporting growth and expansion within client accounts
- Experience engaging with senior stakeholders at top-tier (U.S. and/or multinational) organizations
- Familiarity with enterprise software solutions related to the built environment (Salesforce.com, CMMS, BAS, BMS, WOM, IWMS, etc.)
- Familiarity with emerging technologies such as IoT, AI, VR, and Smart Buildings
- Experience tracking growth activity in a CRM system (Salesforce, Microsoft Dynamics, etc.)
- Strong understanding of client and market dynamics
- Ability to engage clients at a senior level and lead or support client business reviews, presentations, and retention initiatives
- Ability to build relationships with key stakeholders to ensure satisfaction and support long-term growth and partnership
- Professional, adaptable demeanor with strong interpersonal skills
- High level of professionalism, initiative, and self-motivation with the ability to identify and recommend best practices
- Excellent verbal and written communication skills with the ability to engage across all levels of an organization
- Ability to maintain confidential and sensitive information
- High energy level and ability to work both independently and collaboratively in a fluid environment
- Understanding of accounts receivable processes, P&L statements, and financial performance drivers
- Proficiency with Microsoft Office Suite (PowerPoint, Excel, Outlook, Word, Teams, OneNote, Power BI)
