Senior Business Development Manager, Commercial

ABM Industries • Charlotte, NC, US • 5d ago

Overview

This position is responsible for developing new customers within assigned region, pricing and selling facility maintenance, cleaning, energy, sustainability, safety, resiliency and engineering solutions. This position will also be responsible for an annual targeted sales goal. This role will focus on targeting medical office building, commercial real estate, and class a office space.

Benefit Information:

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM Employee Benefits | Staff & Management

Responsibilities

Prospect and develop opportunities for Manufacturing and Distribution Facility Service Contracts including facility maintenance, cleaning, energy, sustainability, safety, resiliency and engineering solutions. Targeting companies in general manufacturing, medical device, pharmaceutical manufacturing, aerospace, automotive, etc.

Seek for new business by cold call activities, networking, and lead generation & qualification.

Identify and build a diversified customer base by prospecting for potential new clients and turning this into increased business.

Gather technical & business requirements from potential customers.

Partner the ABM manufacturing Facility SME to prepare and deliver technical presentations to existing and potential customers.

Work with operations and sales support teams to develop proposals that meet the client’s needs, concerns, and objectives.

Participate in pricing the solution/service

Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

Maintain reporting of leads, in-progress active prospects and sales forecast in Salesforce.

Attend events, trade shows, and trade association meetings (including after hours) to facilitate networking opportunities.

Perform site surveys and assists the customer with solutions development.

Work with internal customers to provide scope solutions for customer issues.

Participate in ongoing training of new technology and industry related equipment.

Provide leadership to others through example and sharing of knowledge/skills.

Special projects and other duties as assigned.

Qualifications

Bachelor’s degree or equivalent experience.

5+ years of experience including finding, qualifying, and closing new business primarily through cold calls and self-generated leads in service/solutions service sales in facility maintenance.

Experienced within Commercial Real Estate, Property Management, Class A Office space, and Medical office buildings.

Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.

Ability to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.

Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word, and Excel.

Knowledge of Salesforce or another CRM desirable

Must be comfortable with speaking to large audiences.

Ability to understand operating budgets.

Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same.

High level of problem-solving skills, motivation and professionalism.

Ability to prioritize projects and execute and deliver key objectives in a timely manner.

Ability to work independently in a fast-paced, dynamic, results-oriented environment. 
- Bachelor’s degree or equivalent experience.
- 5+ years of experience including finding, qualifying, and closing new business primarily through cold calls and self-generated leads in service/solutions service sales in facility maintenance.
- Experienced within Manufacturing and Distribution industry
- Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
- Ability to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
- Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word, and Excel.
- Knowledge of Salesforce or another CRM desirable.
- Must be comfortable with speaking to large audiences.
- Ability to understand operating budgets.
- Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same.
- High level of problem-solving skills, motivation and professionalism.
- Ability to prioritize projects and execute and deliver key objectives in a timely manner.
- Ability to work independently in a fast-paced, dynamic, results-oriented environment.