Overview
This position works to find and grow new accounts within a defined territory for ABM which includes Technical Solutions. This position works with account managers with existing clients as well as finds new companies to grow ABM services. This role works with a team of subject matter experts to develop and implement an effective sales strategy for either an individual or a bundled solution supporting both existing and new accounts. This position owns the project selling process and communicates value to the assigned account manager for existing accounts or works to resolve the new client’s issues and is responsible for the orchestration of the sales process.
Key Attributes of the Position are:
- Identify, plan, and execute growth strategies and tactics to acquire new clients including market research, hyper targeting, cold calling prospects and identifying value added opportunities for new clients.
- Partner with ATS subject matter experts to help coauthor unique and outside-the-box solutions.
- Develop risk -mitigation strategies to assist customers in budgeting for future projects by eliminating costly emergency service calls and unplanned service operations due to failed HVAC, Power and resiliency equipment.
- Develop and present pricing options for new projects and assist the new clients in budgeting for future.
- Benchmark partner facilities to target inefficiencies to see where they stack up against other businesses in their industry and area.
- Develop and maintain strong business partnerships with the purpose of gaining the new client’s trust, meeting their objectives, and delivering value added solutions.
- Partner with the Project Development team to build financial and life cycle analyses with our tools, to quantify value from the customer’s perspective.
- Generate and deliver impactful proposals with professional executive level presentations that lead to signed contracts.
- Participate in sales and industry training and converting that training to sales results.
- Coordinate and cooperate with other member of the operations and sales team in the branch location to ensure the customer needs are achieved.
- Track all sales activities in Salesforce.com.
- Special projects and other duties as assigned.
Education:
- Bachelor’s degree in technical major such as engineering or equivalent experience.
Experience:
- 4+ years of experience, preferably including design build, new building construction sales or other business solution or sales direct to end-users. Challenger sales experience a plus.
Other:
- Ability to communicate and present effectively to groups and all levels including executive.
- Leadership of customer engagements along with the desire, ability, and skills to manage the entire sales cycle.
- Proven ability to build relationships with existing clients to maintain present sales and to facilitate add-on business and services.
- Ability to collaborate with other individuals, departments, and teams.
- Strong ability to write compelling, detailed sales proposals.
- Must be well organized and able to handle multiple proposals and processes simultaneously.
- Motivated to grow professionally, personally, and financially.
- Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).
