Overview
This position within the ATS (Advanced Technical Solutions) business will utilize ABM’s industry leading infrastructure consulting, HVAC / Building systems, indoor air quality, Lighting, EV charging, and energy distribution systems / microgrid solutions, to develop business across commercial, industrial, manufacturing, and institutional markets. A strong focus in building partnerships with CEO’s, building owners, and upper-level management to show cost savings in their operating budget, while ensuring systems run reliably, optimally and sustainably.
ESCO (Energy Service Company) contracts offering cost-effective energy efficiency retrofits with guaranteed energy savings will be key focus of the Senior BDM. Hunter mentality, strong networking skills, organizational skills, strong communication, thorough attention to detail, general technical knowledge, and a strong computer aptitude.
Essential Functions:
- Target market will be HBCU’s (Historically Black Colleges and Universities)
- Generate outside project sales with new clients.
- Generate new prospects through cold calling, networking with existing relationships, as well as company sponsored lead generation programs.
- Implement, use and maintain Salesforce.com on a consistent basis to manage sales pipeline, produce effective sales forecasts, and develop the strategy for the assigned client/territory.
- Analyze requests for quotations (RFQ), including commercial and technical specifications to develop effective, accurate and professional quotations.
- Demonstrate a working knowledge of the ABM Technical Solutions (ATS) selling cycle and selling system in assigned territory while utilizing sales tools, strategies, and programs in their dedicated product markets.
- Utilize the ATS Project Development team to create life cycle analysis and financial solutions that optimize ATS / ABM capabilities to deliver savings and reduce capital outlay for our customers.
- Solutions focused on ESG (environmental, social and governance) goals of the organization.
- Ability to develop a strategic business plan including activity required to make it come to fruition.
- Special projects and other duties as assigned.
Required Qualifications:
Education:
- Bachelor’s degree in engineering, or a related field, or equivalent experience. Sustainability knowledge desired.
Experience:
- 7+ years of experience in outside business-to-business selling.
- Challenger sales experience a plus.
Other:
- Bachelor’s degree in engineering, or other related engineering disciplines, or the equivalent in years of directly related technical experience or training.
- Track record of success in selling technical bundled solutions.
- Financial acumen and industrial sales experience a plus
- Must possess a track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, forecasting future years sales, identifying customer’s budgets, and cost justification selling.
- Must possess high volume cold calling experience as well as the drive needed to sell our service
- Must be consultative, have above average energy and work ethic, possess strong verbal & written communication skills, and be competitive.
- Strong computer proficiency and ability to work with various software programs (Microsoft Office (Word, Excel, PowerPoint), Salesforce, etc.).
Salary Range: $66,500 - $123,500
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
Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management
