Overview
The Senior Business Development Manager works to develop new and potential commercial and industrial accounts within a defined territory for Onsite Facility Services: Cleaning, Environmental, Parking, and Engineering. This experienced professional works with prospective clients to explore the strengths and weaknesses of their current facility services programs, creates and presents an effective sales and marketing strategy unique to that prospective client that includes one service or several bundled solutions. This position also partners with ABM operations in planning and executing superior results and owns the strategic selling process, communicates value, identifies and resolves client issues, and maintains strong client relationships while cross-selling eight comprehensive lines of facilities services.
Essential Functions:
- Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.
- Own the information base on prospective clients within the territory.
- Prospect for new business by cold call activities, networking, and lead generation & qualification.
- Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.
- Research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.
- Include operations teams in strategic & financial planning and execution.
- Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.
- Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective clients.
- Maintain database for the territory using Salesforce.
- Effectively manage the assigned budget.
- Support the company’s online and direct marketing campaigns.
- Monitor bid schedules and understand the competition in the marketplace fully.
- Assist in training in both formal and informal situations as needed.
- Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, clients, and your sales territory.
- Assist the corporation with competitive intelligence.
Education:
- Bachelor’s degree or equivalent experience.
Experience:
- 5+ years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.
- Experience with and/or working knowledge of facility services, janitorial, commercial real estate, or other related field strongly desired.
- Strength in writing and presenting compelling, detailed, sales proposals.
- Experience pricing labor within proposals preferred.
Other:
- Hunter sales mentality, goal driven and self-motivated.
- Demonstrated success in selling services or other intangible business offerings.
- Must be comfortable presenting complete solutions in groups settings.
- Track record of being organized, efficient, and able to manage a high number of prospects at different stages of the sales process.
- Collaborative with ability to work successfully with internal operations and sales support teams.
- Advanced computer skills in MS Office and Salesforce or another CRM.
- Self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance.
- Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).
