Senior Business Development Manager

ABM Technical Solutions is seeking a dynamic and experienced Account Development Manager with a strong background in HVAC or mechanical systems. This role is pivotal in developing new and potential accounts within a defined territory, focusing on mechanical/HVAC solutions. The ideal candidate will work closely with prospective clients to assess their current service programs, identify strengths and weaknesses, and collaborate with a team of operators to develop and implement effective sales strategies for individual or bundled solutions.

Benefit Information:

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

Key Responsibilities:

• Strategic Sales Process: Own the strategic selling process, communicate value propositions, and resolve client issues. Orchestrate the sales process, including implementation and transition for new business.
• Business Development: Conduct cold calls, network, and secure first appointments with decision-makers at existing buildings. Identify, plan, and execute growth strategies for existing clients.
• Client Partnership: Partner with businesses to coauthor unique and innovative solutions. Develop risk-mitigation strategies to assist customers in budgeting for future projects and eliminate costly emergency service calls.
• Pricing and Maintenance: Present pricing options for service and planned maintenance agreements. Assist partners in budgeting for future needs.
• Benchmarking: Benchmark partner facilities to identify inefficiencies and compare them against industry standards.
• Relationship Building: Develop and maintain strong business partnerships to gain client trust, meet objectives, and deliver value-added solutions.
• Financial Analysis: Build financial and life cycle analyses using our tools to quantify value from the customer’s perspective.
• Proposal Generation: Generate and deliver impactful proposals with professional executive-level presentations that lead to signed contracts.
• Training and Development: Participate in sales and industry training, converting knowledge into sales results.
• Team Collaboration: Coordinate and cooperate with operations and sales team members to ensure customer needs are met.
• Sales Tracking: Track all sales activities in Salesforce.com.
• Special Projects: Handle special projects and other duties as assigned.

Minimum Requirements:

• Education: Bachelor’s degree or equivalent experience.
• Experience: 5+ years of experience, preferably in facilities services or other business solutions/services sales directly to end-users. HVAC or mechanical systems background is highly desirable.
• Skills:
  • Effective communication and presentation skills at all levels, including executive.
  • Leadership in customer engagements with the ability to manage the entire sales cycle.
  • Proven ability to build and maintain relationships with existing clients to facilitate add-on business and services.
  • Collaboration with individuals, departments, and teams.
  • Strong ability to write compelling, detailed sales proposals.
  • Organizational skills to handle multiple proposals and processes simultaneously.
  • Motivation to grow professionally, personally, and financially.
  • Proficiency in Microsoft Office Suite and Salesforce.com (or similar CRM).