What are the responsibilities and job description for the Business Development Manager position at ABM US?
The 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 position 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:
- Prospect for new business by cold call activities, networking, and lead generation & qualification.
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of new opportunities.
- Meet potential clients by growing, maintaining, and leveraging your network.
- Understand customer needs and perform site surveys.
- Work with operations and sales support teams to develop proposals that meet the client’s needs, concerns, and objectives.
- Participate in pricing the solutions and services.
- 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.
- Forecast sales targets and ensure they are met.
- Track and record activity on accounts and help to close deals to meet these targets.
- Attend and participate in Commercial Real Estate organizations & events (Commercial Real Estate Women [CREW], Building Owners and Managers Association [BOMA] International, etc.)
- Special projects and other duties as assigned.
Education:
- Bachelor’s degree or equivalent experience.
Experience:
- 2 years of experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.
Other:
- Hunter sales mentality, goal driven and self-motivated.
- Demonstrated success in selling services or other intangible business offerings.
- Knowledge of facility services, janitorial, commercial real estate, or other related field preferred.
- Knowledge of relevant and immediate sales contacts preferred.
- 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).
