What are the responsibilities and job description for the Senior Business Development Manager position at ABM US?
The Senior Business Development Manager works to develop new and potential accounts within a defined territory for ABM which includes Technical Solutions. This person works with prospective clients to explore the strengths and weaknesses of their current service program and works with a team of operators to develop and implement an effective sales strategy for either an individual or a bundled solution. The Sr. BDM owns the strategic selling process and communicates value to resolve the client’s issues. This person is responsible for the orchestration of the sales process, including the implementation and transition process for new business
Essential Functions:
- Proactively seek out new business opportunities by conducting cold call activities to perspective customers, calling on current customers, and networking to secure first appointments at with existing building owners at the decision maker level.
- Identify, plan and execute growth strategies and tactics for existing clients.
- Partner with businesses to help coauthor unique and outside-the-box solutions.
- Develop risk-mitigation strategies assist customers in budgeting for future projects by eliminating costly emergency service calls.
- Develop and present pricing options for service and planned maintenance agreements and assist the partners in budgeting for future.
- Benchmark partner's 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 client’s trust, meeting their objectives, and delivering value added solutions.
- 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’s needs are achieved.
- Track all sales activities in Salesforce.com.
Minimum Requirements:
- Bachelor’s degree or equivalent experience required.
- 5 years of related sales experience required.
- Preferred experience within facilities services or other business solution or service sales direct to end-users.
- Technical sales experience in Commercial HVAC sales/service
- Ability to communicate and present effectively to groups and all levels including executive.
Other:
- 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).
