What are the responsibilities and job description for the Strategic Account Manager - Central position at ABM US?
The Strategic Account Manager reporting to ABM Aviation Senior Vice President of Sales, Aviation, will be a senior level commercial and/or business development executive actioning the aviation regional growth strategy. This position requires the Strategic Account Manager (SAM) to be an experienced Aviation Industry Leader, and be well versed in facilities management, passenger experience services, and building technologies. Must have a deep understanding of Airport operations, a background of delivering services to airports and/or airlines with a proven history of navigating in a complex selling environment. The quota-carrying SAM also develops and executes a clearly defined sales strategy in partnership with the Regional Vice President of Operations that supports consistent business growth and enhances ABM’s brand. Must have history and be extremely comfortable interacting with C-Suite airport leaders.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management
Essential Duties:
- Under the direction of Senior Vice President of Sales, Aviation and in concert with Regional Vice President of Operations, develops sales and marketing strategic business plans to drive revenue and increase market share throughout airports in the assigned region.
- Focus on the large and medium hub airports, identify, qualify, develop and sell all aviation lines of service.
- Research assigned airport prospects and current accounts, identify key players, generate interest, and develop accounts to stimulate opportunities by building relationships at the executive level and cascading down into the organization.
- Create and build long term relationships with the airport account base by establishing strategic and actionable plans to grow revenue, improve retention and increase profit
- Assess market potential and identifies new business opportunities and synergies
- Lead the development of best-in-class proposals for sales growth, working with ABM’s Deal Desk and Pricing teams
- Develop and maintain the overall revenue growth plan and model ensuring scalability.
- Alongside the SVP Sales, work to implement regional revenue generating strategic initiatives while ensuring accuracy of sales forecasting
- Analyze and evaluate the effectiveness of sales, methods, costs, and results
- Maintain key customer relationships; develop and implement strategies for expanding the Company’s customer base
- Maintain the integrity of the sales process and working with solutions delivery personnel to ensure all projects meet/exceed the client’s expectations
- Demonstrate the ability to work with a diverse set of business unit leaders, including but not limited to local Operations General Managers, Regional Vice Presidents, and all other stakeholders
Education:
- Bachelor’s degree or equivalent work experience required. MBA highly desired.
Requirements
- Minimum 8 years of experience in sales or business development
- 5 year's experience in the Aviation/Airlines/Airport environment.
- Proven ability to communicate, counsel, and sell at all levels of the client’s organization, particularly at the C-Level
- Experience managing all technical and financial aspects of the sales process.
- Experience accurately forecasting short-term & long-term sales based upon data available at the time of the forecast
- Must be able to demonstrate a complete understanding of a complex sales process from start to finish
- Must have strong written & oral communication skills and ability to effectively present to large audiences
- Significant finance acumen with ability to understand operating budgets and finance
- Ability to perform well under pressure and against tight deadlines
