Title : Director of Sales, Enterprise Solutions (
- Individual contributor position
Apply fast, check the full description by scrolling below to find out the full requirements for this role.
Division : Business & Industry
Job Objective :
The Director of Sales, Enterprise Solutions is responsible for identifying and selling ABM’s services to new business prospects, along with the expansion of assigned clients. This professional will report to the Vice President, Enterprise Solutions and will be responsible for Organic Growth, Client Expansion, and key Retention efforts. The core focus of the role is to develop sales and client relationships for top-tier & Mid-Market (US and multi-national) Building Engineering and Technical Services contracts, cleaning, transportation and associated services .
The Director of Sales, Enterprise Solutions will work to achieve organic sales quotas. Organic sales are defined as establishing and closing new business.
Benefit Information :
Pay : $105,000.00-195,000.00
The pay listed is the salary range for this position, an estimate and not guaranteed. Any specific offer will vary based on the applicant’s experience, skills, abilities, geographic location, and alignment with market data.
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management.
Responsibilities :
Sales Methodology : Applying a need-based sales approach using a “Challenger” methodology to achieve goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a “Trusted Advisor” approach that leads to new business opportunities for the company.Business & Industry Knowledge : Gathering, analyzing, and applying business and industry knowledge, through knowing the Facility Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand the client's business (i.e., The Challenger Method).Company & Solution Knowledge : Understanding ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology.Individual Effectiveness : Driving business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience.Relationship Building : Building relationships both internally and externally for the purpose of fostering collaboration across several entities.Compliance : Adhering to all company policies, procedures, and business ethics codes and ensuring that they are communicated and implemented within the team.Leadership : Displaying exemplary leadership skills by adhering to the highest ethical conduct and company policies. Leading the pursuit teams to meet sales quotas for ABM’s various service businesses.Relationships and Roles :
Internal / External CooperationMeeting or exceeding all activity standards for prospecting calls, appointments, presentations, proposals, and closes.Setting examples for others in areas of personal character, commitment, organizational and selling skills, and work habits.Conducting regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on deals.Maintaining contact with all clients sold and assigned in order to maintain relationships and to ensure high levels of client satisfaction.Demonstrating the ability to interact and cooperate with all company employees.Key Relationships : Customers, Account Executives, Regional Director of Sales, Senior Vice Presidents of Sales, Branch Managers, District Managers, Regional Managers, Senior Vice Presidents.Job Specifications / Experience :
5 years of experience in sales (specifically focused in Facility Service Engineering Maintenance sales), business development, sales management, or roles where organic sales growth was at least 60% of the responsibility.Experience in overseeing client relationships for top tier and mid-market or commensurate type experience (US and multi-national).Experience with enterprise software, sales CRM (i.e., Salesforce), within large, complex organizations.Extensive experience in all aspects of Supplier Relationship Management.Strong understanding of customer / market dynamics and requirements.Ability to engage clients at a senior level.Ability to travel 50%.Expectation is $15 million dollars annualized revenue.Quotas assigned at the discretion of the company.J-18808-Ljbffr
Salary : $105,000 - $195,000
