Senior Business Development Manager, Infrastructure Solutions - ABM Industries

Overview

This position will call on CEO’s, building owners, and upper-level management throughout the Commercial Markets including the commercial, industrial, manufacturing, and institutional markets with proactive, industry leading power, mechanical, resiliency, sustainability and maintenance services that show customer bottom line cost savings in their facility operating budget while ensuring power systems run reliably, optimally and sustainably.  Bundled solutions or large single items projects will also be the responsibility of the Senior BDM. Hunter mentality, strong networking skills, ability to work on and build effective teams, organizational skills, strong communication, thorough attention to detail, general technical knowledge, strong computer aptitude. 

Essential Functions: 

• Generate outside project sales with new clients. 
• Generate new prospects through cold calling, networking with existing relationships, as well as company sponsored lead programs. 
• Analyze requests for quotations (RFQ), including commercial and technical specifications to develop effective, accurate and professional quotations. 
• Demonstrate a working knowledge of the ABM Technical Solutions (ATS) selling cycle and selling system in assigned territory utilizing sales tools, strategies, and programs in their dedicated product markets. 
• Utilize the ATS Project Development team to create life cycle analysis and financial solutions that optimize ATS and ABM capabilities to deliver savings and reduce capital outlay for our customers. 
• Solutions focused on ESG (environmental, social and governance) goals of the organization. 
• Implement, use and maintain Salesforce.com to manage sales pipeline, produce effective sales forecasts, and manage account management plan for assigned client/territory. 
• Demonstrate the ability to develop an annual personal sales plan including activity required to obtain annual plan. 
• Special projects and other duties as assigned. 
• Focus on larger projects and maintenance sales. Primary drive new account sales. 

Required Qualifications: 

Education:  

• Bachelor’s degree in engineering, or a related field, or equivalent experience. Sustainability knowledge desired. 

Experience:  

• 7+ years of experience in outside business-to-business selling.  
• Challenger sales experience a plus. 

Other: 

• Bachelor’s degree in engineering, or other related engineering disciplines, or the equivalent in years of directly related technical experience or training. 
• Track record of success in selling technical bundled solutions. 
• Financial acumen and industrial sales experience a plus 
• Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required. 
• Must possess high volume cold calling experience as well as the drive needed to sell our service, required. 
• Must be consultative, have above average energy and work ethic, possess strong verbal & written communication skills, be money motivated, and competitive. 
• Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.).  

Benefit Information:

ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management