National Account Manager - ABM Industries

Overview

National Account Manager – Strategic Accounts

ABM (NYSE: ABM) is a leading provider of facility solutions with revenues of approximately $7.2 billion and over 150,000 employees in 300+ offices deployed throughout the United States and various international locations. ABM’s comprehensive capabilities include electrical & lighting, energy solutions, EV charging, facilities engineering, HVAC & mechanical, janitorial, landscape & turf, mission critical solutions and parking, provided through stand-alone or integrated solutions. Founded in 1905, ABM provides custom facility solutions in urban, suburban and rural areas to properties of all sizes — from schools and commercial buildings to hospitals, data centers, manufacturing plants and airports. 

Summary:

ABM’s Technical Solutions Team is searching for an experienced National Account Manager to lead Business Development to focus on a collection of ABM’s key strategic accounts within our targeted client channels.  This role will represent the entire portfolio of Technical Solutions offerings and capabilities within the defined client accounts to expand ABM’s presence and solidify our position as a Trusted Advisor. 

Pay:  $117600.00-168000.00 

The pay listed is the salary range for this position, an estimate and not guaranteed.   Any specific offer will vary based on applicant’s experience, skills, abilities, geographic location, and alignment with market data. 

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 

Essential Duties: 

• Develop demographic plans and account strategies to drive the successful wins with strategic accounts across the ABM portfolio and grow the base of accounts with the addition of new clients.
• Establishes productive, professional relationships with key ABM and client personnel in the assigned strategic accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet account performance objectives and customers’ expectations.
• Closely coordinates company executive involvement with partner and end user customer management as necessary.
• Forward thinking technology leader offering a passion and commitment for designing and developing a customer strategy and plans to drive required financial results.
• Accountable for the maintenance, growth and increased profitability of the assigned accounts and directs customer specific technology initiatives which deliver value added services to increase our penetration of each account.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.
• Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of products and services can meet the customer's needs, and still satisfy company profitability and growth requirements.
• Serves as an expert in products, solutions and general service delivery methodologies.
• Maintains an expert knowledge of the customer's business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts.
• Perform other duties as assigned.
• Job duties may be modified at any time.
• US Travel (30%-40%).

Minimum Requirements 

• Bachelor’s Degree in business or related area with Master’s Degree preferred.
• Minimum of ten (10) years outside business-to-business sales experience selling value-added services, solution sales and the ability to sell and grow a multi-location portfolio with a client (HVAC/Mechanical/Technical solutions in FS space). 
• 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. 
• Experience in working directly with key stakeholders including executive leadership within customers required.
• Strong presentation skills and communication.
• Demonstrated success of building relationships with existing clients to facilitate expand share of wallet with a new offering or service.
• Must have the ability to solve problems quickly as well as support multiple accounts over a large geographic area.
• Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.).

Preferred Experience/Qualifications

• Experience in facility services and technical solution sales.
• Technical aptitude and skills in one or more of the following disciplines including HVAC, mechanical, building automation, electrical power, sustainability and/or EV solutions.
• Must be able to work productively in a matrix team environment.
• Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations.
• Must be results oriented and have a proven track record showing high leadership qualities.
• Must show demonstrated success in dealing with large complex accounts, have a history of running and managing groups/accounts and not only thrive on change, but drive it as well.
• Needs a financial understanding of Total Cost of Ownership model.
• Highly effective verbal and written communication skills, including an energetic, enthusiastic and compelling sales presence.
• Viewed as a Trusted Advisor by their customers.