Regional Business Development Manager - ABM Industries

Overview

Join a team with one shared mission - to make a difference, every person, every day.  We are more than 100,000 team members strong, from all backgrounds and corners of the world, with the talent, experience and compassion that enables us to make an impact.   For thousands of clients across the U.S. and in more than 20 global locations, ABM takes care of the people, spaces and places that matter most.  We also take care of our team members —ensuring our company is a great place to work, and our communities are safer, healthier, and more sustainable places to be.  Every team member at ABM has the opportunity to make a difference.  Every day.  And we cultivate a culture where our team members feel seen, heard, and valued and can grow a career and a future with us.    

The Regional Business Development Manager will have positive, pro-active selling skills providing ABM sales coverage within a given territory.  RBDM responsibilities include representing all eMobility product lines & service offerings within the target customer base that includes (but is not limited to) large parking facilities, public facilities, utilities, and commercial real-estate.  Incumbent selected will develop both near term and long-term client relationships at each level of the customer base by identifying customer needs and providing integrated product solutions that solve customer problems.  The will also provide market analysis to ABM’s Engineering and Partners in order to build market share within your targeted verticals. 

Pay:  $77,000 - $143,000

The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data.

Essential Functions:

• The RBDM manages new business development in the Electric Vehicle Supply Equipment (EVSE), Mobility Hub and associated network services market within their assigned territory. Developing relationships with both internal and external clients that provide the opportunity to showcase ABM’s full breadth of services.
• The RBDM is additionally responsible for generating prospects through the development of key internal ABM business partner and eMobility team relationships, industry OEM manufacturer relationships, cold calling, networking with existing relationships, as well as company sponsored lead programs within their assigned territory.
• The RBDM is responsible for targeting "net new" sales opportunities within the West US Region and will also be responsible for conducting the company's business in such a manner that maintains or enhances the company's image and maximizes the company's long-term sales and profitability goals.
• The RBDM drives and creates regional RFI/RFQ/RFP opportunities and works with the internal ABM Proposal Team to analyze requests, inclusive of commercial and technical specifications, to develop effective, accurate and professional quotations.
• The RBDM will be responsible for attending meetings, seminars, trade shows, etc. to continue to increase knowledge of the EV market and public finance  within their assigned territory.
• The RBDM will be responsible for maintaining and growing their territory sales Pipeline utilizing the ABM preferred CRM - salesforce.com. 
• The RBDM will be responsible for all forecasting within their assigned sales territory. 

Qualifications:

Education: 

• Bachelor’s degree or equivalent experience. 

Experience: 

• Requires 5-7 years of sales experience within a dedicated region or territory selling financial solutions to governmental agencies. 
• Requires 3-5 years of experience selling to executives in government agencies .
• Knowledge of Federal/State/Local/Utility EVSE policy/programs and incentives desirable.
• Subject Matter Expertise on EVSE related to Level 2, Level 3 & DCFC charging preferred.

Other:

• Demonstrated ability developing territory specific sales plans and delivering on those commitments.
• Must be able to demonstrate a complete a full sales cycle approach, including cold calls in territory, writing and responding to customer specifications, and working with partners to increase sales. 
• Demonstrated experience in managing large, complex sales to successful conclusion. 
• Understanding of strategic, consultative sales and outcome based selling strategies.
• Proven track record with internal business partner relationship development, consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification required.
• Must possess a solid technical baseline aptitude with ability and desire to be trained.
• Must be consultative, have above average energy and work ethic, possess strong verbal & written communication skills, be revenue focused, and competitive.
• Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.).