Senior Director of Sales - ABM Industries

Overview

We are searching for an experienced Senior Sales Director to build and lead our Manufacturing and Distribution direct sales team. This team is responsible for facilities solutions help many of the top manufacturing & distribution companies streamline operations, maximize maintenance budgets, and stay focused on the work that matters most. . The Senior Sales Director candidate will need to have the ability to see the “big picture” on how sales and operations work together to create a winning sales/project/service culture. The ideal candidate will have a proven and successful sales management record with a thorough knowledge and demonstrated achievement and success in a high-ticket intangible/service, and “conceptual” sales environment. 

Essential Functions: 

• Under the direction of the VP of Sales, you will lead the ABM Manufacturing and Distribution business by executing sales strategies to achieve profitability, growth, and market penetration. 
• Develop and direct the Manufacturing and Distribution sales team leaders in new business development by selling facilities services.
• Lead, hire, develop, and train a sales leader to maintain integrity of the sales process.
• Support and guide staff during the sales process – from start to finish.
• Work closely with the ABM Industry Group leadership to help drive results and continuously develop your leadership skills.
• Manage financial sales reports, annual planning, and quarterly forecasting.
• Meet and exceed revenue and quota assignment for the channels via yourself and sales representatives.
• Assist in developing the right solutions for the clients.
• Work cooperatively across organizational lines in a dynamic and demanding work environment.
• Verbalize a strong conviction in the use of a structured sales process to the sales team.
• Accompany sales representatives on customer appointments to drive sales.
• Develop and maintain strong business partnerships with the purpose of gaining the client’s trust, meeting their objectives, and delivering value added services.
• Perform site surveys and pricing with direct reports.
• Assist sales staff in building financial and life cycle analyses to quantify value from the customer’s perspective and generate and deliver impactful proposals that lead to signed contracts.
• Participate in sales and industry training and converting that training to sales results.
• Coordinate with operations team members to ensure the customer’s needs are achieved.
• Conduct weekly one-on-one performance reviews with each sales member.

Requirements: 

• Bachelor’s Degree required, but additional experience working with Manufacturing and Distribution facilities services will be considered in lieu of degree.
• Minimum of ten (10) years proven outside sales experience selling a commercial facilities services and/or solutions.
• Previous experience in the Facility Service/ Solutions management is required.
• Previous experience managing a team of sales contributors and/or managers.
• Natural “hunter” sales mentality, goal driven and self-motivated.
• Demonstrated record of success in selling services or other intangible business offerings to end-users.
• Self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance.
• Financial acumen and experience selling business solutions to building owners or C-Level.
• Strong leadership and team building qualities required.
• Excellent verbal and written communication skills a must.
• Strong computer skills with Microsoft Office Suite and Salesforce (or other CRM).
• Valid Driver’s License is required.

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