SME Food and Beverage Sales - ABM Industries

Overview

As a SME Business Development Representative at ABM, you will play a key role in driving our business growth through proactive sales strategies and building relationships within the Food & Beverage Industry. You will be responsible for identifying new business opportunities, building relationships both internally and externally, and achieving sales targets within the food and beverage industry. The SME Business Development Representative will be part of a team that is deeply committed to driving new business sales along with identifying other ABM service opportunities and assisting the sales team on closing new business with Food and Beverage clients. The company is in growth mode and will highly value applicants with the desire, drive, collaboration, and creativity to help shape the future of the Food and Beverage Team. 

Pay: $77,000 - $110,000

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.

You may be eligible to participate in a Company incentive or bonus program.

Essential Functions:

• Seek out new business opportunities by conducting cold call activities to perspective customers, calling on current customers, and networking to secure appointments at the decision maker level-CEO, Operations Directors, Facility Directors, Quality & Safety Directors etc.
• Identify and pursue qualified leads based on target customer profiles; build strong pipeline to support company objectives and revenue targets 
• Prospect and acquire new B2B Food and Beverage clients within the assigned territory
• Stay up-to-date on industry developments and market conditions relevant to food manufacturing and innovation
• Experienced with FDA Regulations and Policies. 
• Prepare and deliver presentations on capabilities to prospective new customers
• Partner with businesses to help coauthor unique and outside-the-box solutions.  
• Develop risk-mitigation strategies assist customers in budgeting for future projects by eliminating costly emergency service calls.  
• Develop and present pricing options for service and planned maintenance agreements and assist the partners in budgeting for future. 
• Benchmark partner facilities to target inefficiencies to see where they stack up against other businesses in their industry and area. 
• Develop and maintain strong business partnerships with the purpose of gaining the client’s trust, meeting their objectives, and delivering value added solutions. 
• Build financial and life cycle analyses with our tools, to quantify value from the customer’s perspective 
• Generate and deliver impactful proposals with professional executive level presentations that lead to signed contracts. 
• Participate in sales and industry training and converting that training to sales results. 
• Coordinate and cooperate with other member of the operations and sales team in the branch location to ensure the customer needs are achieved. 
• Track all sales activities in Salesforce.com. 
• Special projects and other duties as assigned. 

Required Qualifications :

Education:  

• Bachelor’s degree in marketing, Sales, Business or related field

Experience:  

• 8+ years of proven experience in B2B sales with food manufacturing or food retailers
• Prior experience in the food industry, experience with developing strategy, or experience working at a high-growth company, preferred
• Proven success securing meetings, creating new sales opportunities and closing deals with c level executives
• Strong understanding of sales principles, methods, practices, and techniques
• Experience managing budgets and preparing contracts
• Experience with Microsoft Office suite, Salesforce.com (or similar CRM). 
• Excellent communication, negotiation, and interpersonal skills
• Ability to work independently and as part of a team in a fast-paced environment
• Willingness to travel as needed to meet clients and attend industry events
• Ability to understand complex technical capabilities and communicate these concepts clearly
• Ability to quickly learn, pivot, and embrace change
• GMP, HACIP and PSQI certification and or full familiarity Highly desirable 
• 5-10+ years of experience, preferably including facilities services or other business solution or service sales direct to end-users.  

Other: 

• Ability to communicate and present effectively to groups and all levels including executive. 
• Leadership of customer engagements along with the desire, ability, and skills to manage the entire sales cycle. 
• Proven ability to build relationships with existing clients to maintain present sales and to facilitate add-on business and services. 
• Ability to collaborate with other individuals, departments, and teams. 
• Strong ability to write compelling, detailed sales proposals. 
• Must be well organized and able to handle multiple proposals and processes simultaneously. 
• Motivated to grow professionally, personally, and financially. 

Work Environment

• Able to stand for extended periods of time
• Able to lift up to 20 lbs
• Able to work in both hot/warm conditions
• Comfortable with a moderate noise level
• Able to work in an environment with peanuts, tree nuts, wheat, soy, egg, milk, sesame and shell fish
• Must be able to wear appropriate PPE appropriate to each facility of operations

Benefit Information:

ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit ABM 2023 Employee Benefits | Staff & Management