ABM (NYSE: ABM) is a leading provider of facility solutions with revenues of approximately $6.4 billion and over 130,000 employees in 300+ offices deployed throughout the United States and various international locations. ABM’s comprehensive capabilities include electrical & lighting, energy solutions, facilities engineering, HVAC & mechanical, janitorial, landscape & turf, mission critical solutions and parking, provided through stand-alone or integrated solutions. Founded in 1909, 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.

Job Title

Business Development Manager

Education

Bachelor's Degree

Career Level

Experienced (Non-Manager)

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

0 - 10%

Shift Type

N/A

Job Description

The Business Development Manager’s objective is to use our proven sales methodologies to demonstrate ABM’s value to potential customers and provide them with the correct solution for their facility that will improve their financial and operational performance. This is done through: heavy prospecting and networking in the local market to set first calls, listening to the customer’s needs, using our sales process and tools, and closing deals in a timely and professional manner. The ideal candidate will be able to "paint a picture" of success and become a consultant to the "needs" of the customer. Our company is driven to develop successful business relationships by making a difference, every person, every day. 

Essential Functions:

• The Business Development Manager has the ability to sell ABM Building Solutions Business offerings, including HVAC maintenance and projects.
• Proactively seek out new business opportunities by conducting cold call activities to perspective customers, calling on current customers, and networking to secure first appointments at with existing building owners at the decision maker level.
• Identify new sales opportunities for the company in maintenance, projects, facility services, Bundled Energy
• Solutions.
• Partner with businesses to help coauthor unique and outside-the-box solutions to help them uncover hidden profits in their HVAC systems.
• Perform site surveys and develop pricing and proposal options for service and planned maintenance agreements, pricing for HVAC equipment and systems and assist the partners in budgeting for future.
• Benchmark partner's facilities to target inefficiencies to see where they stack up against other businesses in their industry and area.
• Develop risk-mitigation strategies to extend the HVAC system's lives and assist the partners in budgeting for future projects by eliminating costly emergency service calls.
• Develop and maintain strong business partnerships with the purpose of gaining the client’s trust, meeting their objectives, and delivering value added solutions.
• Maintain reporting of leads, in-progress active prospects and sales forecast in Salesforce.
• Consistently Implement the Linc Prospect Management System.
• Demonstrate the ability to utilize Challenger Based Selling teachings and insights.
• Coordinate with operations in the branch location to ensure the customer’s needs are achieved.

Minimum Requirements

• Bachelor’s degree in Engineering or equivalent related experience.
• HVAC sales experience is required.
• Must possess a demonstrated record of success in selling HVAC project solutions or other value-added facilities services to end user customers (building owners).
• Leadership of your customer engagements along with the desire, ability, and skills to manage the entire sales cycle is critical.
• Must be self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance.
• Leadership character along with the desire, ability, and skills to manage the entire sales cycle highly desired.
• Estimating experience strongly preferred.
• Strong proficiency in Microsoft Office Suite.
• Proficiency in Salesforce preferred.