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

Director of Sales, Bundled Energy Solutions

Education

High School or GED

Career Level

Director

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

50 - 60%

Shift Type

Job Description

Bundled Energy Solutions (BES) Regional Sales Director

 

ABM Technical Solutions is an accredited Energy Service Company (ESCO) and premier provider of comprehensive green solutions designed to help commercial customers attain LEED and ENERGY STAR certifications, reduce cost of ownership, maximize value, increase energy efficiency, and create comfortable, healthy, safe, and productive environments for our customers. We provide a broad range of commercial facility Energy solutions including performance contracting, equipment installation, preventive maintenance, and energy management. Working with our customers in a consultative approach and building a targeted program of energy efficiency and operational cost savings we allow them to achieve their facility goals.

 

What really sets us apart is our industry leading customer-centric approach from our: sales engagement process, to our project and service delivery, to our ongoing customer care and services. This strict attention to detail guarantees we consistently meet and exceed customer expectations, every time. 

 

Job Summary:

This position requires the Regional Director, reporting to the Regional Vice President of Sales, to be an experienced Performance Contracting/Energy Solutions sales professional, be well versed in public finance, and possess exceptional presentation skills. Must be able to manage, coach, and motivate a sales team located in multiple branches through in-person or remote activities, and have a proven history of navigating in a complex selling environment.  Special emphasis is placed on assisting our sales staff in building advanced financial strategies for their clients that overcome the constraints of funding projects without tax increases.

 

Essential Duties:

• Manage the regional ESCO sales staff to exceed sales/booking requirements
• Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.
• Maintain the integrity of the sales process.
• Building account executive sales plans.
• Hire and retain sales executives that exceed their personal sales plans.
• Coach staff on the methodologies for performing research to qualify and develop their sales strategies.
• Manage all technical and financial aspects of the sales process.
• Accurately forecast short-term & long-term sales.
• Maintain the accuracy of all Salesforce data.
• Demonstrate the ability to work with a diverse set of business unit leaders, including but not limited to local General & Sales Managers, Area Vice Presidents, Sr. Vice Presidents and all other stakeholders.
• Monitor account plan progress, including market conditions, customer needs, competitive activity and provide progress and execution updates

 

Minimum Requirements

Job Requirements

• Bachelor’s degree in business, engineering, Finance, or related discipline required. MBA preferred. Thorough understanding of the performance contracting legislation within the assigned region.
• 5-10 years of experience selling performance contracts with guaranteed energy savings.
• Thorough understanding of wide-ranging challenges faced by local government, K-12 school districts, (MUSH Markets) highly preferred.
• Strong knowledge and understanding of Energy Conservation and Energy Governing Laws / Regulations.
• Experience in structuring and securing public financing debt strategies in the public market space preferred.
• Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
• Extensive Knowledge of proactive prospecting at the financial decision-making level with building owners and executives at the C-level.
• High level of motivation and professionalism.
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
• Complete understanding and mastery of operating budgets and public finance for the vertical market(s) of current and perspective customers.
• Advanced proficiency in Microsoft Office Suite: Word, Excel, PowerPoint, Outlook.
• Proficiency working with Salesforce is preferred.

 

To learn more about ABM\'s Energy Performance Contracting capabilities, case studies, and videos, please visit: https://www.abm.com/energy/performance-contracting/ 

 

 

#LI-184488916_KK1

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

Director of Sales, Bundled Energy Solutions

Education

High School or GED

Career Level

Director

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

50 - 60%

Shift Type

Job Description

Bundled Energy Solutions (BES) Regional Sales Director

 

ABM Technical Solutions is an accredited Energy Service Company (ESCO) and premier provider of comprehensive green solutions designed to help commercial customers attain LEED and ENERGY STAR certifications, reduce cost of ownership, maximize value, increase energy efficiency, and create comfortable, healthy, safe, and productive environments for our customers. We provide a broad range of commercial facility Energy solutions including performance contracting, equipment installation, preventive maintenance, and energy management. Working with our customers in a consultative approach and building a targeted program of energy efficiency and operational cost savings we allow them to achieve their facility goals.

 

What really sets us apart is our industry leading customer-centric approach from our: sales engagement process, to our project and service delivery, to our ongoing customer care and services. This strict attention to detail guarantees we consistently meet and exceed customer expectations, every time. 

 

Job Summary:

This position requires the Regional Director, reporting to the Regional Vice President of Sales, to be an experienced Performance Contracting/Energy Solutions sales professional, be well versed in public finance, and possess exceptional presentation skills. Must be able to manage, coach, and motivate a sales team located in multiple branches through in-person or remote activities, and have a proven history of navigating in a complex selling environment.  Special emphasis is placed on assisting our sales staff in building advanced financial strategies for their clients that overcome the constraints of funding projects without tax increases.

 

Essential Duties:

• Manage the regional ESCO sales staff to exceed sales/booking requirements
• Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.
• Maintain the integrity of the sales process.
• Building account executive sales plans.
• Hire and retain sales executives that exceed their personal sales plans.
• Coach staff on the methodologies for performing research to qualify and develop their sales strategies.
• Manage all technical and financial aspects of the sales process.
• Accurately forecast short-term & long-term sales.
• Maintain the accuracy of all Salesforce data.
• Demonstrate the ability to work with a diverse set of business unit leaders, including but not limited to local General & Sales Managers, Area Vice Presidents, Sr. Vice Presidents and all other stakeholders.
• Monitor account plan progress, including market conditions, customer needs, competitive activity and provide progress and execution updates

 

Minimum Requirements

Job Requirements

• Bachelor’s degree in business, engineering, Finance, or related discipline required. MBA preferred. Thorough understanding of the performance contracting legislation within the assigned region.
• 5-10 years of experience selling performance contracts with guaranteed energy savings.
• Thorough understanding of wide-ranging challenges faced by local government, K-12 school districts, (MUSH Markets) highly preferred.
• Strong knowledge and understanding of Energy Conservation and Energy Governing Laws / Regulations.
• Experience in structuring and securing public financing debt strategies in the public market space preferred.
• Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
• Extensive Knowledge of proactive prospecting at the financial decision-making level with building owners and executives at the C-level.
• High level of motivation and professionalism.
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
• Complete understanding and mastery of operating budgets and public finance for the vertical market(s) of current and perspective customers.
• Advanced proficiency in Microsoft Office Suite: Word, Excel, PowerPoint, Outlook.
• Proficiency working with Salesforce is preferred.

 

To learn more about ABM\'s Energy Performance Contracting capabilities, case studies, and videos, please visit: https://www.abm.com/energy/performance-contracting/ 

 

 

#LI-184488916_KK1