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

National Account Manager

Education

Bachelor's Degree

Career Level

Senior Manager

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

50 - 60%

Shift Type

Job Description

Objective is to demonstrate ABM’s unique value to potential large key account customers, working with territory Business Development Mangers to provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction within an organization to understand their needs, and then turn that into a vision for a comprehensive solution. This position requires the National Account Manager to be well versed in public finance, school funding and financial acumen to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client’s operating budget.

Job Requirements:

• High level of motivation and ability to secure appointments with K12 and Higher Ed – C level decision makers
• Collaborate sales process with BDM’s, from start to finish; prospecting the opportunities and developing sales strategy.
• Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
• Good understanding of client finances and ability to read and understand client financial statements
• Secure key opportunities through financial agreements
• Thorough understanding of energy conservation and energy governing laws/regulations
• Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions
• Assist in developing the right solution/need for the customer
• Ability to communicate, council and sell at all levels of an Education organization but with extensive acumen at the “C” suite: Superintendents and business managers (K12) Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED).
• Be THE advocate for 100% referenceable clients relating to this value proposition

Minimum Requirements

• Proven success in selling complex facilities services and/or performance contracts
• Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred
• Extensive knowledge of proactive prospecting at the financial decision-making level of K12 and HED
• Four-year degree, but additional years of experience in the Facilities Services industry can be a substitute
• 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.
• Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word & Excel
• Must be comfortable with speaking to large audiences
• Ability to understand operating budgets
• Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
• Ability to master ABM financial tools; Salesforce, Capital Generation Tool, ECM Matrix