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 Business Development Manager

Education

High School or GED

Career Level

Manager

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

30 - 40%

Shift Type

Job Description

The National Business Development Manager, Enterprise Solutions, is responsible to identify and sell ABM’s services to new business prospects and existing single service clients. This professional will report to the Vice President Enterprise Solutions and will be responsible for Organic Growth, Client Expansion and some Retention. The core focus of the role is to develop client relationships for top tier/mid- market (US and multi-national) Integrated Facility Management/Services (IFM/IFS), Building Engineering and Technical Services contracts as the senior client relationship manager within the Central US region.

The National Business Development Manager, Enterprise Solutions, will work to achieve organic sales quotas, establishing and closing new business.

Responsibilities:

• Sales Methodology: Applying a need-based sales methodology to achieve goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships that lead to new business opportunities for the company. Challenger approach preferred.
• Business & Industry Knowledge: Gathering, analyzing, and applying business and industry knowledge, through knowing the IFM/IFS and Technical Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client\'s business. Main Markets are Business and Industry and Technology & Manufacturing.
• Company & Solution Knowledge: Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology • Individual Effectiveness: Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience.
• Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across all entities.
• Compliance: Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Leadership: Helping others expand their accounts and thus being viewed as a leader in the company

Relationships and Roles:

• Internal / External Cooperation
• Meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
• Accountability and follow-up regarding internal processes and reports
• Sets examples for others in areas of personal character, commitment, selling skills, and work habits
• Conducts regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on prospects, targets and deals.
• Maintains contact with major IFS and other target clients in the market area to ensure high levels of client satisfaction in order to foster expansion opportunities
• Demonstrates ability to interact and cooperate with all company employees at all levels
• Key Relationships
• Customers, Regional Vice Presidents, Senior Vice President, Branch Managers, Industry Group and Corporate VPs and Support Managers,
•  Accountability
• VP of Enterprise Solutions, Regional Vice Presidents, Senior Vice Presidents

Minimum Requirements

• 5-10 years of experience in sales, business development, sales management or roles where organic sales growth was at least 60% of the responsibility
• Must have experience in overseeing client relationships for top tier/mid market (US and multi-national) IFM/IFS, Building Engineering, and Technical Services contracts
• Experience with enterprise software solutions, sales CRM, and large, complex organizations.
• Strong understanding of customer/market dynamics and requirements.
• Ability to engage clients at a senior level • Ability to travel within the Central US region primarily at least 60% or more
• First year sales quota is $5m in annualized revenue. Second year advances to $10m in annualized revenue.