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

Strategic Account Manager

Education

High School or GED

Career Level

Executive

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

10 - 20%

Shift Type

Job Description

The Strategic Account Managers objective is to use our proven sales methodologies to demonstrate ABM’s value to potential customers and provide them with tailored solutions and value propositions for their facility that will improve their financial and operational performance. This will be done by developing a pipeline of opportunities in an assigned territory, accurately forecasting and achieving orders, and participating in opportunity and account, planning and strategy sessions. 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 Duties & Responsibilities:

• Establishes productive, professional relationships with key ABM and client personnel in the assigned industry group and/or strategic accounts
• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet account performance objectives and customers’ expectations
• Closely coordinates company executive involvement with partner and end user customer management as necessary
• Forward thinking technology leader offering a passion and commitment for designing and developing a customer strategy and plans to drive required financial results
• Accountable for the maintenance, growth and increased profitability of the assigned accounts and directs customer specific technology initiatives which deliver value added services to increase our penetration of each account
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.
• Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of products and services can meet the customer\'s needs, and still satisfy company profitability and growth requirements.
• Serves as an expert in products, solutions and general service delivery methodologies.
• Maintains an expert knowledge of the customer\'s business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts.

Minimum Requirements

• Bachelor’s Degree in business or related area
• Minimum of ten (10) years outside business to business sales experience selling value-added services.
• Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required.
• Experience in working directly with key stakeholders including executive leadership within customers required
• Strong presentation skills and communication
• Demonstrated success of building relationships with existing clients to facilitate expand share of wallet with a new offering or service
• Must have the ability to solve problems quickly as well as support multiple accounts over a large geographic area
• Technical aptitude and skills in one or more of the following disciplines including HVAC, mechanical, building automation, electrical power and/or EV solutions
• Must be able to work productively in a matrix team environment.
• Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations.
• Must be results oriented and have a proven track record showing high leadership qualities.
• Must show demonstrated success in dealing with large complex accounts, have a history of running and managing groups/accounts and not only thrive on change, but drive it as well.
• Needs a financial understanding of Total Cost of Ownership model.
• Highly effective verbal and written communication skills, including an energetic, enthusiastic and compelling sales presence.
• Viewed as a Trusted Advisor by their customers internally and externally