Senior Business Development Manager, Infrastructure Solutions

Overview

This position will call on MUSH (Municipalities, Universities, Schools, & Hospitals) Industry Leaders and decision makers and institutional markets with proactive, industry leading electrical, mechanical, resiliency, sustainability and maintenance services that show customer bottom line cost savings in their facility operating budget while ensuring energy consuming systems run reliably, optimally and sustainably through guaranteed energy savings. Bundled solutions or large single items projects will also be the responsibility of the Senior BDM. Hunter mentality, strong networking skills, ability to work on and build effective teams, organizational skills, strong communication, thorough attention to detail, general technical knowledge, strong computer aptitude.

Benefit Information:

ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit ABM Employee Benefits | Staff & Management

Responsibilities

• Generate outside project sales with new clients within MUSH markets
• Generate new prospects through cold calling, networking with existing relationships, as well as company sponsored lead programs.
• Focus on larger projects and maintenance sales. Primary drive new account sales.
• Possesses excellent interpersonal and communication skills, enabling effective interaction with individuals at all levels of the organization
• Demonstrate a working knowledge of the ABM Technical Solutions (ATS) selling cycle and selling system in assigned territory utilizing sales tools, strategies, and programs in their dedicated product markets.
• Utilize the ATS Project Development team to create life cycle analysis and financial solutions that optimize ATS and ABM capabilities to deliver savings and reduce capital outlay for our customers.
• Solutions focused on ESG (environmental, social and governance) goals of the organization.
• Implement, use and maintain Salesforce.com to manage sales pipeline, produce effective sales forecasts, and manage account management plan for assigned client/territory.
• Demonstrate the ability to develop an annual personal sales plan including activity required to obtain annual plan.
• Analyze requests for quotations (RFQ), including commercial and technical specifications to develop effective, accurate and professional quotations.
• Special projects and other duties as assigned.

Qualifications

Required: 

• A minimum of 7 years of experience in outside business-to-business selling.

Preferred:

• Bachelor’s degree, or the equivalent in years of directly related technical experience or training.
• Track record of success in selling technical bundled solutions.
• Financial acumen and ESCO (Energy Service Company) sales experience a plus
• 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.
• Must possess high volume cold calling experience as well as the drive needed to sell our service, required.
• Must be consultative, have above average energy and work ethic, possess strong verbal & written communication skills, be money motivated, and competitive.
• Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.).