ABM Industries
Senior Business Development Manager, Performance Solutions
ABM Industries, Los Angeles, California, United States, 90079
Overview
Senior Business Development Manager, Integrated Facility Solutions at ABM Industries. The role focuses on developing and converting a pipeline of ABM Performance Solutions (APS) opportunities, including new and existing client expansion, to drive ABM sales quotas. Responsibilities
Develop a pipeline of high-potential APS opportunities by collaborating with Industry Group Operations and Sales teams; sell consultatively, build trust, identify and develop leads, set appointments, conduct account research, lead sales calls, and build relationships within a cTrusted Advisord approach to generate new business. Understand ABM, its processes, and solutions; describe services and optimize resources and technology. Drive business results using initiative, planning, and resilience; build internal relationships across a matrix organization to improve sales outcomes. Adhere to company policies, procedures, and ethics; promote these values within the team. Represent ABM9s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust. Adopt APS Platform Team processes for each pursuit; understand nuances of each Industry Group. Develop internal and external networks to support opportunities and client engagements. Identify risks on opportunities and communicate with leadership for mitigation. Take a leading role in pricing, presentations, and client engagements across assigned pursuits. Utilize Salesforce.com and established sales processes across opportunities. Promote a culture of safety by incorporating EHS expertise into proposals and client meetings (Moment for Safety). Lead multiple pursuits simultaneously; handle special projects and other duties as assigned. Job Qualifications and Desired Attributes
Bachelors degree (preferably in Engineering or Facilities-related fields) or equivalent work experience. 10+ years of experience in sales for Integrated Facility Performance Solutions to commercial/industrial facilities. Experience managing client relationships for top-tier corporations or institutions. Familiarity with enterprise software solutions related to operating the built environment (Salesforce.com, CMMS, BAS, BMS, WOM, IWMS). Knowledge of emerging technologies such as IoT, VR, AI, and Smart Buildings. Experience tracking growth activity in CRM systems (e.g., Salesforce, Microsoft Dynamics). Strong understanding of client/market dynamics and ability to engage senior-level clients and lead business reviews and retention initiatives. Ability to build relationships with key stakeholders and work independently in a dynamic environment. Professional demeanor, proactive, and able to identify best practices. Excellent verbal and written communication and interpersonal skills; ability to engage at all organizational levels. Ability to maintain confidential information. High energy, self-motivated, and able to contribute to a team while working independently. Understanding of accounts receivable processes, P&L, and financial performance to benefit ABM and stockholders. Proficiency with Microsoft Office and related tools (PowerPoint, Excel, Outlook, Word, Teams). First-year sales quota around $10M in annualized revenue; second-year around $15M (quotas set at company discretion). About Us
ABM (NYSE: ABM) is a leading provider of integrated facility, engineering, and infrastructure solutions. With over 100,000 team members and more than $8 billion in annual revenue, ABM serves diverse sectors including commercial real estate, aviation, education, mission-critical, and manufacturing. ABM is committed to creating smarter, more connected spaces and to equal opportunity employment. ABM participates in E-Verify and is an Equal Employment Opportunity employer. For accommodations in the application process, contact 888-328-8606. See www.abm.com/careers for more information. Application & Equal Opportunity
ABM is an Equal Employment Opportunity employer and participates in E-Verify. ABM provides reasonable accommodations for applicants with disabilities. If you require accommodation, contact ABM during the application process. ABM directs all applicants to apply at www.abm.com/careers. We do not accept unsolicited resumes. #J-18808-Ljbffr
Senior Business Development Manager, Integrated Facility Solutions at ABM Industries. The role focuses on developing and converting a pipeline of ABM Performance Solutions (APS) opportunities, including new and existing client expansion, to drive ABM sales quotas. Responsibilities
Develop a pipeline of high-potential APS opportunities by collaborating with Industry Group Operations and Sales teams; sell consultatively, build trust, identify and develop leads, set appointments, conduct account research, lead sales calls, and build relationships within a cTrusted Advisord approach to generate new business. Understand ABM, its processes, and solutions; describe services and optimize resources and technology. Drive business results using initiative, planning, and resilience; build internal relationships across a matrix organization to improve sales outcomes. Adhere to company policies, procedures, and ethics; promote these values within the team. Represent ABM9s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust. Adopt APS Platform Team processes for each pursuit; understand nuances of each Industry Group. Develop internal and external networks to support opportunities and client engagements. Identify risks on opportunities and communicate with leadership for mitigation. Take a leading role in pricing, presentations, and client engagements across assigned pursuits. Utilize Salesforce.com and established sales processes across opportunities. Promote a culture of safety by incorporating EHS expertise into proposals and client meetings (Moment for Safety). Lead multiple pursuits simultaneously; handle special projects and other duties as assigned. Job Qualifications and Desired Attributes
Bachelors degree (preferably in Engineering or Facilities-related fields) or equivalent work experience. 10+ years of experience in sales for Integrated Facility Performance Solutions to commercial/industrial facilities. Experience managing client relationships for top-tier corporations or institutions. Familiarity with enterprise software solutions related to operating the built environment (Salesforce.com, CMMS, BAS, BMS, WOM, IWMS). Knowledge of emerging technologies such as IoT, VR, AI, and Smart Buildings. Experience tracking growth activity in CRM systems (e.g., Salesforce, Microsoft Dynamics). Strong understanding of client/market dynamics and ability to engage senior-level clients and lead business reviews and retention initiatives. Ability to build relationships with key stakeholders and work independently in a dynamic environment. Professional demeanor, proactive, and able to identify best practices. Excellent verbal and written communication and interpersonal skills; ability to engage at all organizational levels. Ability to maintain confidential information. High energy, self-motivated, and able to contribute to a team while working independently. Understanding of accounts receivable processes, P&L, and financial performance to benefit ABM and stockholders. Proficiency with Microsoft Office and related tools (PowerPoint, Excel, Outlook, Word, Teams). First-year sales quota around $10M in annualized revenue; second-year around $15M (quotas set at company discretion). About Us
ABM (NYSE: ABM) is a leading provider of integrated facility, engineering, and infrastructure solutions. With over 100,000 team members and more than $8 billion in annual revenue, ABM serves diverse sectors including commercial real estate, aviation, education, mission-critical, and manufacturing. ABM is committed to creating smarter, more connected spaces and to equal opportunity employment. ABM participates in E-Verify and is an Equal Employment Opportunity employer. For accommodations in the application process, contact 888-328-8606. See www.abm.com/careers for more information. Application & Equal Opportunity
ABM is an Equal Employment Opportunity employer and participates in E-Verify. ABM provides reasonable accommodations for applicants with disabilities. If you require accommodation, contact ABM during the application process. ABM directs all applicants to apply at www.abm.com/careers. We do not accept unsolicited resumes. #J-18808-Ljbffr