ABM Industries
Overview
Sr. Business Development Manager, Education — ABM Industries, Education Solutions, focused on the K-12 and Higher Education markets. The role aims to demonstrate ABM’s unique value to potential customers, provide facility assessments and proposals that address funding gaps and operating budget shortfalls. This requires strong public finance knowledge, school funding acumen, and the ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies to overcome client budget pressures.
Compensation Base pay range:
$66,500.00/yr - $125,000.00/yr
Pay:
$66,500.00 to $125,000.00 + Sales Incentive Program + Auto Allowance
The pay listed is the salary range for this position, an estimate and not guaranteed. Any specific offer will vary based on applicant’s experience, skills, abilities, geographic location, and alignment with market data.
Responsibilities
High level of motivation and ability to secure appointments with K-12 and Higher Ed – C-suite decision makers
Drive the sales process from prospecting through closing by developing sales strategies
Research to qualify and develop a sales strategy for a territory marketing plan to secure sales at or above annual quotas
Understand client finances and read and understand client financial statements
Secure key opportunities through financial agreements
Understand 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
Communicate, counsel, and sell at all levels of an Education organization with strong acumen at the C-suite: Superintendents and business managers (K-12); Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED)
Be the advocate for 100% referenceable clients relating to this value proposition
Job Requirements
High level of motivation and ability to secure appointments with K12 and Higher Ed – C level decision makers
Drive sales process, from start to finish, prospecting the opportunities and clients 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, counsel, 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
Successful experience managing very long RFP driven sales cycles
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
Experience selling multiyear service-related contracts with annual values in the millions
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 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
Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Facilities Services
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Compensation Base pay range:
$66,500.00/yr - $125,000.00/yr
Pay:
$66,500.00 to $125,000.00 + Sales Incentive Program + Auto Allowance
The pay listed is the salary range for this position, an estimate and not guaranteed. Any specific offer will vary based on applicant’s experience, skills, abilities, geographic location, and alignment with market data.
Responsibilities
High level of motivation and ability to secure appointments with K-12 and Higher Ed – C-suite decision makers
Drive the sales process from prospecting through closing by developing sales strategies
Research to qualify and develop a sales strategy for a territory marketing plan to secure sales at or above annual quotas
Understand client finances and read and understand client financial statements
Secure key opportunities through financial agreements
Understand 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
Communicate, counsel, and sell at all levels of an Education organization with strong acumen at the C-suite: Superintendents and business managers (K-12); Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED)
Be the advocate for 100% referenceable clients relating to this value proposition
Job Requirements
High level of motivation and ability to secure appointments with K12 and Higher Ed – C level decision makers
Drive sales process, from start to finish, prospecting the opportunities and clients 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, counsel, 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
Successful experience managing very long RFP driven sales cycles
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
Experience selling multiyear service-related contracts with annual values in the millions
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 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
Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Facilities Services
#J-18808-Ljbffr