Senior Business Development Manager

ABM industries; Charlotte (NC); On-site; USD 90,000 - 140,000; Full time

Job summary

ABM Industries in Charlotte seeks an experienced sales professional to develop Manufacturing and Distribution facility service contracts. You’ll prospect, cold call, and close new business while coordinating with operations to tailor proposals and presentations.

Requirements include a Bachelor’s degree or equivalent and 5+ years of service/solutions sales experience in related industries. Strong communication and proposal-writing skills are essential.

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years finding, qualifying, and closing new business via cold calls.
• Experience in Manufacturing and Distribution industry.
• Strong written and oral communication skills.
• Ability to produce persuasive proposals for RFPs, RFQ's, contracts.

Responsibilities

• Prospect and develop opportunities for Facility Service Contracts in manufacturing and distribution.
• Seek new business by cold calls, networking, and lead generation.
• Identify and build a diversified customer base from potential clients.
• Gather technical & business requirements from potential customers.
• Deliver technical presentations with the ABM SME to clients.
• Develop proposals with operations and sales support to meet client needs.
• Participate in pricing the solution/service and handle objections.
• Maintain Salesforce reporting for leads, in-progress prospects, and forecasts.
• Attend events and trade shows to facilitate networking opportunities.

Skills

Cold calling

New business development

Sales negotiation

Communication skills

Presentation skills

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

Job Description

This position is responsible for developing new Manufacturing and Distribution Facility customers within assigned region, pricing and selling facility maintenance, cleaning, energy, sustainability, safety, resiliency and engineering solutions. This position will also be responsible for an annual targeted sales goal.

Benefit Information

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM Employee Benefits | Staff & Management

Responsibilities

• Prospect and develop opportunities for Manufacturing and Distribution Facility Service Contracts including facility maintenance, cleaning, energy, sustainability, safety, resiliency and engineering solutions. Targeting companies in general manufacturing, medical device , pharmaceutical manufacturing, aerospace, automotive, etc.
• Seek for new business by cold call activities, networking, and lead generation & qualification.
• Identify and build a diversified customer base by prospecting for potential new clients and turning this into increased business.
• Gather technical & business requirements from potential customers.
• Partner the ABM manufacturing Facility SME to prepare and deliver technical presentations to existing and potential customers.
• Work with operations and sales support teams to develop proposals that meet the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Maintain reporting of leads, in-progress active prospects and sales forecast in Salesforce.
• Attend events, trade shows, and trade association meetings (including after hours) to facilitate networking opportunities.
• Perform site surveys and assist the customer with solutions development.
• Work with internal customers to provide scope solutions for customer issues.
• Participate in ongoing training of new technology and industry related equipment.
• Provide leadership to others through example and sharing of knowledge/skills.
• Special projects and other duties as assigned.

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years of experience including finding, qualifying, and closing new business primarily through cold calls and self-generated leads in service/solutions service sales in facility maintenance.
• Experienced within Manufacturing and Distribution industry
• Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
• Ability 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, and Excel.
• Knowledge of Salesforce or another CRM desirable
• 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.
• High level of problem-solving skills, motivation and professionalism.
• Ability to prioritize projects and execute and deliver key objectives in a timely manner.
• Ability to work independently in a fast-paced, dynamic, results-oriented environment.

About Us

ABM (NYSE: ABM) is one of the world's largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.

ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.

ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local law, including disability and protected veteran status. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.

ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.

ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you'll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you're looking for a frontline or professional position, you can find post-military career opportunities across ABM.

For more information, visit www.abm.com