Senior Business Development Manager, HVAC

ABM industries; Atlanta (GA); On-site; USD 85,000 - 110,000; Full time

Job summary

ABM Technical Solutions in Atlanta seeks a Senior Business Development Manager with HVAC or mechanical systems expertise to grow defined territory accounts. You will evaluate client service programs, identify strengths and gaps, and collaborate with operators to craft effective sales strategies for individual or bundled solutions.

The role offers a base salary of $85,000–$110,000 plus commission and auto allowance, with eligibility for a company incentive program.

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years of B2B facilities/services sales experience.
• HVAC/mechanical systems background is highly desirable.

Responsibilities

• Own the strategic selling process and communicate value propositions.
• Conduct cold calls, network, and secure first appointments.
• Develop risk-mitigation and bundled solutions with clients.
• Present pricing options for services and maintenance.
• Coordinate with operations and sales teams to meet customer needs.
• Track sales activities in Salesforce.com.
• Generate impactful proposals and executive-level presentations.
• Lead training and development to drive sales results.

Skills

Communication

Sales

CRM Salesforce

Negotiation

Education

Bachelor's degree or equivalent experience

Job description

ABM Technical Solutions is seeking a dynamic and experienced Senior Business Development Manager with a strong background in HVAC or mechanical systems. This role is pivotal in developing new and potential accounts within a defined territory, focusing on mechanical/HVAC solutions. The ideal candidate will work closely with prospective clients to assess their current service programs, identify strengths and weaknesses, and collaborate with a team of operators to develop and implement effective sales strategies for individual or bundled solutions.

Pay

Pay: Base Salary - $85,000 - $110,000 + commission + auto allowance

The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant's education, experience, skills, abilities, geographic location, and alignment with market data.

You may be eligible to participate in a Company incentive or bonus program.

Benefit Information

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

Key Responsibilities

• Strategic Sales Process: Own the strategic selling process, communicate value propositions, and resolve client issues. Orchestrate the sales process, including implementation and transition for new business.
• Business Development: Conduct cold calls, network, and secure first appointments with decision-makers at existing buildings. Identify, plan, and execute growth strategies for existing clients.
• Client Partnership: Partner with businesses to coauthor unique and innovative solutions. Develop risk-mitigation strategies to assist customers in budgeting for future projects and eliminate costly emergency service calls.
• Pricing and Maintenance: Present pricing options for service and planned maintenance agreements. Assist partners in budgeting for future needs.
• Benchmarking: Benchmark partner facilities to identify inefficiencies and compare them against industry standards.
• Relationship Building: Develop and maintain strong business partnerships to gain client trust, meet objectives, and deliver value-added solutions.
• Financial Analysis: Build financial and life cycle analyses using our tools to quantify value from the customer's perspective.
• Proposal Generation: Generate and deliver impactful proposals with professional executive-level presentations that lead to signed contracts.
• Training and Development: Participate in sales and industry training, converting knowledge into sales results.
• Team Collaboration: Coordinate and cooperate with operations and sales team members to ensure customer needs are met.
• Sales Tracking: Track all sales activities in Salesforce.com.
• Special Projects: Handle special projects and other duties as assigned.

Minimum Requirements

• Education: Bachelor's degree or equivalent experience.
• Experience: 5+ years of experience, preferably in facilities services or other business solutions/services sales directly to end-users. HVAC or mechanical systems background is highly desirable.

Skills

• Effective communication and presentation skills at all levels, including executive.
• Leadership in customer engagements with the ability to manage the entire sales cycle.
• Proven ability to build and maintain relationships with existing clients to facilitate add-on business and services.
• Collaboration with individuals, departments, and teams.
• Strong ability to write compelling, detailed sales proposals.
• Organizational skills to handle multiple proposals and processes simultaneously.
• Motivation to grow professionally, personally, and financially.
• Proficiency in Microsoft Office Suite and Salesforce.com (or similar CRM).