Senior Business Development Manager, HVAC

ABM Industries; Boca Raton (FL); On-site; USD 85,000 - 110,000; Full time

Benefits offered by this job

Base salary + commission

Auto allowance

Bonus program

Job summary

ABM Technical Solutions seeks a Senior Business Development Manager to develop new and potential accounts in HVAC/mechanical systems, focusing on strategic sales and bundled solutions. The role emphasizes end-user engagement, proposal creation, and collaboration with operations to deliver value.

Ideal candidates bring 5+ years in facilities services or related sales, strong executive communication, and proficiency with Salesforce and MS Office.

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years in facilities services or B2B sales to end-users, HVAC/mechanical systems preferred.
• Strong communication and executive presentation skills.
• Proven relationship-building and sales cycle management.

Responsibilities

• Own the strategic selling process and present value propositions.
• Conduct cold calls, network, and secure first appointments with decision-makers.
• Develop risk-mitigation strategies for budgeting and avoid emergency calls.
• Present pricing options for service and maintenance agreements.
• Benchmark facilities against industry standards.
• Build and maintain strong client partnerships.
• Create financial analyses to quantify value for customers.
• Generate and deliver executive-level proposals leading to contracts.
• Collaborate with operations and sales teams to meet needs.
• Track sales activities in Salesforce.com.
• Handle special projects as assigned.

Skills

Communication skills

Executive presentation

Sales leadership

Relationship building

Proposal writing

Organizational skills

CRM Salesforce

Team collaboration

Education

Bachelor's degree

Tools

Salesforce

MS Office

Job description

Overview

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: 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

Responsibilities

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.

Qualifications

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).