Senior Business Development Manager, HVAC

ABM Industries; Virginia Beach (VA); On-site; USD 85,000 - 110,000; Full time

Benefits offered by this job

Commission

Auto allowance

Benefits package

Bonus program

Job summary

ABM Technical Solutions is seeking a Senior Business Development Manager with a strong background in HVAC or mechanical systems. You will drive new business within a defined territory, assess client service programs, and collaborate with a team of operators to design and implement effective sales strategies for bundled solutions.

You will lead strategic selling, engage decision-makers, and build lasting client relationships, aligning solutions with client needs and budget considerations.

Qualifications

• Bachelor's degree or equivalent experience required.
• 5+ years of experience in facilities services or B2B services sales to end-users.
• HVAC or mechanical systems background strongly preferred.
• Proven ability to write compelling, detailed sales proposals.

Responsibilities

• Own the strategic selling process and communicate value propositions to clients.
• Conduct cold calls and secure first appointments with decision-makers.
• Develop and implement growth strategies for existing clients.
• Present pricing options for service and maintenance agreements.

Skills

HVAC knowledge

Communication & presentation

Relationship building

Strategic selling

Team collaboration

Education

Bachelor's degree

Tools

Salesforce.com

Microsoft Office

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: 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).