5+ years in facilities services or business solutions sales
Strong background in HVAC or mechanical systems
Effective communication and presentation skills
Proven relationship-building abilities
Organizational skills for managing multiple proposals
Proficiency in Microsoft Office Suite and Salesforce.com
Responsibilities
Own the strategic selling process and resolve client issues
Conduct cold calls and secure appointments with decision-makers
Partner with businesses to develop innovative solutions
Present pricing options for service agreements
Benchmark facilities to identify inefficiencies
Develop strong business partnerships to meet objectives
Generate impactful proposals leading to signed contracts
Benefits
Comprehensive benefits package
Opportunities for professional growth
Access to sales and industry training
Collaborative team environment
Supportive company culture
Full Job Description
Job Description
ABM Technical Solutions is seeking a dynamic and experienced Account 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.
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).
