Job DescriptionThe successful candidate will serve as a trusted advisor to education leaders by identifying operational challenges, financial pressures, campus modernization needs, and sustainability initiatives, then developing customized solutions that improve campus performance and support institutional goals.
This position requires a consultative sales professional with strong business acumen, experience navigating complex buying environments, and a proven ability to win competitive opportunities with large, sophisticated organizations.
Pay: $95,000 - $115,000
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.
Benefit Information:Benefit Information: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM Employee Benefits | Staff & Management
ResponsibilitiesNew Business Development- Develop and execute a strategic territory plan focused on growing ABM's Higher Education market share throughout New York City and surrounding metropolitan areas.
- Identify, qualify, and secure new business opportunities within colleges, universities, community colleges, and research institutions.
- Build and maintain a robust pipeline of qualified prospects through proactive outreach, networking, referrals, industry events, and targeted account strategies.
- Consistently meet or exceed assigned annual sales and revenue goals.
- Establish ABM as a preferred facilities services partner within the Higher Education market.
Executive Relationship Management- Secure and lead meetings with senior decision-makers, including:
- Presidents and Chancellors
- Chief Financial Officers
- Chief Operating Officers
- Vice Presidents of Administration and Finance
- Procurement Leaders
- Facilities and Campus Operations Executives
- Develop trusted advisor relationships across multiple levels of an institution.
- Effectively communicate ABM's value proposition to executive stakeholders and governing bodies.
Solution Development- Conduct discovery meetings and facility assessments to identify operational challenges and improvement opportunities.
- Collaborate with operations, engineering, finance, and solution experts to develop comprehensive service strategies.
- Design and present customized solutions that address:
- Facilities management
- Custodial and maintenance services
- Engineering and technical services
- Energy and sustainability initiatives
- Infrastructure improvements
- Campus operational efficiency
- Build compelling business cases that demonstrate measurable outcomes and return on investment.
Proposal and Sales Management- Lead all phases of the sales process from prospecting through contract award and implementation.
- Manage responses to RFPs, RFQs, RFIs, and other procurement opportunities.
- Coordinate internal resources to deliver high-quality proposals and presentations.
- Maintain accurate sales forecasts, opportunity tracking, and pipeline management within Salesforce.
- Provide regular market intelligence and customer feedback to support ABM's growth strategy.
QualificationsRequired Qualifications- Proven track record of success in new business development and complex solution selling.
- Experience selling facilities services, outsourced operations, integrated facility management, engineering services, energy solutions, or related professional services.
- Demonstrated ability to manage long sales cycles involving multiple stakeholders and procurement processes.
- Strong executive presence with experience engaging C-suite decision-makers.
- Excellent negotiation, presentation, and communication skills.
- Ability to develop and articulate financial and operational value propositions.
- Experience creating and delivering persuasive proposals, RFP responses, and executive presentations.
- Proficiency with Salesforce, Microsoft Excel, PowerPoint, and Word.
- Bachelor's degree required or equivalent combination of education and experience.
Preferred Qualifications- Direct experience selling into Higher Education institutions.
- Knowledge of Higher Education budgeting, procurement, governance, and capital planning processes.
- Experience managing opportunities with annual contract values exceeding $1 million.
- Strong understanding of campus facilities operations, deferred maintenance challenges, sustainability initiatives, and infrastructure modernization efforts.
- Established network of Higher Education decision-makers within the New York City market.
- Experience selling multi-year service agreements and strategic partnerships.
