Job DescriptionThis Sr. Business Development Manager will demonstrate ABM's unique value to potential customers and provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls by collaborating with C-suite level stakeholders and advocating within an organization to understand needs and then turn that into a vision for a comprehensive solution. This position will be well versed in public finance, school funding, and financial acumen and will demonstrate an ability to navigate a complex selling environment, with a special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client's operating budget.
You may be eligible to participate in a Company incentive or bonus program.
Benefit Information:Benefit Information: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit Recruiting Flyer - Staff & Mgmt
Responsibilities- Secure appointments with K12 and Higher Education C level decision makers.
- Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
- Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas.
- Maintain good understanding of client finances and client financial statements.
- Secure key opportunities through financial agreements.
- Maintain thorough and current understanding of energy conservation and energy governing laws/regulations.
- Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions.
- Assist in developing the right solution for the customer.
- Communicate, council, and sell at all levels of an education organization.
- Be THE advocate for 100% referenceable clients relating to this value proposition.
- Execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.
- Maintain accurate records within Salesforce.com as the primary means of managing sales pipeline and activity.
- Special projects and other duties as assigned.
QualificationsEducation: - Bachelor's degree or equivalent experience.
Experience: - 5+ years of experience selling complex facilities services and/or performance contracts.
- Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred.
Other:- Extensive knowledge of proactive prospecting at the financial decision-making level of K12 and HED
- Ability to produce a persuasive proposal through exceptional writing skills as required for all RFP's, RFQ's, contracts, and all other forms of written communication to the client.
- Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word, and Excel.
- Must be comfortable with speaking to large audiences.
- Ability to understand operating budgets.
- Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
- Ability to master ABM financial tools; Salesforce, Capital Generation Tool, ECM Matrix
- Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
- High level of motivation and professionalism.
- Analytical, problem solving, and communication skills.
- Ability to maintain high levels of confidentiality.
- Ability to prioritize projects and execute and deliver key objectives in a timely manner.
- Ability to work independently in a fast-paced, dynamic, results-oriented environment.
