Senior business development manager, education

This 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:

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.

QUALIFICATIONS

Education:

• 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 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.

ABM (NYSE: ABM) is one of the world’s largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.

ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.

ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local law, including disability and protected veteran status. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.

ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.

ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you’ll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you’re looking for a frontline or professional position, you can find post-military career opportunities across ABM.

ABM directs all applicants to apply at www.abm.com/careers. ABM does not accept unsolicited resumes or submissions outside of this portal. Applicants should submit their application by clicking Apply Now.

For more information, visit www.abm.com.