Senior Business Development Manager

Overview

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 (https://wpe-media.abm.com/wp-content/uploads/2025/ABM\_2025\_Employee\_Benefits\_Staff\_&\_Management\_No%20Date%209.5.24.pdf)

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).

REQNUMBER: 172960

ABM is proud to be an Equal Opportunity Employer qualified applicants without regard race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran or any other protected factor under federal, state, or local law. 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.