Business Development Manager, Lighting

Business Development Manager, Lighting

Business Development Manager, Lighting

Job Overview

Location
Tustin, California
Job Type
Full Time Job
Job ID
32638
Date Posted
8 months ago
Recruiter
Zara Davies
Job Views
55

Job Description

ABM (NYSE: ABM) is a leading provider of facility solutions with revenues of approximately $6.4 billion and over 130,000 employees in 300+ offices deployed throughout the United States and various international locations. ABM’s comprehensive capabilities include electrical & lighting, energy solutions, facilities engineering, HVAC & mechanical, janitorial, landscape & turf, mission critical solutions and parking, provided through stand-alone or integrated solutions. Founded in 1909, ABM provides custom facility solutions in urban, suburban and rural areas to properties of all sizes — from schools and commercial buildings to hospitals, data centers, manufacturing plants and airports.

Job Title

Business Development Manager, Lighting

Education

High School or GED

Career Level

Manager

Category

Sales

Job Type/ FLSA Status

Salaried Exempt

Travel Required

30 - 40%

Shift Type

Job Description

Job Summary

The Business Development Manager works to develop new and potential accounts within a defined territory for ABM which includes Technical Solutions. This person works with prospective clients to explore the strengths and weaknesses of their current service program and works with a team of operators to develop and implement an effective sales strategy for either an individual or a bundled solution. The BDM owns the strategic selling process and communicates value to resolve the client’s issues. This person is responsible for the orchestration of the sales process, including the implementation and transition process for new business

ABM offers a strong base salary, competitive incentive plan, car allowance, paid time off, comprehensive benefits & retirement plans, and more! More importantly, ABM offers an environment that promotes growth and advancement within the organization through talented and caring sales leadership and in-house sales training and development programs to set you up for success today and the future!

Essential Functions:

  • Proactively seek out new business opportunities by conducting cold call activities to perspective customers, calling on current customers, and networking to secure first appointments at with existing building owners at the decision maker level.
  • Identify, plan and execute growth strategies and tactics for existing clients.
  • Partner with businesses to help coauthor unique and outside-the-box solutions.
  • Develop risk-mitigation strategies assist customers in budgeting for future projects by eliminating costly emergency service calls.
  • Develop and present pricing options for service and planned maintenance agreements and assist the partners in budgeting for future.
  • Benchmark partner\'s facilities to target inefficiencies to see where they stack up against other businesses in their industry and area.
  • Develop and maintain strong business partnerships with the purpose of gaining the client’s trust, meeting their objectives, and delivering value added solutions.
  • Build financial and life cycle analyses with our tools, to quantify value from the customer’s perspective
  • Generate and deliver impactful proposals with professional executive level presentations that lead to signed contracts.
  • Participate in sales and industry training and converting that training to sales results.
  • Coordinate and cooperate with other member of the operations and sales team in the branch location to ensure the customer’s needs are achieved.
  • Track all sales activities in Salesforce.com.

Minimum Requirements

  • Bachelor’s degree preferred or equivalent level of professional sales experience.
  • Minimum of 5 years sales experience, preferably within facilities services, Mechanical/HVAC project sales, or other business solution or service sales direct to end-users.
  • Ability to communicate and present effectively to groups and all levels including executive.
  • Leadership of customer engagements along with the desire, ability, and skills to manage the entire sales cycle.
  • Proven ability to build relationships with existing clients to maintain present sales and to facilitate add-on business and services.
  • Ability to collaborate with other individuals, departments, and teams.
  • Strong ability to write compelling, detailed sales proposals.
  • Must be well organized and able to handle multiple proposals and processes simultaneously.
  • Motivated to grow professionally, personally, and financially.
  • Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).

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