Description:
This position will prospect for new clients/business by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with ABM. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Business Development Managers work with mid and senior level management, marketing, and technical staff. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming in to ABM. This requires a thorough knowledge of the market, the solutions/services ABM can provide, and of ABM’s competitors.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2023 Employee Benefits | Staff & Management
Essential Functions:
- Seek for new business by cold call activities, networking, and lead generation & qualification.
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of new opportunities.
- Meet potential clients by growing, maintaining, and leveraging your network.
- Understand customer’s needs and perform site surveys.
- Work with operations and sales support teams to develop proposals that meet the client’s needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
- Maintain reporting of leads, in-progress active prospects and sales forecast in Salesforce.
- Forecast sales targets and ensure they are met.
- Track and record activity on accounts and help to close deals to meet these targets.
- Special projects and other duties as assigned.
Required Qualifications:
Education:
- Bachelor’s degree or equivalent experience.
Experience:
- 2+ years of experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.
Other:
- Demonstrated success in selling services or other intangible business offerings.
- Must be comfortable presenting complete solutions in groups settings.
- Preferred experience selling facilities services within manufacturing, pharmaceutical, sanitation, food & beverage, etc.
- Track record of being organized, efficient, and able to manage a high number of prospects at different stages of the sales process.
- Hunter sales mentality, goal driven and self-motivated.
- Collaborative with ability to work successfully with internal operations and sales support teams.
- Advanced computer skills in MS Office.
- Knowledge of Salesforce or another CRM desirable.
- Self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance.
Licenses:
- A valid driver's license.