Director of Sales, Strategic Accounts

Director Of Sales, Strategic AccountsThe Director of Sales, Strategic Accounts is responsible to identify and sell ABM's services to new business prospects, along with expansion of assigned clients. This professional will report to the Vice President, Strategic Accounts & Enterprise Solutions and will be responsible for organic growth, client portfolio expansion, lead retention efforts and drive cross sales of all ABM product lines within assigned accounts. The core focus of the role is to develop sales and client relationships across ABM's strategic account portfolio spanning ABM's suite of hard, soft and specialty services such as building engineering, technical services, janitorial, electrification and other associated services.The Director of Sales, Strategic Accounts, in partnership with the field sales organization, will work to achieve organic sales quotas. Organic sales are defined as meaning establishing and closing new business.Responsibilities:Sales Methodology: Applying a need-based sales using a "Challenger" methodology to achieve goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a "Trusted Advisor" approach that leads to new business opportunities for the company.Business & Industry Knowledge: Gathering, analyzing, and applying business and industry knowledge, through knowing the Facility Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client's business (i.e. The Challenger Method).Company & Solution Knowledge: Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technologyIndividual Effectiveness: Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience. This role requires a self-starter with strong determination to achieve assigned financial results.Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across a matrixed organization.Compliance: Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.Leadership: Displaying exemplary leadership skills by adhering to the highest ethical conduct and company policies. Leading the pursuit teams to meet and exceed sales quotas for ABM's various service businessesRelationships and Roles:Internal / External cooperation & cross team collaborationRole requires a strategic thinker with the ability to identify a client's long term business objectives and create a journey aligning ABM's products to the client's desired outcomes. This is not a transactional role.Meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes. The selected individual must be a self-starter with a innate focus on achieving assigned goals.Sets examples for others in areas of personal character, commitment, organizational and selling skills, and work habitsConducts regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on pending opportunities.Maintains contact with all clients sold and assigned in order to maintain relationships and to ensure high levels of client satisfactionDemonstrates ability to interact and cooperate with all company employeesKey Relationships Customers, Account Executives, Regional Director of Sales, Senior Vice Presidents of Sales, Branch Managers, District Managers, Regional Managers, Senior Vice Presidents.Job Specifications/Experience:7+ years of experience in sales (specifically focused in Facility Service Engineering Maintenance sales), business development, sales management or roles where organic sales growth was at least 60% of the responsibilityExperience in overseeing client relationships for top tier / Fortune 250 customers (US and multi-national)Experience with enterprise software,sales CRM (i.e. Salesforce), within large, complex and matrixed organizations.Extensive experience in all aspects of Customer Relationship Management.Strong understanding of customer/market dynamics and requirements.Ability to engage clients at a senior level. Previous experience engaging with the C Suite is highly desirable.Ability to travel 50%Quotas--assigned at discretion of companyBachelor degree is strongly preferred