National Account Manager Test

2 weeks ago

Benicia, United States ABM Industries Full time

**Benefit Information**:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff & Management

**Goals
- Work with ABM sales professionals and operations teams within our industry groups by combining knowledge of best practices and processes to increase our share of wallet and “stickiness’ with our client base.
- Manage multiple opportunities in assigned industry group and market to achieve orders, margin, and growth.
- Provide competitive insight and trends in support of sales pursuits.
- Participate in promotion of ABM as an expert in assigned market through participation in industry forums, webinars, and customer seminars.

**Key Deliverables
- Provide tailored solutions and value propositions for assigned offering or vertical markets.
- Develop a pipeline of opportunities in assigned area
- Accurately forecast and achieve orders, margin, and growth
- Participate in opportunity and account, planning and strategy sessions
- Training and knowledge transfer of offerings or vertical market set to sales professionals and operations team members
- Define specific growth initiatives for targeted industry and market

**Responsibilities
- Establishes productive, professional relationships with key ABM and client personnel in the assigned industry group and/or strategic accounts
- Coordinates the involvement of company personnel, including support, service, and management resources in order to meet account performance objectives and customers’ expectations
- Closely coordinates company executive involvement with partner and end user customer management as necessary
- Forward thinking technology leader offering a passion and commitment for designing and developing a customer strategy and plans to drive required financial results
- Accountable for the maintenance, growth and increased profitability of the assigned accounts and directs customer specific technology initiatives which deliver value added services to increase our penetration of each account
- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
- Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.
- Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of products and services can meet the customer's needs, and still satisfy company profitability and growth requirements.
- Serves as an expert in products, solutions and general service delivery methodologies. Maintains an expert knowledge of the customer's business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts**Skills**
- Ability to create new opportunities by understanding market dynamics and how ABM can solve our client’s response to these dynamics with our services and solutions
- A strong team player up and down the organization
- Supporting the securing and finalizing of the sale
- Establishes and builds credibility quickly
- Can clearly articulate value and demonstrate how solutions map to a customer’s needs and drivers
- Compelling presentation and communication skills
- Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
- Balance and persistence in customer follow-up
- See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required.

**Knowledge**
- In-depth industry and market knowledge
- Knowledge of solutions and offerings for the assigned industry group and market
- A well-developed sense of the customers’ business, their drivers, and their organization.
- Understands the customers’ unique value, extensive knowledge of competitors’ solutions, value propositions, market strategies and position

**Experience**
- Bachelor’s Degree in business or related area
- Minimum of ten (10) years outside business-to-business sales experience selling value-added services.
- Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required.
- Experience in working directly with key stakeholders including executive leadership within customers required
- Strong presentation skills and communication
- Demonstrated success of building relationships with existing client

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