Account Manager

4 days ago

Benicia, California, United States ABM Industries Full time
Job Summary

This position works to develop existing accounts within a defined territory for ABM Industries, which includes Technical Solutions. The ideal candidate will have a strong understanding of facility solutions sales and be able to communicate effectively with clients to identify their needs and develop tailored solutions.

Key Responsibilities

• Identify, plan, and execute growth strategies and tactics for existing clients.
• Partner with ATS subject matter experts to help coauthor unique and outside-the-box solutions.
• Develop risk-mitigation strategies to 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 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.
• Partner with the Project Development team to 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 members of the operations and sales team in the branch location to ensure the customer needs are achieved.
• Track all sales activities in
• Special projects and other duties as assigned.
• Develop technical abilities in discussing HVAC equipment and their maintenance requirements.
• Prepare estimates for those maintenance contracts you will be proposing.
• Provide total facilities solutions for HVAC, Sheet Metal, Preventative Maintenance, and Building Automation Systems.
• Collaborate with Lighting, Power, Energy, and eMobility teams.

Requirements

• Bachelor's degree or equivalent experience.
• Aptitude or experience with facility solutions sales.
• Must be willing to live in the area.
• Hunter mentality with services sales experience required.
• 3+ years of experience, preferably including facilities services or other business solution or service sales direct to end-users. Account management and Challenger sales experience a plus.
• 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, (or similar CRM).
• Working knowledge of HVAC, Sheet Metal, Preventative Maintenance, and Building Automation Systems, Lighting, Power, Energy, and eMobility teams.
• Same Posting Description for Internal and External Candidates

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