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Strategic Account Manager
2 months ago
About the Role:
ABM is seeking an experienced National Account Manager to lead business development efforts for a collection of key strategic accounts within our targeted client channels. This role will represent the entire portfolio of Technical Solutions offerings and capabilities within the defined client accounts to expand ABM's presence and solidify our position as a trusted advisor.
Key Responsibilities:
- Develop demographic plans and account strategies to drive successful wins with strategic accounts across the ABM portfolio and grow the base of accounts with the addition of new clients.
- Establish productive, professional relationships with key ABM and client personnel in the assigned strategic accounts.
- Coordinate the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers' expectations.
- Proactively lead 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 assess, clarify, and validate customer needs on an ongoing basis.
- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
- Develop and maintain strong relationships with customers at decision-making levels, defining and executing sales strategies, and communicating clearly and concisely through professional presentations.
- Lead sales and knowledge presentations for internal and external clients, developing and discussing how ABM's suite of products and services can meet the customer's needs, while satisfying company profitability and growth requirements.
- Maintain an expert knowledge of the customer's business products and services, ensuring profitable revenue growth and customer satisfaction within the assigned accounts.
Requirements:
- Bachelor's Degree in business or related area, with a Master's Degree preferred.
- Minimum of ten (10) years outside business-to-business sales experience selling value-added services, solution sales, and the ability to sell and grow a multi-location portfolio with a client.
- Proven track record and experience, including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer budgets, and cost justification selling.
- Experience working directly with key stakeholders, including executive leadership within customers.
- Strong presentation skills and communication.
- Demonstrated success in building relationships with existing clients to facilitate expand share of wallet with a new offering or service.
- Ability to solve problems quickly and support multiple accounts over a large geographic area.
- Strong computer proficiency and ability to work with various software programs (Microsoft Office, Word, Excel, Outlook, Salesforce, etc.).
Preferred Experience/Qualifications:
- Experience in facility services and technical solution sales.
- Technical aptitude and skills in one or more of the following disciplines, including HVAC, mechanical, building automation, electrical power, sustainability, and/or EV solutions.
- Ability to work productively in a matrix team environment.
- Results-oriented and proven track record showing high leadership qualities.
- Demonstrated success in dealing with large complex accounts, running and managing groups/accounts, and driving change.
- Financial understanding of Total Cost of Ownership model.
- Highly effective verbal and written communication skills, including an energetic, enthusiastic, and compelling sales presence.
- Viewed as a trusted advisor by customers.
About ABM:
ABM is a leading provider of facility solutions with revenues of approximately $7.2 billion and over 150,000 employees in 300+ offices deployed throughout the United States and various international locations. ABM's comprehensive capabilities include electrical & lighting, energy solutions, EV charging, facilities engineering, HVAC & mechanical, janitorial, landscape & turf, mission critical solutions, and parking, provided through stand-alone or integrated solutions.
Benefits:
ABM offers a comprehensive benefits package, including health benefits, retirement and financial benefits, and fringe benefits. For information about ABM's benefits, visit our website.
