Senior Business Development Manager, Electrical Solutions Specialist

4 weeks ago

Pleasanton, California, United States ABM Industries Full time

This position is responsible for developing new and potential accounts within a defined territory for ABM Industries, focusing on Technical Solutions and Lighting.

The ideal candidate will work with prospective clients to explore the strengths and weaknesses of their current service program and collaborate with a team of operators to develop and implement an effective sales strategy for either an individual or a bundled solution.

This position owns the strategic selling process and communicates value to resolve clients' issues, responsible for the orchestration of the sales process, including the implementation and transition process for new business.

Key responsibilities include:

  • Partnering with businesses to co-author unique and outside-the-box solutions.
  • Developing risk-mitigation strategies to assist customers in budgeting for future projects by eliminating costly emergency service calls.
  • Benchmarking partner facilities to target inefficiencies and identify areas for improvement.
  • Developing and maintaining strong business partnerships to gain clients' trust, meet their objectives, and deliver value-added solutions.
  • Building financial and life cycle analyses with our tools to quantify value from the customers' perspective.
  • Generating and delivering impactful proposals with professional executive-level presentations that lead to signed contracts.
  • Participating in sales and industry training and converting that training to sales results.
  • Coordinating and cooperating with other members of the operations and sales team in the branch location to ensure customer needs are achieved.
  • Tracking all sales activities and participating in special projects as assigned.

Requirements include a Bachelor's degree or equivalent experience and 5+ years of experience in facility lighting sales, preferably including facilities services or other business solution or service sales direct to end-users. The ideal candidate will have the ability to communicate and present effectively to groups and all levels, including executive. Leadership of customer engagements, ability to build relationships with existing clients, and proficiency in Microsoft Office Suite are also essential.

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