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Regional Engineering Business Development Manager

2 months ago

Philadelphia, Pennsylvania, United States ABM Industries Full time
Job Description

ABM Industries is seeking a seasoned Engineering Business Development Manager to join our team in the Northeast Region. This role acts as the engineering subject matter expert (SME) to develop new client relationships in need of Engineering Facility Services.

This is an excellent opportunity for a Chief Facilities Engineer who has an aptitude for business development and is seeking an improved work/life balance.

Key Responsibilities:
  • Identify and Pursue New Business Opportunities: Responsible for identifying new business opportunities, developing, and maintaining strategic relationships, and driving sales growth in the facilities engineering industry.
  • Industry Networking and Relationship Building: Involvement in industry-led networking organizations and attendance at events to build relationships within your region.
  • Collaboration with Engineering Operations: Work closely with engineering operations teams to leverage current business to gain insight into potential strategies around national client attainment.
  • Sales Planning and Execution: Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.
  • Proposal Development: Utilize ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.
  • Customer Research and Engagement: Utilization of ABM's customer resourcing technologies to research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.
  • Contract Negotiation and Transition: Collaborate with operations for strategic & financial planning and execution. Assist in contract negotiation and manage the transition to operations to ensure the proposal commitments are delivered.
  • Leadership and Relationship Building: Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective clients.
  • Advisory Role: Be a trusted advisor to existing and potential clients to show value.
  • Database Management: Maintain database for the territory using ABM's CRM.
  • Marketing Support: Support the company's online and direct marketing campaigns.
  • Market Intelligence: Monitor bid schedules and understand the competition in the marketplace fully.
  • Operator Network: Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, clients, and your sales territory.
  • Competitive Intelligence: Assist the corporation with competitive intelligence.
Requirements:
  • Experience: 5+ years in Engineering Operations or Business Development in the facilities engineering field.
  • Aptitude and Experience: Aptitude and experience with facility engineering solutions sales in addition to a successful history of implementing new ideas and processes.
  • Field Experience: Facility services, commercial real estate, or other related field experience mandatory.
  • Sales Contacts: Relevant and immediate sales contacts preferred.
  • Work Style: Work well under pressure to meet established goals and deadlines.
  • Software Skills: Salesforce or other CRM & Microsoft Office preferred.
  • Leadership and Collaboration: Proven ability to lead and manage a diverse workforce, collaborate with operations, other departments, and teams.
  • Proposal Writing and Presentation: Strength in writing and presenting compelling, detailed, sales proposals.
  • Pricing and Estimating: Experience pricing/estimating labor within proposals preferred and understanding budgets.
  • Organization and Time Management: Well organized and able to handle multiple proposals and processes simultaneously.
  • Independence and Self-Motivation: Self-starter with an ability to work independently with minimal supervision.
Benefits:

ABM Industries offers a comprehensive benefits package. For information about ABM's benefits, visit ABM 2023 Employee Benefits | Staff & Management