HVAC Sales and Business Development Professional

3 weeks ago

Marietta, Georgia, United States ABM Full time
About the Role

This position plays a critical role in developing new and potential accounts within a defined territory for ABM, which includes Technical Solutions. The successful 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.

Key Responsibilities
  • Seek out new business opportunities by conducting cold call activities to prospective customers, calling on current customers, and networking to secure first appointments with existing building owners at the decision-maker level.
  • Identify, plan, and execute growth strategies and tactics for existing clients.
  • Partner with businesses to help co-author 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 the 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.
  • 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 convert 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 Salesforce.com.
  • 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.
  • 2+ years of experience, preferably including facilities services or other business solutions or service sales direct to end-users.
  • Ability to communicate and present effectively to groups and all levels including the 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, Salesforce.com (or similar CRM).

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