Overview
The National Account Manager, APS is responsible for partnering with Manufacturing & Distribution Group Operations and Sales resources to identify, qualify and sell the ABM Performance Solutions Services to existing and new clients, within the Automotive Industries.?
The National Account Manager, APS executes sales processes in alignment with the aligned Industry Group ensuring that clients outcomes are achieved, client experience is positive, ABM financial objectives are met, and sales opportunities are supported.? The NAM for APS is responsible for meeting the defined sales quota as established by the senior leadership.? The National Account Manager, APS will drive conversion of assigned ABM accounts to APS and all other assigned APS pursuits.
The successful individual functions as the subject matter expert for APS for each pursuit and ensures APS sales process adherence from Qualification, Solutioning and Ops Mobilization for each individual pursuit.
Benefit Information:
ABM offers a comprehensive benefits package.? For information about ABM's benefits, visit? ABM Employee Benefits | Staff & Management (https://wpe-media.abm.com/wp-content/uploads/2025/ABM\2025\Employee\Benefits\Staff\&\Management_No%20Date%209.5.24.pdf)
Responsibilities:
Develop a pipeline of high potential APS opportunities working closely with Industry Group Operations and Sales teams to achieve annual sales goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a "Trusted Advisor" approach that leads to new business opportunities for the company.
Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology
Drive business results by leveraging personal capabilities and qualities, including initiative, decision making, planning, and resilience.
Build relationships internally for the purpose of fostering collaboration across a complex matrix organization to drive better sales outcomes
Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Adherence to ABM's Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust.
Adopt and execute the processes established by the APS Platform Team for each pursuit, understanding the different nuances of each IG.
Develop an internal network (with Functional Groups) and external network (perspective clients, industry, etc.).
Proactively identify potential risks on assigned opportunities and communicate to leadership for decision or agree mitigation plan
Take a leading role in all assigned business development opportunities, including pricing, presentations, and client engagements.
Use of Salesforce.com and established sales processes across all opportunities.
Help to drive a culture of safety by incorporating EHS expertise and solutions into proposal responses and leading with safety in client meetings (Moment for Safety)
Lead multiple pursuits simultaneously.
Special projects and other duties as assigned.
Relationships and Roles:
Internal / External Cooperation
APS Platform Team
Function as key sales business partner and subject matter expert representing the Industry Group and Platform Team on assigned?pursuits.
ABM IG Sales/Operations (Internal)
Support each pursuit and drive standard APS sales process
IG Clients (External)?
Function as Client Advocate, Key Representative and SME from ABM for APS Client ensure excellence at the point of proposal development and ensure we meet client expectations on all assigned pursuits
Other Key Relationships (Internal)
ABM Industry Group (IG) Leaders, IG Senior Vice Presidents, IG Vice Presidents, Branch Managers, District Managers, Sales and Marketing, Strategic Account Management, Corporate Support Leaders, Directors and ABM Technical Solutions
Job Qualifications and Desired Attributes:
Bachelor's degree preferably in Engineering or Facilities related curriculum, and/or equivalent work experience.
10+ years of experience in sales in Integrated Facility Performance Solutions
Experience engaging in client relationships for top tier (US and/or multi-national) corporations or institutions.
Familiarity and experience with enterprise software solutions related to operating the built environment such as Salesforce.com, CMMS, BAS, BMS, WOM, and IWMS
Familiarity with emerging technologies such as IoT, VR, AI and Smart Buildings
Experience in tracking growth activity in a robust CRM System (i.e.: salesforce.com, Microsoft dynamics, etc.)
Strong understanding of client/market dynamics and requirements
Ability to engage clients at a senior level and lead/support client business reviews, client presentations and client retention initiatives
Ability to build relationships with key stakeholders to ensure high levels of satisfaction and lay the foundation for continued growth and partnership.
Demonstrate a professional and adaptable demeanor with internal and external clients
Exercise a high degree of professionalism and self-motivation using personal initiative to identify and recommend best practices.
Excellent verbal, written communication skills, and interpersonal skills with the ability to engage at all levels of the organization
Ability to maintain confidential and sensitive information.
Exhibit high energy level, and demonstrate ability to work as a valuable contributor to the team as well as be a highly motivated candidate with the ability to work independently in a highly fluid and collaborative environment
Must understand accounts receivable processes, profit and loss (P&L) statements, and general knowledge of financial performance to achieve positive value for ABM and our stockholders
Must be able to work with Microsoft suite of products such as PowerPoint, PBI, Excel, Outlook, Word, Teams, and OneNote
First year sales quota is approximately $10m in annualized revenue. Second year advances to approximately $15m in annualized revenue.? Quota's assigned at discretion of company.
ABM is an EOE (Minority / Female / Veteran / Disability / Gender Identity / Sexual Orientation) and is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-bycase basis.
REQNUMBER: 121320
ABM is proud to be an Equal Opportunity Employer qualified applicants without regard race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran or any other protected factor under federal, state, or local law. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.
