Overview
The National Account Manager, Enterprise Solutions (Individual contributor position) is responsible to identify and sell ABM's services to new business prospects, along with expansion of assigned clients. This professional will report to the Vice President, Enterprise Solutions and will be responsible for Organic Growth, Client Expansion and key Retention efforts. The core focus of the role is to develop sales and client relationships for top tier & Mid- Market (US and multi-national) Building Engineering and Technical Services contracts, cleaning, transportation and associated services. The National Account Manager, Enterprise Solutions will work to achieve organic sales quotas. Organic sales are defined as meaning establishing and closing new business.
Title: Director of Sales, Enterprise Solutions (Individual contributor position)
Division: Business & Industry
Job Objective:
The National Account Manager, Enterprise Solutions is responsible to identify and sell ABM's services to new business prospects, along with expansion of assigned clients. This professional will report to the Vice President, Enterprise Solutions and will be responsible for Organic Growth, Client Expansion and key Retention efforts. The core focus of the role is to develop sales and client relationships for top tier & Mid- Market (US and multi-national) Building Engineering and Technical Services contracts, cleaning, transportation and associated services .
The National Account Manager, Enterprise Solutions will work to achieve organic sales quotas. Organic sales are defined as meaning establishing and closing new business.
Benefit Information:
Pay: $105,000.00-195,000.00
The pay listed is the salary range for this position, an estimate and not guaranteed. Any specific offer will vary based on applicant's experience, skills, abilities, geographic location, and alignment with market data.
ABM offers a comprehensive benefits package. For information about ABM's benefits, visit
Benefit Information: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit Recruiting Flyer - Staff & Mgmt (https://media.abm.com/wp-content/uploads/AnnualBenefitFlyers/Recruiting%20Flyer%20-%20Staff%20&%20Mgmt.pdf)
Responsibilities:
Sales Methodology: Applying a need-based sales using a "Challenger" methodology to achieve 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.
Business & Industry Knowledge: Gathering, analyzing, and applying business and industry knowledge, through knowing the Facility Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client's business (i.e. The Challenger Method).
Company & Solution Knowledge: 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
Individual Effectiveness: Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience.
Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across several entities
Compliance: Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Leadership: Displaying exemplary leadership skills by adhering to the highest ethical conduct and company policies. Leading the pursuit teams to meet sales quotas for ABM's various service businesses
Relationships and Roles:
Internal / External Cooperation
Meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
Sets examples for others in areas of personal character, commitment, organizational and selling skills, and work habits
Conducts regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on deals.
Maintains contact with all clients sold and assigned in order to maintain relationships and to ensure high levels of client satisfaction
Demonstrates ability to interact and cooperate with all company employees
Key Relationships
Customers, Account Executives, Regional Director of Sales, Senior Vice Presidents of Sales, Branch Managers, District Managers, Regional Managers, Senior Vice Presidents.
Job Specifications/Experience:
5+ years of experience in sales (specifically focused in Facility Service Engineering Maintenance sales), business development, sales management or roles where organic sales growth was at least 60% of the responsibility
Experience in overseeing client relationships for top tier, and mid-market or commensurate @type experience (US and multi-national)
Experience with enterprise software,sales CRM (i.e. Salesforce), within large, complex organizations.
Extensive experience in all aspects of Supplier Relationship Management.
Strong understanding of customer/market dynamics and requirements.
Ability to engage clients at a senior level
Ability to travel 50%
Expectation is $15 million dollars annualized revenue.
Quotas--assigned at discretion of company
REQNUMBER: 137169
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.
