Senior Business Development Manager, Education

ABM Industries • Nashville, TN • 7h ago

Overview

We are looking for a Sr. Business Development Manager to join our Education Solutions team to continue the growth of our business in the K-12 and Higher Education markets.

The Sr. Business Development Manager objective is to demonstrate ABM's unique value to potential customers and provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs and then turn that into a vision for a comprehensive solution. This position requires the Sr. Business Development Manager to be well versed in public finance, school funding and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client's operating budget.

Pay: $75,000.00 to $110,000.00 + Sales Incentive Program + Auto Allowance

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.

Benefits: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM Employee Benefits | Staff & Management (https://media.abm.com/wp-content/uploads/AnnualBenefitFlyers/Recruiting%20Flyer%20-%20Staff%20&%20Mgmt.pdf)

Responsibilities

Job Requirements:

High level of motivation and ability to secure appointments with K12 and Higher Ed - C level decision makers

Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.

Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas

Good understanding of client finances and ability to read and understand client financial statements

Secure key opportunities through financial agreements

Thorough understanding of energy conservation and energy governing laws/regulations

Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions

Assist in developing the right solution/need for the customer

Ability to communicate, council, and sell at all levels of an Education organization but with extensive acumen at the "C" suite: Superintendents and business managers (K12) Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED).

Be THE advocate for 100% referenceable clients relating to this value proposition.

Qualifications

Minimum Requirements:

Proven success in selling complex facilities services and/or performance contracts

Successful experience managing very long RFP driven sales cycles

Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred

Extensive knowledge of proactive prospecting at the financial decision-making level of K12 and HED

Experience selling multiyear service-related contracts with annual values in the millions

Four-year degree, but additional years of experience in the Facilities Services industry can be a substitute

Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP's, RFQ's, contracts, and all other forms of written communication to the client.

Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word & Excel

Must be comfortable with speaking to large audiences

Ability to understand operating budgets

Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same

Ability to master ABM financial tools; Salesforce, Capital Generation Tool, ECM Matrix

REQNUMBER: 154169

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.

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