AIR-serv Group LLC

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Business Development Manager – K12 & Higher Ed

at AIR-serv Group LLC

Posted: 9/2/2020
Job Reference #: 59373
Keywords: sales

Job Description

ABM (NYSE: ABM) is a leading provider of facility solutions with revenues of approximately $6.4 billion and over 130,000 employees in 300+ offices deployed throughout the United States and various international locations. ABM’s comprehensive capabilities include electrical & lighting, energy solutions, facilities engineering, HVAC & mechanical, janitorial, landscape & turf, mission critical solutions and parking, provided through stand-alone or integrated solutions. Founded in 1909, ABM provides custom facility solutions in urban, suburban and rural areas to properties of all sizes — from schools and commercial buildings to hospitals, data centers, manufacturing plants and airports.
Job Title
Business Development Manager – K12 & Higher Ed
Education
Bachelor's Degree
Career Level
Experienced (Non-Manager)
Category
Sales
Job Type/ FLSA Status
Salaried Exempt
Travel Required
0 - 10%
Shift Type
N/A
Job Description

The Business Development Manager’s objective is to demonstrate ABM’s unique value to potential customers and provide them with 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.  You will play the role of the team quarterback between the customer’s team and ABM’s operations team. The ideal candidate will be able to "paint a picture" of success and become a consultant to the "needs" of the customer. Our company is driven to develop successful business relationships by making a difference, every person, every day. This position requires the Business Development Manager to be well versed in public finance 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.

 

  • High level of motivation and the ability to secure appointments with K12 and Higher Ed – C level decision makers.
  • Ability to drive sales process from start to finish including initiating contact, developing the sales strategy, driving the team to the right solution, and maintaining the relationship with the client.
  • 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 the ability to read and understand client financial statements.
  • Secure key opportunities through financial agreements.
  • Thorough understanding of energy conservation and energy governing laws/regulations.
  • Stable employment record in HVAC or Energy Industry preferred.
  • 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).
Minimum Requirements
  • Four-year college degree, but additional years of experience in the Facilities or HVAC / Energy industry can be a substitute
  • Stable employment record in HVAC or Energy Industry preferred.
  • Proven success in selling complex multi-million-dollar facilities and/or performance contracts
  • 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
  • Must have strong written and oral communication skills, presentation skills, and computer skills
  • Must be comfortable 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
  • Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategies.
  • Ability to master ABM financial tools; Capital Generation Tool, ECM Matrix, Excel Pro Forma models with little management support.
  • Must be an outstanding presenter and therefore possess a complete understanding of MS PowerPoint & Excel.
  • 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 exemplary MS Word skills.
  • Must consistently implement Salesforce.com as the primary means of managing sales pipeline and activity.
  • Must be the advocate for 100% referenceable clients relating to the value proposition.
  • 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).
  • Thorough understanding of energy conservation and energy governing laws/regulations.
  • Good understanding of client finances and the ability to read and understand client financial statements.
Location
NC US
Raleigh, NC 27607 US (Primary)
SC US
ABM is an EOE (M/F/Vet/Disability/Gender Identity/Sexual Orientation)
California Consumers Notice http://www.abm.com/californiaprivacy