Business Development Manager

Overview

The Business Development Manager works to develop new and potential commercial and industrial accounts within a defined territory for Onsite Facility Services : Cleaning, Environmental, Parking, and Engineering. This position works with prospective clients to explore the strengths and weaknesses of their current facility services programs, creates and presents an effective sales and marketing strategy unique to that prospective client that includes one service or several bundled solutions. This position also partners with ABM operations in planning and executing superior results and owns the strategic selling process, communicates value, identifies and resolves client issues, and maintains strong client relationships while cross-selling eight comprehensive lines of facilities services.

Essential Functions :

• Prospect for new business by cold call activities, networking, and lead generation & qualification.
• Prospect for potential new clients and turn this into increased business.
• Cold call as appropriate within your market or geographic area to ensure a robust pipeline of new opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Understand customer needs and perform site surveys.
• Work with operations and sales support teams to develop proposals that meet the client’s needs, concerns, and objectives.
• Participate in pricing the solutions and services.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Maintain reporting of leads, in-progress active prospects and sales forecast in Salesforce.
• Forecast sales targets and ensure they are met.
• Track and record activity on accounts and help to close deals to meet these targets.
• Attend and participate in Commercial Real Estate organizations & events (Commercial Real Estate Women [CREW], Building Owners and Managers Association [BOMA] International, etc.)
• Special projects and other duties as assigned.

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