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ABM Industries · 4 hours ago

National Sales Director, IFS Distribution

Chicago, IL

Full-time

Onsite

Director/Executive

$130K/yr - $185K/yr

10+ years exp

ABM Industries is one of the world’s largest providers of integrated facility, engineering, and infrastructure solutions. The National Sales Director for IFS Distribution is responsible for developing a pipeline of APS opportunities, driving organic growth, and ensuring client satisfaction while meeting sales quotas.

Facilities Support ServicesFacility ManagementJanitorial Service

Hiring Manager

Rego Plesset, J.D.

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

Strong financial acumen with the ability to understand a P&L statement and identify opportunities for margin improvement in each pursuit

Ability to 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

Qualification

Sales ManagementClient Relationship ManagementFinancial AcumenEnterprise Software SolutionsEmerging TechnologiesSalesforce.comCommunication SkillsTeam CollaborationProblem SolvingAdaptability

Required

Bachelor's degree preferably in Engineering or Facilities related curriculum, and/or equivalent work experience

10+ years of experience in sales (IFM)

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