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ABM Industries · 17 hours ago

National Account Manager

Dallas, TX

Full-time

Hybrid

Senior Level

$105K/yr - $195K/yr

5+ years exp

ABM Industries is seeking a National Account Manager for their Enterprise Solutions division. The role focuses on identifying and selling services to new business prospects while also expanding existing client relationships, with a strong emphasis on achieving organic sales growth.

Facilities Support ServicesFacility ManagementJanitorial Service

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

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

Customers, Account Executives, Regional Director of Sales, Senior Vice Presidents of Sales, Branch Managers, District Managers, Regional Managers, Senior Vice Presidents

Qualification

Sales MethodologyBusiness DevelopmentClient Relationship ManagementEnterprise SoftwareSales CRMSupplier Relationship ManagementCustomer/Market DynamicsIndividual EffectivenessRelationship BuildingLeadership

Required

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