BES Selling Sales Manager

**Job Details**

**BES Selling Sales Manager - (62728)**

This details all the information about the job posting. 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. ABMs 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 BES Selling Sales Manager Education Bachelor's Degree Career Level Manager Category Sales Job Type/ FLSA Status Salaried Exempt Travel Required 70 - 80% Shift Type Job Description We are searching for an experienced Selling Sales Director to lead our Building & Energy Solutions sales team. The mission is to continue to develop the existing sales culture, grow, and manage an existing profitable office. This Selling Sales Director candidate will need to have the ability to see the big picture on how sales and operations work together to create a winning sales/service culture. The ideal candidate will have a proven and successful sales management record with a thorough knowledge and demonstrated achievement and success in a high-ticket intangible/service, and conceptual sales.

In addition to leading the team, the Selling Sales Director will have responsibility for an individual sales plan. The candidate will identify, qualify, develop and sell complex, bundled financial and energy solutions that improve the fiscal integrity of their budgets and deliver self-funded results. This is done through using proven sales methodologies to demonstrate ABMs unique value to potential customers and provide them the correct solution for their facility.

The ideal candidate is a leader with a strong financial and analytical aptitude and experience navigating a complex selling environment. This is a great opportunity for a successful performance contracting sales professional to lead a team and sell to their own client list.

**Essential Functions:**

*Leader*

* Under the direction of the Vice President of BES you will lead the Bundled Energy Solutions business by executing sales strategies to achieve profitability, growth, and market penetration.

* Develop and direct the sales team in new business development by selling Bundled Energy Solutions to the market..

* Lead, hire, develop, and train a sales team of successful outside sales representatives.

* Support and guide staff during the sales process from start to finish.

* Work closely with the branch General Manager, Regional VP of Sales to help drive results and continuously develop your leadership skills.

* Manage financial sales reports, annual planning, and quarterly forecasting.

* Assist in developing the right solutions for the clients.

* Work cooperatively across organizational lines in a dynamic and demanding work environment.

* Verbalize a strong conviction in the use of a structured sales process to the sales team.

* Accompany sales representatives on customer appointments to drive sales.

* Develop and maintain strong business partnerships with the purpose of gaining the clients trust, meeting their objectives, and delivering value added services.

* Assist sales staff in building financial and life cycle analyses to quantify value from the customers perspective and generate and deliver impactful proposals that lead to signed contracts.

* Participate in sales and industry training and converting that training to sales results.

* Coordinate with operations in the branch location to ensure the customers needs are achieved.

* Conduct weekly one-on-one performance reviews with each sales member.

*Individual Contributor*

* Identify geographic target markets, strategic partners, influential consultants, industry associations, key publications and media, trade conferences & events, speaking opportunities, etc.

* Execute the sales process to cultivate and manage long-term relationships and sell large, complex, bundled energy solution offerings with guaranteed savings.

* Perform the necessary research, qualify and develop the sales strategy to develop a marketing plan intended to secure sales at or above annual quotas.

* Assess customers savings possibilities and guide them through the energy performance contracting process, including qualifying for utility rebates, grants, and other programs like Property Assessed Clean Energy (PACE).

* Build advanced financial strategies that overcome the constraints of their budgets.

* Develop key relationships with the executive (C-Level), financial & technical buyers responsible for the decision-making process to drive the solution sale from first call through close.

Minimum Requirements

* Previous experience managing a team of sales contributors and/or managers.

* Self-disciplined, results driven, and accustomed to winning sales awards through consistent high performance.

* Strong leadership and team building qualities required.

* 5-10 years of experience selling performance contracts with guaranteed energy savings.

* Thorough understanding of wide-ranging challenges faced by local government, K-12 school districts, higher education and/or healthcare (MUSH Markets) highly preferred.

* Strong knowledge and understanding of Energy Conservation and Energy Governing Laws / Regulations strongly preferred.

* Experience in structuring and securing public financing debt strategies in the public market space preferred.

* Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.

* Extensive Knowledge of proactive prospecting at the financial decision-making level with building owners and executives at the C-level.

* High level of motivation and professionalism.

* Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFPs, RFQs, contracts, and all other forms of written communication to the client.

* Complete understanding and mastery of operating budgets and public finance for the vertical market(s) of current and perspective customers.

* Advanced proficiency in Microsoft Office Suite: Word, Excel, PowerPoint, Outlook.

* Proficiency working with Salesforce is a plus.

* Excellent verbal and written communication skills a must.

* Strong computer skills with Microsoft Office Suite and Salesforce (or other CRM).

* Valid Drivers License is required.

Location Allentown, PA US

New York City, NY US

NJ US

NY US

Philadelphia, PA US (Primary)

Scranton, PA US

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