at ABM Industries, Inc. in Chicago, Illinois, United States
Job Description
The Director of Sales, Enterprise Solutions is responsible to identify and sell ABM's services to new business prospects and existing single service clients. This professional will report to the Vice President Enterprise Solutions and will be responsible for Organic Growth, Client Expansion and some Retention. The core focus of the role is to develop client accounts for top tier/mid- market (US and multi-national).
The Director of Sales, Enterprise Solutions will work to achieve organic sales quotas. Organic sales are defined as meaning establishing and closing new business. Additionally, expansion of certain existing accounts where possible is also expected.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM's benefits, visit
Responsibilities:
* Sales Methodology: Applying a need-based sales 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 that lead to new business opportunities for the company. Challenger approach preferred.
* Business & Industry Knowledge: Gathering, analyzing, and applying business and industry knowledge, through knowing the Integrated Facility Services Industry and it's services along with specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client's business. Main Markets are Business and Industry and Manufacturing & Distribution.
* Company & Solution Knowledge: Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, understanding all of our services and solutions, and optimizing our resources and technology in pursuit of new business.
* 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 all entities.
* Compliance: Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
* Leadership: Helping others expand their accounts and thus being viewed as a leader in the company
Relationships and Roles:
-Internal / External Cooperation
-meet or exceed all activity expectations for prospecting calls, appointments, presentations, proposals and closes
-Accountability and follow-up regarding internal processes and report
-Sets examples for others in areas of personal character, commitment, selling skills, and work habits
-Conducts regular conference calls to coordinate, collaborate, and facilitate with ABM field teams on prospects, targets and deals
-Maintains contact with major target clients in the market area to ensure high levels of client satisfaction in order to foster expansion opportunities
-Demonstrates ability to interact and cooperate with all company employees at all levels
-Key Relationships
-Customers, Regional Vice Presidents, Senior Vice Presidents, Branch Managers, Industry Group and Corporate VPs and Support Managers
-Accountability
-VP of Enterprise Solutions, Regional Vice Presidents, Senior Vice Presidents
Job Specifications:
* 5-10 years of experience in sales, business development, sales management or roles where organic sales growth was at least 60% of the responsibility
* Must have experience in overseeing client relationships for top tier/mid market (US and multi-national)
* Experience with enterprise software solutions, sales CRM, and large, complex organizations.
* Strong understanding of customer/market dynamics and requirements.
* Ability to engage clients at a senior level
* Ability to travel at least 50% or more when necessary
* First year sales quota is $5million in annualized revenue. Second year advances to $15 m in annualized revenue. This quota is subject to change at the company's sole discretion.
Intent is to be an industry leader, thought leader and participate in company workstreams and industry trade associations at the highest levels.
ABM is an Equal Employment Opportunity/Affirmative Action Employer (Minority/Female/Veteran/Disability/Gender Identity/Sexual Orientation)
