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Business Development Director, K12 & Higher Ed

Company: ABM Industries
Location: Colorado Springs
Posted on: November 19, 2021

Job Description:

ABM Careers
Looking to make a difference?
Business Development Director, K12 & Higher Ed - (61570) 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. ABM's 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 Business Development Director, K12 & Higher Ed Education Bachelor's Degree Staff Category Job Type/ FLSA Status Travel Required 30 - 40% Shift Type Job Description Regional Business Development Director - K12 & Higher Education Facilities Position Summary:
The Director of Education Solutions--objective is to demonstrate ABM's unique value to potential customers and provide them with assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs, and then turn that into a vision for a comprehensive solution. You will play the role of the team quarterback between the customer's team and ABM's operations team. The ideal candidate will be able to "paint a picture" of success and become a consultant to the "needs" of the customer. Our company is driven to develop successful business relationships by making a difference, every person, every day. This position requires the Business Development Director to be well versed in public finance and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client's operating budget.-- Job Requirements:

  • High level of motivation and ability to secure appointments with K12 and Higher Education C-level decision makers--
  • Ability to drive sales process from start to finish
    • Initiate contact--
    • Develop Sales Strategy--
    • Drive the team to the right solution--
    • Maintain Client relationships--
    • Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
    • Read and understand client financial statements--
    • Secure key opportunities through financial agreements
    • Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions--
    • Assist in developing the right solution/need for the customer
    • Ability to communicate, council, and sell at all levels of an Education organization but with extensive acumen at the "C" suite: Superintendents and business managers--
    • Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.
    • Own the information base on prospective clients within the territory.
    • Use ABM branded marketing materials to create detailed, customized, innovative, and lively proposals.
    • Research a customer's existing facility solutions and programs
    • Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.
    • Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective clients.
    • Maintain database for the territory using Salesforce CRM.
    • Experience selling into markets such as K-12 Education and Higher Education in the Mountain/West territory
    • Previous experience as a Superintendent, CAO, or School Board member highly desirable
    • Extensive knowledge of proactive prospecting at the financial decision making level of K12 & HED
    • Must have strong written and oral communication skills, presentation skills, and computer skills
    • Must be comfortable with speaking to large audiences
    • Ability to understand operating budgets and structure--deals minimal to no impact on a client's debt margin
    • Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
    • Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
    • Ability to master ABM financial tools; Capital Generation Tool, ECM Matrix, Excel Pro Forma models with little management support.
    • Must be an outstanding presenter and therefore possess a complete understanding of MS PowerPoint, Word--& Excel
    • Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP's, RFQ's, contracts, and all other forms of written communication to the client.--
    • Consistently implement Salesforce.com as the primary means of managing sales pipeline and activity
    • The advocate for 100% referenceable clients relating to this value proposition. Compensation Range: up to $125,000 base salary (based on experience), sales--incentive plan, monthly car allowance, PTO/Vacation/Sick time, comprehensive benefits package, and great company culture with growth opportunities! Location Aurora, CO 80019 US
      Boulder, CO 80307 US
      Colorado Springs, CO 80840 US (Primary)
      CO US
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      Fort Collins, CO 80523 US
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      Kansas City, KS 66109 US
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      ABM is an EOE (M/F/Vet/Disability/Gender Identity/Sexual Orientation) v16.3.4.1 Last sync: 2021-10-21 18:00:03 How can we help you? Connect with an ABM expert to get started. Call us Give us a call - we'd love to hear from you. Fill out a short form and we'll get right back to you. ABM (NYSE: ABM) is a leading provider of facility solutions. ABM's comprehensive capabilities include janitorial, electrical & lighting, energy solutions, facilities engineering, HVAC & mechanical, landscape & turf, mission critical solutions and parking, provided through stand-alone or integrated solutions. 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. ABM Industries Incorporated, which operates through its subsidiaries, was founded in 1909. For more information, www.abm.com . ABM is an EOE (Minority / Female / Veteran / Disability / Gender Identity / Sexual Orientation) and is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 855-350-0226. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.

Keywords: ABM Industries, Colorado Springs , Business Development Director, K12 & Higher Ed, Executive , Colorado Springs, Colorado

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