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oracle

Sr. Business Development Manager

ABM US
Tampa, USA
Full-time
Senior
Onsite
Discovered 1 weeks ago
excel

Full Job Posting

Required Qualifications

  • Proven track record of success in new business development and complex solution selling.
  • Experience selling facilities services, outsourced operations, integrated facility management, engineering services, energy solutions, or related professional services.
  • Demonstrated ability to manage long sales cycles involving multiple stakeholders and procurement processes.
  • Strong executive presence with experience engaging C-suite decision-makers.
  • Excellent negotiation, presentation, and communication skills.
  • Ability to develop and articulate financial and operational value propositions.
  • Experience creating and delivering persuasive proposals, RFP responses, and executive presentations.
  • Proficiency with Salesforce, Microsoft Excel, PowerPoint, and Word.
  • Bachelor's degree required or equivalent combination of education and experience.

Preferred Qualifications

  • Direct experience selling into Higher Education institutions.
  • Knowledge of Higher Education budgeting, procurement, governance, and capital planning processes.
  • Experience managing opportunities with annual contract values exceeding $1 million.
  • Strong understanding of campus facilities operations, deferred maintenance challenges, sustainability initiatives, and infrastructure modernization efforts.
  • Established network of Higher Education decision-makers within the New York City market.
  • Experience selling multi-year service agreements and strategic partnerships.

Responsibilities

  • New Business Development
  • Develop and execute a strategic territory plan focused on growing ABM's Higher Education market share throughout New York City and surrounding metropolitan areas.
  • Identify, qualify, and secure new business opportunities within colleges, universities, community colleges, and research institutions.
  • Build and maintain a robust pipeline of qualified prospects through proactive outreach, networking, referrals, industry events, and targeted account strategies.
  • Consistently meet or exceed assigned annual sales and revenue goals.
  • Establish ABM as a preferred facilities services partner within the Higher Education market.
  • Executive Relationship Management
  • Secure and lead meetings with senior decision-makers, including:
  • Presidents and Chancellors
  • Chief Financial Officers
  • Chief Operating Officers
  • Vice Presidents of Administration and Finance
  • Procurement Leaders
  • Facilities and Campus Operations Executives
  • Develop trusted advisor relationships across multiple levels of an institution.
  • Effectively communicate ABM's value proposition to executive stakeholders and governing bodies.
  • Solution Development
  • Conduct discovery meetings and facility assessments to identify operational challenges and improvement opportunities.
  • Collaborate with operations, engineering, finance, and solution experts to develop comprehensive service strategies.
  • Design and present customized solutions that address:
  • Facilities management
  • Custodial and maintenance services
  • Engineering and technical services
  • Energy and sustainability initiatives
  • Infrastructure improvements
  • Campus operational efficiency
  • Build compelling business cases that demonstrate measurable outcomes and return on investment.
  • Proposal and Sales Management
  • Lead all phases of the sales process from prospecting through contract award and implementation.
  • Manage responses to RFPs, RFQs, RFIs, and other procurement opportunities.
  • Coordinate internal resources to deliver high-quality proposals and presentations.
  • Maintain accurate sales forecasts, opportunity tracking, and pipeline management within Salesforce.
  • Provide regular market intelligence and customer feedback to support ABM's growth strategy.

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