ABM Industries seeks a Senior Business Development Manager to drive growth of our cold storage facility services across industrial and commercial clients. In this role, you will own the full sales cycle: identifying targets, building executive relationships, leading site visits, and developing tailored solutions in cleaning, maintenance, and technical services. You will prepare proposals, lead pricing and contract negotiations, and partner closely with operations to ensure service delivery. You'll mentor junior sellers, track performance in CRM, and represent ABM's culture of safety, inclusion, and service in client engagements nationwide.
Responsibilities
- Develop and execute strategic sales plans to grow cold storage facility service revenue
- Identify, qualify, and pursue new industrial and commercial cold storage prospects
- Lead the full sales cycle from discovery and site assessments through proposal and close
- Prepare and deliver tailored proposals, RFP responses, and executive presentations
- Lead pricing strategy, contract negotiations, and agreement execution
- Partner with operations, engineering, and safety teams to design viable service solutions
- Maintain accurate pipeline, forecasting, and account activity in CRM tools
- Build and nurture long-term C-suite and senior stakeholder relationships
- Monitor market trends and competitors to refine value propositions and targeting
- Mentor junior sales staff and promote ABM's culture of safety, inclusion, and service
Required Skills
- Strategic account planning
- Cold storage and industrial facility knowledge
- B2
- B sales and contract negotiation
- Solution selling and consultative selling
- Pipeline management and forecasting
- CRM systems (e.g., Salesforce)
- Financial and pricing analysis
- Proposal and presentation development
- Cross-functional collaboration
- Market and competitive analysis