Director of Sales, Strategic Accounts

Director Of Sales, Strategic Accounts

The Director of Sales, Strategic Accounts is responsible to identify and sell ABM's services to new business prospects, along with expansion of assigned clients. This professional will report to the Vice President, Strategic Accounts & Enterprise Solutions and will be responsible for organic growth, client portfolio expansion, lead retention efforts and drive cross sales of all ABM product lines within assigned accounts. The core focus of the role is to develop sales and client relationships across ABM's strategic account portfolio spanning ABM's suite of hard, soft and specialty services such as building engineering, technical services, janitorial, electrification and other associated services.

The Director of Sales, Strategic Accounts, in partnership with the field sales organization, will work to achieve organic sales quotas. Organic sales are defined as meaning establishing and closing new business.

Responsibilities :

• Sales Methodology : Applying a need-based sales using a "Challenger" 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 within a "Trusted Advisor" approach that leads to new business opportunities for the company.
• Business & Industry Knowledge : Gathering, analyzing, and applying business and industry knowledge, through knowing the Facility Service industry and specific dynamics of the designated vertical markets and client industries, understanding human capital, and using economic and financial data to understand client's business (i.e. The Challenger Method).
• Company & Solution Knowledge : Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology
• Individual Effectiveness : Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience. This role requires a self-starter with strong determination to achieve assigned financial results.
• Relationship Building : Build relationships both internally and externally for the purpose of fostering collaboration across a matrixed organization.
• Compliance : Adhering to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Leadership : Displaying exemplary leadership skills by adhering to the highest ethical conduct and company policies. Leading the pursuit teams to meet and exceed sales quotas for ABM's various service businesses

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