Director Of Sales, Education Energy Solutions

ABM Detroit , MI 48222

Posted 6 days ago

The Company

ABM provides a broad range of services and solutions to building owners: energy management and reduction, system design, equipment installation, preventive maintenance. In this role, you will be responsible for the long-term growth of ABM Technical Solutions Bundled Energy Solutions via new sales and expansion of services in the Ohio and Michigan territories. Working with our customers in a consultative approach we allow them to:

  • Increase energy efficiency

  • Decrease operating costs while improving bottom line performance

  • Unlock financial resources to use for facility investments

  • Lower carbon footprints and raise sustainability scores

What really sets us apart is our industry leading customer-centric approach from our: sales engagement process, project and service delivery, and ongoing customer care. This strict attention to detail guarantees we consistently meet and exceed customer expectations, every time.

Job Summary

ABM Building and Energy Solutions, an international Green and Renewable Energy Retrofit solutions provider is searching for an experienced PERFORMANCE CONTRACT SALES LEADER to call on state and local government with proactive, industry leading financial and energy solutions that improve the fiscal integrity of our client's budgets and deliver self-funded results. Additionally, this position requires the sales leader to be able to mentor other sales representatives.

  • Manage the sales efforts to exceed sales/booking requirements

  • Highly level of motivation, professionalism and the ability to make contact, secure appointments and build relationships at executive levels

  • Player/Coach mentality able to drive own book of business and the ability to mentor and assist other sales representatives

  • Drive sales process from start to finish

  • Initiate contact

  • Develop sales strategy

  • Quarterback the solution development team

  • Initiate, build and maintain executive level relationships

  • Perform the necessary research, qualify and develop the sales strategy to develop a marketing plan intended to secure sales at or above annual quotas

  • Good understanding of financial statements

  • Assist in developing the right solution/need for the customer

  • Ability to communicate, council, and present at all levels of the organization but with extensive acumen with the "C" suite.

Minimum Requirements

Essential Skill Requirements

This position requires the representative to have a strong financial and analytical aptitude and the ability to navigate in a complex selling environment. Special emphasis is placed on assisting our clients build advanced financial strategies that overcome the constraints of their budgets.

  • Thorough understanding of the performance contracting legislation within the assigned region

  • A 5-10 year history of successful sales - preferably within the assigned region

  • The ability to communicate, counsel, and sell at all levels of the client's organization.

  • Proven employment and selling to the K-12/Education and Municipal vertical market is preferred.

  • Significant public finance acumen.

  • Four year degree but experience in the HVAC / Energy industry can be a substitute.

  • Must be able to demonstrate a complete understanding of a complex sales process from start to finish

  • Must have strong written oral communication skills, ability to effectively present to large audiences, and extensive financial modeling skills

  • Ability to understand operating budgets and public finance

  • Experience in structuring and securing public financing debt strategies in the public market space

  • Ability to perform well under pressure and against tight deadlines

  • Ability to execute the ABM strategy though our messaging and financial modeling tools

Location

Chicago, IL 60603 US

Columbus, OH 43228 US (Primary)

Dayton, OH 45404 US

Detroit, MI 48205 US

ABM is an EOE (M/F/Vet/Disability/Gender Identity/Sexual Orientation)


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Sales Director MES Software Within Automotive Sector

Automationtechies

Posted Yesterday

VIEW JOBS 3/19/2019 4:30:00 PM 2019-06-17T16:30 <strong>Overview:</strong><br /> Our client makes hardware and software solutions to enable manufacturing companies to significantly improve operational effectiveness and profitability. Their systems enable manufacturers to locate, connect and manage industrial processes, making them more productive, flexible, profitable and safe. They do this by providing a foundation platform for manufacturers’ Industry 4.0 and transit management strategies and enabling customers to create a real-time digital twin of the production environment. Their technology connects activities to manufacturing execution and planning systems, making real-world processes involving moving assets visible and measurable.<br /> <br /> They are currently seeking a high-energy, ambitious individual to help drive growth in the industrial manufacturing market. This is a great opportunity to join a successful team selling unique assembly automation, tool control and asset management solutions into automotive, tier 1 and other large, discrete manufacturing companies. <strong>You will work remotely in this position. Must be able to work from your home office. </strong><br /> <br /> <strong>Function:</strong><br /> The purpose of the job is to win orders at target customers by initiating, developing and closing opportunities at those accounts. The territory is a list of named accounts which may be modified from time to time.  Opportunities may be multi-million-dollar projects. The objective is to manage a pipeline 3-4 times the sales quota for the year.<br /> <br /> <strong>Main Duties: </strong> <ul> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Generate and pursue opportunities to a successful conclusion in the form of bookings, using complex selling tools as appropriate.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Develop long-term relationships with senior customer and prospect contacts.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Oversee pricing being employed in proposals and setting target prices for negotiations with customers.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Develop the strategic plan to penetrate each account.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Support the pre-sales consultants as required in meetings and negotiations.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Execute the regional sales plan, working with Marketing to ensure adequate lead generation to support the plan.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Ensure that Salesforce records are always up-to-date.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Represent company at trade shows and conferences to generate new leads and contacts.</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Work with Marketing to ensure that product strategies and roadmaps are in-line with requirements to support the regional sales plan and that promotional activities will support the plan.</li> </ul> <strong>Qualifications:</strong> <ul> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Bachelor’s or master’s degree from an accredited University in Engineering, Business or related field</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Strong understanding of enterprise software and systems architecture</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Have 5+ years’ experience in selling Enterprise B2B SaaS applications preferably within automotive and technical industry sectors</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Proven track record (top 10-20% of company) in past positions</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Previously trained in consultative/value-based selling and negotiating</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Have experience leading the sales cycle from various user personas, business champion to the C-level Executive</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Know how to manage the intricacies of complex deals and demonstrate the ability to build buying consensus and work a close-plan</li> <li style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;" style="padding: 0; margin: 0;">Success in developing new business partnerships and territories</li> </ul> <div style="text-align: right;"><span style="font-family:arial,helvetica,sans-serif;"><span style="font-size:8px;">ATC-HOTJOB</span></span></div> Automationtechies Detroit MI

Director Of Sales, Education Energy Solutions

ABM