ABM Industries Regional Director of Sales Northeast
This position will lead our Technical Solutions sales team in the assigned territory. The mission is to develop the existing sales culture and grow & manage a team of talented business development professionals. This Sales Leader will have the ability to see the “big picture” on how sales and operations work together to create a winning sales and service culture in a matrixed environment. The ideal candidate will have a proven and successful sales management record with a thorough knowledge of solution selling methodologies.
Experience:
- Manage a multi-state sales team through Sales Managers who manage successful Business Development Managers and Account Managers.
- Lead the Sales Team to drive business by executing sales strategies to achieve profitability, growth, and market penetration.
- Develop and direct the B2B sales team in new business development and account growth by selling bundled facility solutions to commercial facility building owners in the local market.
- Support and guide staff during the sales process – from start to finish.
- Work closely with the Area VP of Operations and branch General Managers, National VP of Sales to help drive results and continuously develop your leadership skills.
- Manage financial sales reports, annual planning, and monthly forecasting.
- Drive sales managers to accompany sales representatives on customer appointments to drive sales.
- Assist sales managers in building financial and life cycle analyses to quantify value from the customer’s perspective and generate and deliver impactful proposals that lead to signed contracts.
- Communicate with operations in the area and branch locations to ensure the customer’s needs are achieved.
- Conduct weekly one-on-one performance reviews with each sales manager.
- Special projects and other duties as assigned.
- Ability to effectively lead a staff of 2 to 5 sales managers and 15 to 40 sales reps.
- Technical aptitude is helpful, but not required.
- Passionate about leading and developing others to be successful.
- Knowledge in B2B solution sales will be considered in lieu of degree.
- Demonstrated record of success in selling services or other intangible business offerings to end-users.
- Natural “hunter” sales mentality, goal driven and self-motivated.
- Self-disciplined, results driven, or accustomed to winning sales awards through consistent high performance is desired.
- Financial acumen and experience selling business solutions to building owners or C-Level strongly preferred.
- Excellent verbal and written communication skills a must.
- Strong computer skills with Microsoft Office Suite and Salesforce (or other CRM).
Required Experience:
- 5 to 7 years of leading an HVAC service sales team.
- Experience in the building construction industry with focus on the end-user customer.
- Proven sales leadership experience and a proven ability to grow a territory/region.
- Previous sales management experience and proven growth.
Education:
- 5 to 7 years of experience, including management of sales staff.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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