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Vice President of Sales
Location : Texas, Houston
Refer job # JXUX338630
Job Responsibilities and Requirements: This professional will be responsible for organic growth and client expansion. S/he will report to the President of Facilities Services and the Executive Vice President of ABM Onsite--West Region. This position requires exceptional relationship-building acumen, strong financial and analytical aptitude and the ability to navigate in a complex selling environment. Special emphasis is placed on providing solutions to clients that overcome the constraints of their budgets. Essential Duties Sales Methodology: Use a need-based sales 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 that lead to new business opportunities for the company. Business& Industry Knowledge: Use existing knowledge of the service industry and specific dynamics of the building and facilities markets, understand human capital, and use economic and financial data to understand potential clients businesses. Company& Solution Knowledge: Understand ABM and its people, processes, and solutions; exemplify our vision and values, describe our services and solutions, and optimize our resources and technology as tools to drive sales. Individual Effectiveness: Drive business results by leveraging and expanding personal capabilities and qualities, including initiative, decision making, planning, and resilience. Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across several entities. Compliance: Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team. Relationships and Roles: Internal/External Cooperation Insure that all activity standards are met regarding prospecting calls, appointments, presentations, proposals and deal closes. Set examples for others in areas of personal character, commitment, organizational and selling skills, and work habits. Conduct regular meetings/conference calls to coordinate, collaborate, and facilitate with ABM Onsite teams on deals. Maintain contact with all clients in the market area to ensure high levels of client satisfaction. Act as the key Subject Matter Expert (SME) for the Facilities Services market and service line in the West Region in the area of sales, business development and market growth. Demonstrate ability to positively interact and cooperate with all company employees. Key Relationships Customers, Account Executives, Business Developers, Regional Vice Presidents, Branch Managers, District Managers, Division and Corporate Support Managers, Directors and Vice Presidents Accountability AFS President, West Region Executive Vice President, Regional Vice Presidents, Branch Managers and District Managers Perform other duties as assigned. Job duties may be modified at any time. Minimum Requirements 10 years of experience in sales, business development, sales management or roles where organic sales growth was at least 75% of the responsibility IFM - integrated facility management Meet and/or exceed a $10 million dollar annualized sales quota Ability to travel (within the region) at least 30% or more Proven ability to drive sales process, from start to finish: prospecting the opportunities, building relationships with potential clients, developing sales strategy and closing the deal. Proven stable track record selling at the C level and proactive prospecting at the financial decision making level. Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP s, RFQ s, contracts, and all other forms of written communication to the client. Strong written and oral communication skills, outstanding presentation skills, and superior Excel workbook and PowerPoint skills. Ability to understand operating budgets. Ability to multitask and manage multiple projects at multiple stages of the process. Ability to meet firm deadlines and quarterback the team so they do the same.
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