Overview In this role you will demonstrate ABM's value to Higher Education clients by delivering facility assessments and tailored proposals that address budget gaps. You will engage C-suite stakeholders to translate needs into a comprehensive solution strategy, navigating long RFP cycles and complex funding considerations. You'll lead strategic sales efforts that align with ABM's mission to provide smart, sustainable facility solutions. This is a high-visibility role that blends financial acumen with consultative selling to drive growth in the education market.
Compensation / Benefits- comprehensive benefits package
- incentive or bonus program
- auto allowance
Responsibilities- demonstrate ABM's value to Higher Education clients through facility assessments and tailored proposals
- engage C-suite and senior decision-makers to uncover needs and craft a vision for bundled solutions
- manage long RFP-driven sales cycles and develop persuasive written proposals
- drive sales strategy, qualify opportunities, and secure multi-year contracts
- collaborate with Operations to ensure timely delivery and team alignment on client solutions
- master ABM financial tools (Salesforce, Capital Generation Tool, ECM Matrix) and leverage them in sales and client analyses
- research territory and develop marketing plans to secure opportunities at or above quotas
- communicate effectively with all education stakeholders, including Presidents, CFOs, COOs, and Athletics Directors
- advocate for 100% referenceable clients and maintain strong client relationships
Key requirements- proven success selling complex facilities services and/or performance contracts
- experience navigating long, RFP-driven sales cycles
- experience selling into Colleges/Universities (Higher Education)
- extensive knowledge of proactive prospecting at the financial decision-making level in Higher Education
- experience selling multi-year service contracts with annual values in the millions
- Bachelor degree; additional experience in Facilities Services can substitute for education
- exceptional written skills for persuasive proposals (RFPs, RFQs, contracts)
- strong written and oral communication, presentation, and MS PowerPoint/Word/Excel skills
- comfort presenting to large audiences
- ability to understand operating budgets and client finances
- collaborative with Operations; capable of quarterbacking teams to meet deadlines
- professional proficiency with ABM tools: Salesforce, Capital Generation Tool, ECM Matrix
- high motivation to secure appointments with Higher Ed senior leaders and Athletics leadership
- drive to manage full sales process from prospecting to closing
- thorough understanding of collegiate athletics industry
- familiarity with energy conservation and related laws/regulations
- ability to communicate with high-level education executives ( Presidents, CFOs, COOs, VPs of Finance, Treasurers, Athletics Directors)
- strong written and verbal communication
- presentation skills
- collaboration and teamwork
- Salesforce
- Capital Generation Tool
- ECM Matrix
