ABM Industries Inc
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Vice President of Sales
at ABM Industries Inc
The Vice President, Sales, is responsible for the development and performance of all sales activities in the Los Angeles region for ABM’s core services in BNI (Janitorial, Parking, and Engineering). The objectives of this role include, but are not limited to staffing and directing a sales team (Managers of Business Development (BDM)) and providing leadership towards the achievement of maximum profitability and topline growth in accordance with company vision and values. Additionally, this role establishes plans and strategies to expand the customer base in the regions specific MSA’s (Metropolitan Statistical Area) and contributes to the development of training and educational programs for clients and BDMs. This role is the market sales leader and manager for sales activity in the designated area. This role also supports the operations led business development activities to ensure alignment with company goals, philosophy and expectations.
Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
Leads and supports all ABM’s cross sell/upsell initiatives within the predefined strategy led by Corp Sales.
Responsible for the performance and development of the BDMs.
Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
Initiates and coordinates development of action plans to penetrate new markets.
Assists in the development and implementation of marketing plans as needed.
Conducts one-on-one review with all BDMs to build more effective communications, to understand training and development needs, and to provide insight for the improvement of BDM’s sales and activity performance.
Provides timely feedback to senior management regarding performance.
Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
Maintains accurate records of all pricings, sales, and activity reports submitted by BDMs.
Creates and conducts proposal presentations and RFP responses.
Assists BDMs in preparation of proposals and presentations.
Controls expenses to meet budget guidelines.
Ensures accurate sales reporting of regional sales activity into company CRM system salesforce.com
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Recruits, tests, and hires BDMs based on criteria agreed upon by senior management.
Performs other duties as assigned or requested.
Relationships and Roles:
Internal / External Cooperation o Insures that all BDMs meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
Delegates authority and responsibility with accountability and follow-up.
Sets examples for BDMs in areas of personal character, commitment, organizational and selling skills, and work habits.
Conducts regular coaching and counseling with BDMs to build motivation and selling skills.
Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
Demonstrates ability to interact and cooperate with all company employees.
Customers, BDMs, Regional Vice Presidents, Senior Vice President(s), Branch Managers, District Managers, Division and Corporate Support Managers, Directors and Executive Vice Presidents, Vice President of Marketing for BNI.
Executive Vice President for the Region, Senior Vice President Sales and Marketing for Onsite, Senior Vice President Corporate Sales; Regional Vice President(s), Regional Director(s) Operations, Branch and District Managers.
Knowledge, Skills & Abilities
A Bachelor’s Degree and/or Minimum 10+ years of experience in business development, sales, sales leadership, and/or sales management.
Experience with enterprise software solutions, sales CRM, and large, complex organizations o Salesforce.com knowledge and experience a significant plus.
Extensive experience in all aspects of Supplier Relationship Management.
Strong understanding of customer and market dynamics and requirements.
Proven leadership and ability to drive sales teams.
Looks for innovative solutions that bring unique value to the ABM portfolio of customers.
Willingness and ability to contribute to top line revenue growth through personal sales achievements and meeting a quota as well as leading BDMs to meet quotas,
Working in collaborative environment and supporting operational personnel to also meet sales plans.
Evaluate new offerings that may lead to new vertical markets.
Ability to travel at least 60% or more.