Project Manager

S&M Pay Transparency/Benefits:

Compensation: $114,000 annual salary (US Dollars)
The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data. You may be eligible to participate in a Company incentive or bonus program

Benefits: ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit ABM Employee Benefits | Staff & Management

Essential Functions: 

• Develop and execute short and long-term sales plans, maintain present sales, attract and connect with new prospects, create proposals, respond to RFPs, and facilitate and close new business.  
• Own the information base on prospective clients within the territory.  
• Prospect for new business by cold call activities, networking, and lead generation & qualification. 
• Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.  
• Research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.  
• Include operations teams in strategic & financial planning and execution.  
• Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.  
• Position yourself within your territory as a leader in your field. Establish a diverse network of relationships that reflect the ABM Way. Include people of influence within our industry, key community partners, strategic partners, and prospective clients.  
• Maintain database for the territory using Salesforce.  
• Effectively manage the assigned budget.  
• Support the company’s online and direct marketing campaigns.  
• Monitor bid schedules and understand the competition in the marketplace fully.  
• Assist in training in both formal and informal situations as needed.  
• Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, clients, and your sales territory.  
• Assist the corporation with competitive intelligence.  

Business/Financial Impact

• Responsible for the operational success of areas of responsibility.  Provides direction and guidance to branch and market management in the planning and execution of activities to promote profitability of branches.
• In conjunction with regional and market operations management, develops strategies for retaining customers by providing high-quality, cost-effective services. 
• Identifies potential new customers.  Plans and executes steps to secure new accounts.
• Ensures market is following ABM standard operating procedures while working with the COE to identify industry best practices.

Influence Responsibility/Level of Interaction 

• Foster effective working relationships with customers. Monitors services provided to customers to ensure adherence to contractual requirements.  Works with region operations management to investigate and promptly resolve customer complaints.   
• Identifies opportunities to acquire new customers. Works with market and region operations management to establish business relationships with potential customers to develop an understanding of customer requirements and to provide an explanation of Facility Services available to meet customer needs.
• Works closely with regional and market operations management team to observe and evaluate services provided, performance and efficiency.  Recommends actions to increase sales growth, improve efficiency and strengthen customer services.  Acts as Subject Matter Expert in the area of Facility Services for the market/region.
• Maintains effective working relationship with labor unions represented within the region.  Provides leadership to employees in markets in area of responsibility.  Promotes positive employee relations.
• Monitors activities and takes steps to ensure compliance with federal, state and local regulations, as well as adherence to ABM policies.
• Works with region operations management to ensure that all audits, including financial, HR, Safety and Risk Management audits, achieve satisfactory results.  Investigates and corrects issues identified in audits. 

Qualifications

·                  Business & Industry Knowledge: Use existing knowledge of the Facility Services industry and specific dynamics of the building and facilities markets, understand human capital, and use economic and financial data to understand potential clients’ businesses. Demonstrated understanding of accounting/finance required, including development and monitoring of budgets and understanding of factors impacting financial results.

·                  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. Effective written and verbal communications skills.  Computer proficiency, including spreadsheet applications.  Ability to prioritize projects, handle multiple assignments simultaneously and ability to meet strict deadlines.       Ability to work independently.

·                  Relationship Building: Build relationships both internally and externally for the purpose of fostering collaboration across several entities. Strong supervisory skills, including ability to provide leadership to Regional Operations Managers/Directors and to their subordinates.

·                  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.

·                  Compliance: Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team. 

·                  Experience:  10 years prior management experience in the Facility Services field, including previous operations management experience.