facility services sales manager

ABM Industries Inc.

<p></p><div><p>This Senior Business Development Manager works to develop new and potential commercial and industrial accounts within a defined territory for Onsite Facility Services: Cleaning, Environmental, Parking, and Engineering. This experienced professional works with prospective clients to explore the strengths and weaknesses of their current facility services programs creates and presents an effective sales and marketing strategy unique to that prospective client that includes one service or several bundled solutions. This position also partners with ABM operations in planning and executing superior results owns the strategic selling process, communicates value, identifies and resolves client issues, and maintains strong client relationships while cross-selling eight comprehensive lines of facilities services.</p>
<p><b>
Pay: </b>$74,000.00-$130,000</p>
<p>
The pay listed is the salary range for this position, an estimate, and not guaranteed. Any specific offer will vary based on the applicant&rsquo;s experience, skills, abilities, geographic location, and alignment with market data.</p>
<p>
You may be eligible to participate in a Company incentive or bonus program.</p>
<p><b>
Benefit Information:</b></p>
<p>
ABM offers a comprehensive benefits package. For information about ABM&rsquo;s benefits, visit Employee Benefits | Staff &amp; Management</p><p></p><p><b><br>
Essential Functions:</b></p><ul><li>
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.
</li><li>Own the information base on prospective clients within the territory.
</li><li>Prospect for new business by cold call activities, networking, and lead generation &amp; qualification.</li><li>
Use ABM-branded marketing materials to create detailed, customized, innovative, and lively proposals.
</li><li>Research a customer's existing facility solutions and programs and schedule a bid walk of the facility with the prospect.
</li><li>Include operations teams in strategic &amp; financial planning and execution.
</li><li>Negotiate contracts, close the deal, and manage the transition to operations to ensure the proposal commitments are delivered.
</li><li>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.
</li><li>Maintain database for the territory using Salesforce.
</li><li>Effectively manage the assigned budget.
</li><li>Support the company&rsquo;s online and direct marketing campaigns.
</li><li>Monitor bid schedules and understand the competition in the marketplace fully.
</li><li>Assist in training in both formal and informal situations as needed.
</li><li>Develop a network of skilled and informed operators. Partner with them to ensure understanding of prospects, clients, and your sales territory.</li><li>
Assist the corporation with competitive intelligence.</li></ul><p><br>
</p><p></p><p><b>Required Qualifications:</b></p><p><b><i>
Education:</i></b></p><ul><li>
Bachelor&rsquo;s degree or equivalent experience.</li></ul><p><b><i>
Experience:</i></b></p><ul><li>
5 years of service sales experience, including finding, qualifying, and closing new business primarily through cold calls and self-generated leads.</li><li>
Experience with and/or working knowledge of facility services, janitorial, commercial real estate, property management companies, or other related fields strongly desired.</li><li>
Strength in writing and presenting compelling, detailed, sales proposals.
</li><li>Experience pricing labor within proposals preferred.
</li></ul><p><b><i>Other:</i></b></p><ul><li>
Must be located in market</li><li>
Hunter sales mentality, goal-driven and self-motivated.</li><li>
Demonstrated success in selling services or other intangible business offerings.</li><li>
Must be comfortable presenting complete solutions in group settings.</li><li>
Track record of being organized, efficient, and able to manage a high number of prospects at different stages of the sales process.</li><li>
Collaborative with the ability to work successfully with internal operations and sales support teams.</li><li>
Advanced computer skills in MS Office and Salesforce or another CRM.</li><li>
Self-disciplined, results-driven, and accustomed to winning sales awards through consistent high performance.</li><li>
Proficiency in Microsoft Office Suite, Salesforce.com (or similar CRM).</li></ul><p></p><div>
<b>About Us</b>
<br>
<br>
ABM (NYSE: ABM) is one of the world&rsquo;s largest providers of facility services and solutions. A driving force for a cleaner, healthier, and more sustainable world, ABM provides essential services and forward-looking performance solutions that improve the spaces and places that matter most. From curbside to rooftop, ABM&rsquo;s comprehensive services include janitorial, engineering, parking, electrical and lighting, energy and electric vehicle charging infrastructure, HVAC and mechanical, landscape and turf, and mission critical solutions. ABM serves a wide range of industries &ndash; from commercial office buildings to universities, airports, hospitals, data centers, manufacturing plants and distribution centers, entertainment venues and more. Founded in 1909, ABM serves over 20,000 clients, with annualized revenue approaching $8 billion and more than 100,000 team members in 350+ offices throughout the United States, United Kingdom, Republic of Ireland, and other international locations. For more information, visit http://www.abm.com.
<br>
<br>
ABM is proud to be an Equal Opportunity Employer qualified applicants without regard race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran or any other protected factor under federal, state, or local law. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.
<br>
<br>
ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.
<br>
<br>
ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you&rsquo;ll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you&rsquo;re looking for a frontline or professional position, you can find post-military career opportunities across ABM.
<br>
ABM directs all applicants to apply at http://www.abm.com/ ABM does not accept unsolicited resumes.</div></div><p></p>

Senior Business Development Manager, Commercial

Regency Integrated Health Services

<div><p><b>Primary Responsibilities</b></p><p>
The primary purpose of your position is to manage the facility census by acting as the liaison between external referral sources and the internal facility and central admissions operations. This position is responsible for identifying, developing, securing, and growing new and existing accounts and customer opportunities by building a strong network within the hospital(s) assigned, as well as supporting the coordination of services among the areas&rsquo; providers (e.g., managed care organizations, physicians, etc.). You will conduct on- site referral screenings at assigned hospitals and will be evaluated based on your performance of the tasks listed in this job description. In addition, this position is to provide an accurate assessment and communication with the appropriate building information regarding expected or pending admissions. This is a sales and clinical position that requires a valid and clear RN/LPN/LVN/ RRT certification.</p><p><b>
Essential Functions</b></p><ul><li>
Manages key accounts (may include hospitals, centers, physician offices, residential care centers, assisted living centers, home health, senior living or anywhere) as assigned by the Regional Director of Sales and Business Development, Corporate Director of Sales Management or the SVP of Business Development in a set geographic market</li><li>
Develops and utilizes existing tools and resources to grow and manage the relationships of each account by completing the Clinical Liaison 3-tiered market plan monthly and as necessary</li><li>
Identifies program development opportunities to increase new admissions</li><li>
Makes daily sales calls to assigned accounts such as hospital case managers, social workers, physicians, hospital discharge planners and administrators, professional organizations, home health agencies, families, etc. to understand the need for program services and to communicate services offered which meet these needs to obtain referrals of patients with the goal of developing new business</li><li>
Completes daily rounds in designated hospitals and other assigned accounts obtaining referrals and screening patients to evaluate care needs prior to admission, identify new patients and direct to appropriate center by utilizing the facility clinical and financial grids</li><li>
Responds to calls and/ or inquiries from hospitals and assigned accounts regarding potential admissions and respond to these calls within 30 minutes</li><li>
Communicates information to case manager and facility sales/admissions teams, Central Admissions, Administrator or Director of Nursing when applicable and helps coordinates patient&rsquo;s smooth transition into the facility</li><li>
Obtains accurate information from physicians, patient, and referral source regarding the expected discharge plan and communicates this information to the sales/admission team</li><li>
Assists potential patients in selecting post-acute placement to Regency facilities or ancillary service lines when applicable by performing on-site referral screenings</li><li>
Identifies appropriate facility placement utilizing facility clinical and financial grids recognizing:<ul><li>
Referral&rsquo;s clinical needs;</li><li>
Availability of necessary services, programming and clinical competencies;</li><li>
Customer insurance and/or financial resources;</li><li>
Family and/or responsible party needs; and</li><li>
Bed availability</li></ul></li><li>
Secures appropriate admissions in the field and coordinates admission with facility personnel</li><li>
Obtains appropriate clinical documentation to support services and/or reimbursement level</li><li>
Allocates 100% of time (i.e. majority) in the field traveling between key accounts as indicated by direct report</li><li>
Uses Referral Screening form to screen residents; ensure PASSR is completed upon admission</li><li>
Completes Customer Service QA form and provides to appropriate facility, regional and corporate teams when complaint from assigned account including but not limited to case managers, social workers, physicians, patients and family members of patients</li><li>
Completes Daily Clinical Liaison Report</li><li>
Coordinates marketing visits with facilities, Regional Director of Sales and Business Development, Corporate Director of Sales Management or SVP of Business Development along with other company staff members</li><li>
Participates in the planning and organizing of the territory&rsquo;s sales plan. Implements assigned portions of the plan</li><li>
Provides SVP of Business Development, Corporate Director of Sales Management, Regional teams and Facility teams with information and feedback from the providers in the territory</li><li>
Adheres to established HIPAA confidentiality standards of patient/resident and client location information</li><li>
Develops referrals from hospital social services and discharge planning departments, physicians, case managers, insurance companies and new referral sources</li><li>
Demonstrates growth in hospital referrals, as reflected in an increase of overall occupancy and quality mix in Regency facilities and ancillary service lines</li><li>
Decides acceptance of patients and coordinates admission process with facility staff by utilizing the facility clinical and financial grids</li><li>
Read and familiarize self with State and Federal Nursing Facility regulations</li><li>
Read and familiarize self with Nursing Facility 5-Star program along with Regency facility ratings and understand how to respond to referral sources/ family members/ potential patients about ratings</li><li>
Stay current and familiarize self with current healthcare and community trends including but not limited to Alternative Payment Models and changes in accounts, competitors or healthcare community</li><li>
Participates in off hour and weekend on call duty as assigned</li><li>
Other duties as assigned</li></ul><p><b>
Licensing Requirements</b></p><ul><li>
LVN or RN</li></ul><p><b>
Experience Requirements</b></p><p>
</p><ul><li>Strong medical assessment skills</li><li>
Prior hospital, ICU, LTACH experience is a plus</li><li>
Former or current skilled nursing ADONs and DONs are encouraged to apply</li><li>
Must possess strong oral and written communication skills.</li><li>
Previous sales experience is preferred
</li></ul><p><b>Physical Demands</b></p><p>
The physical demands described here are representative but not necessarily all inclusive of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to effectively communicate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.</p><div><div><div>
Action</div><div> Rarely</div><div> Occasionally</div><div> Frequently</div></div><br>
<div><div>
Lifting - 1-25 lbs</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Lifting - 25-50 lbs</div><div> </div><div>X</div><div>
</div></div><br>
<div><div>Lifting - 50+ lbs</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Carrying - 1-25 lbs</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Carrying - 25-50 lbs</div><div> </div><div>X</div><div>
</div></div><br>
<div><div>Carrying - 50+ lbs</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Pushing/Pulling - 1-25 lbs</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Pushing/Pulling - 25-50 lbs</div><div> </div><div>X</div><div>
</div></div><br>
<div><div>Pushing/Pulling - 50+ lbs</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Sliding/Transferring - 1-25 lbs</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Sliding/Transferring - 25-50 lbs</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Sliding/Transferring - 50+ lbs</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Standing</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Sitting</div><div> </div><div>X</div><div>
</div></div><br>
<div><div>Walking</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Speaking</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Driving</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Balancing/Climbing</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Stooping/Kneeling</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Crouching/Crawling</div><div> X</div><div>
</div></div><br>
<div></div><div><div>Reaching</div><div> </div><div>X</div><div>
</div></div><br>
<div><div>Hearing/Listening</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Seeing</div><div> </div><div></div><div>X</div></div><br>
<div><div>
Turning/Twisting/Leaning</div><div> </div><div>X</div></div></div></div><p></p>

CLINICAL LIAISON - LVN/RN NURSE

Acciona- Qatar

<p>We are seeking an experienced and results-driven Business Development Manager with a strong background in Facility Management (FM) to drive revenue growth and expand our client portfolio. The ideal candidate will have proven experience in securing FM contracts, developing strategic client relationships, and delivering customized integrated facility solutions.<br /><br />Key Responsibilities<br />·      Identify and develop new business opportunities within the FM sector<br />·      Generate leads and convert prospects into long-term clients<br />·      Prepare and submit competitive tenders and proposals (RFP/RFQ)<br />·      Develop customized Integrated Facility Management (IFM) solutions<br />·      Conduct site surveys and cost estimations<br />·      Negotiate commercial terms and close high-value contracts<br />·      Build and maintain strong relationships with clients and stakeholders<br />·      Achieve assigned revenue and profitability targets<br />·      Maintain accurate pipeline forecasting and reporting<br /><br />Requirements<br />·      5–8 years of experience in Business Development or Sales<br />·      Minimum 3 years of experience in Facility Management industry<br />·      Strong knowledge of:<br />*Hard FM Services (MEP, HVAC, Electrical, Fire Systems)<br />*Soft FM Services (Cleaning, Security, Landscaping, Pest Control)<br />·      Experience in tendering, costing, and SLA-based contracts<br />·      Strong negotiation and presentation skills<br />·      Good financial acumen (costing, margin analysis, P&amp;L understanding)<br />·      Bachelor’s degree in Business, Engineering, or related field</p>

Business Development Manager

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Senior Business Development Manager, Commercial

Senior Business Development Manager, Commercial

Senior Business Development Manager, Commercial

Senior Business Development Manager, Commercial

Senior Business Development Manager, Commercial

CLINICAL LIAISON - LVN/RN NURSE

Business Development Manager