Sr. Business Development Manager

Responsibilities

The manager will develop and execute strategic territory plans to grow market share in the Higher Education sector by identifying operational challenges and securing new business. They will build trusted advisor relationships with C-suite executives and lead the entire sales process from discovery to contract award.

Requirements

Candidates must have a proven track record in complex solution selling and experience engaging senior decision-makers within large organizations. A bachelor's degree is required, along with proficiency in Salesforce and the ability to articulate financial and operational value propositions.

Skills

• Business development
• Consultative sales
• Executive relationship management
• Strategic planning
• Salesforce
• RFP management
• Facilities management
• Financial acumen
• Negotiation
• Presentation skills
• Communication
• Market intelligence
• Solution selling
• Pipeline management
• Account strategy

Benefits

• Comprehensive benefits package

About this role

The successful candidate will serve as a trusted advisor to education leaders by
identifying operational challenges, financial pressures, campus modernization
needs, and sustainability initiatives, then developing customized solutions that
improve campus performance and support institutional goals. 

This position requires a consultative sales professional with strong business
acumen, experience navigating complex buying environments, and a proven ability
to win competitive opportunities with large, sophisticated organizations. 

Pay:  $95,000 – $125,000  

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.

Benefit Information:

Benefit Information: ABM offers a comprehensive benefits package. For
information about ABM’s benefits, visit ABM Employee Benefits | Staff &
Management
[https://wpe-media.abm.com/wp-content/uploads/2025/ABM_2025_Employee_Benefits_Staff_&_Management_No%20Date%209.5.24.pdf]

RESPONSIBILITIES

New Business Development

* Develop and execute a strategic territory plan focused on growing ABM's
Higher Education market share throughout New York City and surrounding
metropolitan areas.
* Identify, qualify, and secure new business opportunities within colleges,
universities, community colleges, and research institutions.
* Build and maintain a robust pipeline of qualified prospects through proactive
outreach, networking, referrals, industry events, and targeted account
strategies.
* Consistently meet or exceed assigned annual sales and revenue goals.
* Establish ABM as a preferred facilities services partner within the Higher
Education market.

Executive Relationship Management

* Secure and lead meetings with senior decision-makers, including: 
* Presidents and Chancellors
* Chief Financial Officers
* Chief Operating Officers
* Vice Presidents of Administration and Finance
* Procurement Leaders
* Facilities and Campus Operations Executives
* Develop trusted advisor relationships across multiple levels of an
institution.
* Effectively communicate ABM's value proposition to executive stakeholders and
governing bodies.

Solution Development

* Conduct discovery meetings and facility assessments to identify operational
challenges and improvement opportunities.
* Collaborate with operations, engineering, finance, and solution experts to
develop comprehensive service strategies.
* Design and present customized solutions that address: 
* Facilities management
* Custodial and maintenance services
* Engineering and technical services
* Energy and sustainability initiatives
* Infrastructure improvements
* Campus operational efficiency
* Build compelling business cases that demonstrate measurable outcomes and
return on investment.

Proposal and Sales Management

* Lead all phases of the sales process from prospecting through contract award
and implementation.
* Manage responses to RFPs, RFQs, RFIs, and other procurement opportunities.
* Coordinate internal resources to deliver high-quality proposals and
presentations.
* Maintain accurate sales forecasts, opportunity tracking, and pipeline
management within Salesforce.
* Provide regular market intelligence and customer feedback to support ABM's
growth strategy.

QUALIFICATIONS

Required Qualifications

* Proven track record of success in new business development and complex
solution selling.
* Experience selling facilities services, outsourced operations, integrated
facility management, engineering services, energy solutions, or related
professional services.
* Demonstrated ability to manage long sales cycles involving multiple
stakeholders and procurement processes.
* Strong executive presence with experience engaging C-suite decision-makers.
* Excellent negotiation, presentation, and communication skills.
* Ability to develop and articulate financial and operational value
propositions.
* Experience creating and delivering persuasive proposals, RFP responses, and
executive presentations.
* Proficiency with Salesforce, Microsoft Excel, PowerPoint, and Word.
* Bachelor's degree required or equivalent combination of education and
experience.

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Preferred Qualifications

* Direct experience selling into Higher Education institutions.
* Knowledge of Higher Education budgeting, procurement, governance, and capital
planning processes.
* Experience managing opportunities with annual contract values exceeding $1
million.
* Strong understanding of campus facilities operations, deferred maintenance
challenges, sustainability initiatives, and infrastructure modernization
efforts.
* Established network of Higher Education decision-makers within the New York
City market.
* Experience selling multi-year service agreements and strategic partnerships.

ABM (NYSE: ABM) is one of the world’s largest providers of integrated facility,
engineering, and infrastructure solutions. Every day, our over 100,000 team
members deliver essential services that make spaces cleaner, safer, and
efficient, enhancing the overall occupant experience.
 
ABM serves a wide range of market sectors including commercial real estate,
aviation, education, mission critical, and manufacturing and distribution. With
over $8 billion in annual revenue and a blue-chip client base, ABM delivers
innovative technologies and sustainable solutions that enhance facilities and
empower clients to achieve their goals. Committed to creating smarter, more
connected spaces, ABM is investing in the future to meet evolving challenges and
build a healthier, thriving world. ABM: Driving possibility, together.

ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate
on the basis of ...

About ABM US

Facilities Services · 10,001+ employees · headquartered in New York · founded 1909