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Business Development Director, K12 & Higher Ed

Company: ABM
Location: Wichita
Posted on: June 12, 2021

Job Description:

Regional Business Development Director - K12 & Higher Education Facilities

Position Summary:

The Director of Education Solutions objective is to demonstrate ABM's unique value to potential customers and provide them with assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs, and then turn that into a vision for a comprehensive solution. You will play the role of the team quarterback between the customer's team and ABM's operations team. The ideal candidate will be able to "paint a picture" of success and become a consultant to the "needs" of the customer. Our company is driven to develop successful business relationships by making a difference, every person, every day. This position requires the Business Development Director to be well versed in public finance and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client's operating budget.

Job Requirements:

  • High level of motivation and ability to secure appointments with K12 and Higher Education C-level decision makers
  • Ability to drive sales process from start to finish
  • Initiate contact
  • Develop Sales Strategy
  • Drive the team to the right solution
  • Maintain Client relationships

  • Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
  • Read and understand client financial statements
  • Secure key opportunities through financial agreements
  • Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions
  • Assist in developing the right solution/need for the customer
  • Ability to communicate, council, and sell at all levels of an Education organization but with extensive acumen at the "C" suite: Superintendents and business managers
  • 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.
  • Use ABM branded marketing materials to create detailed, customized, innovative, and lively proposals.
  • Research a customer's existing facility solutions and programs
  • 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 CRM.

Minimum Requirements

Minimum Requirements:

  • Experience selling into markets such as K-12 Education and Higher Education in the Mountain/West territory
  • Previous experience as a Superintendent, CAO, or School Board member highly desirable
  • Extensive knowledge of proactive prospecting at the financial decision making level of K12 & HED
  • Must have strong written and oral communication skills, presentation skills, and computer skills
  • Must be comfortable with speaking to large audiences
  • Ability to understand operating budgets and structure deals minimal to no impact on a client's debt margin
  • Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
  • Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
  • Ability to master ABM financial tools; Capital Generation Tool, ECM Matrix, Excel Pro Forma models with little management support.
  • Must be an outstanding presenter and therefore possess a complete understanding of MS PowerPoint, Word & Excel
  • Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP's, RFQ's, contracts, and all other forms of written communication to the client.
  • Consistently implement Salesforce.com as the primary means of managing sales pipeline and activity
  • The advocate for 100% referenceable clients relating to this value proposition.

Keywords: ABM, Wichita , Business Development Director, K12 & Higher Ed, Other , Wichita, Kansas

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