What are the responsibilities and job description for the Senior Business Development Manager - MOB position at ABM US?
The Business Development Manager is responsible for developing new and potential non-acute healthcare, medical office, commercial, and industrial accounts within a defined territory for Onsite Facility Services: Cleaning, Environmental, Parking, and Engineering. This experienced professional engages with prospective clients to assess the strengths and weaknesses of their current facility services programs and presents tailored sales and marketing strategies that may include one or several bundled solutions. In addition, the role partners closely with ABM operations to plan and execute 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.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Employee Benefits | Staff & Management
Qualifications:
- Bachelor’s degree or equivalent experience.
Experience:
- 2 years of service sales experience, including prospecting and closing new business through cold calls and self-generated leads.
- Experience in facility services, janitorial, commercial real estate, or healthcare environments strongly preferred.
- Ability to write and present compelling, detailed proposals.
- Experience pricing labor within proposals is a plus.
- Familiarity with healthcare-specific challenges such as infection prevention, patient experience, and safety compliance.
Other:
- Hunter sales mentality: goal-driven and self-motivated.
- Proven success selling services or intangible solutions.
- Comfortable presenting to healthcare executives and decision-makers.
- Organized and efficient with the ability to manage multiple prospects at various stages.
- Collaborative and able to work effectively with internal teams.
- Advanced computer skills in MS Office and Salesforce (or similar CRM).
- Self-disciplined and results-driven with a track record of high performance.
Preferred Certifications & Training:
- CMIP (Certificate in Infection Prevention)
- CPXP (Certified Patient Experience Professional)
- T-CHEST or T-CNACC (non-acute healthcare certifications)
- Participation in AHE (Association for the Health Care Environment) training programs
Responsibilities:
Essential Functions:
- Develop and execute short- and long-term sales plans, maintain current sales, attract new prospects, create proposals, respond to RFPs, and close new business.
- Own territory intelligence and maintain a strong understanding of healthcare-specific facility needs.
- Prospect for new business through cold calling, networking, and lead generation & qualification.
- Use ABM-branded marketing materials to create customized, innovative proposals tailored to healthcare environments.
- Research existing facility solutions and schedule bid walks with prospects.
- Collaborate with operations teams in strategic and financial planning and execution.
- Negotiate contracts, close deals, and manage transitions to operations to ensure delivery of proposal commitments.
- Establish yourself as a thought leader in healthcare facility services within your territory.
- Build a diverse network of relationships, including healthcare professionals, strategic partners, and community influencers.
- Maintain territory data in Salesforce.
- Manage assigned budget effectively.
- Support online and direct marketing campaigns.
- Monitor bid schedules and maintain competitive intelligence.
- Assist in training and development of operators and internal teams.
- Partner with skilled operators to ensure alignment with client needs and territory goals.