Senior Director, Sales

The Senior Director, Sales – Life Sciences provides sales and account leadership for a designated number of large, strategic Life Sciences clients. The Senior Director, Sales will be expected to develop deep industry relationships and develop new business opportunities with existing and new target ‘blue chip’ clients.  They will partner with key customer management and other stakeholders to identify value-based solutions that help grow and retain ABM’s business with these clients across our range of service solutions (APS/IFS, GMP Cleaning, janitorial, facility services engineering, technical solutions, etc.).  The Senior Director will cross-sell other facility services as well and ensure ABM program quality and implementation of contract terms. Financial performance, P&L, and A/R, work order management, and problem resolutions will be the Senior Director’s responsibility as well. As a leader, the Senior Director will be required to give dynamic client presentations, manage complex RFP and estimating solutions, and updates.   

Pay:  $122,850 - 175,500

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.

Benefit Information:

ABM offers a comprehensive benefits package.  For information about ABM’s benefits, visit ABM 2024 Employee Benefits | Staff and Management Team Members.

 

Essential Functions: 

• Establishes productive, professional relationships with key ABM and client personnel within Life Sciences 
• Partnering, consulting and communicating with Key Customer Management. 
• Partnering, consulting and communication with Key internal stakeholders. 
• Active Participation in relevant industry associations (e.g. ISPE, MassBIo, BioComCA) 
• Identifying, planning and executing growth strategies and tactics. 
• Managing large, complex solutions and proposals, including formal RFPs and negotiated opportunities. 
• Consult with key clients as a GMP and Life Sciences subject matter expert. 
• Managing growth opportunities and existing relationships with key third party IFM firms. 
• Supporting change and transition activities, and monitors rollout schedules, targets and plans. 
• Ensuring that all standardization programs have been set and are being utilized effectively. 
• Coordinating all billing, reporting and accounting requirements relative to the Customer, and in conjunction with ABM’s standards. 
• Monitoring Profit and Loss Statements ensuring accuracy and optimal financial performance. 
• Monitoring the accounts receivable activity of the account ensuring accuracy and timeliness. 
• Ensuring that all contract terms and requirements are being upheld by both the Customer and ABM. 
• Following up and ensuring problems and/or issues are resolved via work order management. 
• Presenting information to the customer during key meetings and reviews. 

Education: 

• Bachelor’s degree preferred or equivalent level of professional experience. 

Experience: 

• 8+ years of relevant professional experience. 
• Minimum of 10 years of major account experience. 
• Minimum of 5 years of experience in the Life Sciences vertical, including delivery of facility services in a GMP Environment 

Other: 

• Ability to communicate and present effectively to all levels including executive. 
• Ability to present to groups. 
• Strong knowledge and experience in account management within the facilities services industry. 
• Successful track record in selling and/or growing large, complex accounts required. 
• History of building relationships with existing clients to maintain present sales and to facilitate add-on business and services. 
• Able to represent Company at local or regional conferences or at National meetings and trade organizations. 
• Must have the ability to solve problems quickly as well as manage multiple accounts over a large geographic area.