Regional Account Manager, APS

The Regional Account Manager (RAM) is a strategic leader responsible for driving growth, client satisfaction, and operational excellence across a portfolio of commercial and property management accounts. This role combines sales leadership with client relationship management. management, and operational oversight, with a strong emphasis on ABM’s integrated service offerings delivered through the ABM Performance Solutions (APS) platform.

APS is ABM’s self-delivered, multi-service operational model designed to maintain and enhance the built environment. It consolidates services such as cleaning, energy, sustainability, safety, resiliency, power, mechanical, electrical, EV charging, parking, and engineering under a single contract. The RAM leverages this platform to deliver measurable outcomes, improve facility performance, and help clients focus on their core business.

As a trusted advisor, the RAM identifies and develops new business opportunities, expands existing client relationships, and ensures the seamless delivery of services. This role is crucial in aligning ABM’s innovative solutions with client needs, driving both operational success and long-term strategic growth.

Key Responsibilities:

Client & Account Leadership

• Build and maintain strong, professional relationships with key client stakeholders and ABM personnel.
• Serve as the primary point of contact for strategic accounts, ensuring alignment with client goals and expectations.
• Lead client business reviews, presentations, and strategic planning sessions.

Sales & Growth Strategy

• Develop and execute growth strategies to expand service offerings within existing accounts and secure new business opportunities.
• Engage directly with C-suite prospects to articulate ABM’s value proposition and drive executive-level buy-in.
• Collaborate closely with Business Development Managers (BDMs) to identify, pursue, and convert high-value opportunities.
• Promote and cross-sell ABM’s integrated services including janitorial, engineering, energy, sustainability, EV charging, and parking management.
• Drive conversion of traditional accounts to the ABM Performance Solutions (APS) model where applicable.

Operational Excellence

• Ensure high standards of service delivery, contract compliance, and client satisfaction.
• Oversee financial performance including P&L management, accounts receivable, and margin improvement initiatives.
• Collaborate with internal teams to ensure seamless service integration and operational efficiency.

Business Development & Innovation

• Identify and qualify new opportunities within assigned territory or client base.
• Leverage emerging technologies (IoT, AI, Smart Buildings) to enhance client outcomes and operational performance.
• Utilize Salesforce and other CRM tools to track pipeline activity and manage sales processes.

Collaboration & Leadership

• Partner with Industry Group (IG) leaders, APS platform teams, and functional departments to support client pursuits and retention.
• Lead multiple pursuits simultaneously, ensuring adherence to ABM’s sales and operational processes.
• Foster a culture of safety, innovation, and continuous improvement.

 

Qualifications:

• Education: Bachelor’s degree preferred (Engineering, Business, or Facilities Management) or equivalent experience.
• Experience:
  • 8+ years in commercial or property management, facilities services, or related industries.
  • 4+ years managing major accounts or strategic clients.
  • Proven track record in sales, client retention, and operational leadership.
• Skills:
  • Strong financial acumen with experience managing P&L and identifying margin opportunities.
  • Excellent communication, presentation, and interpersonal skills.
  • Proficiency in Microsoft Office Suite, Salesforce, and facility management systems (CMMS, BMS, IWMS).
  • Ability to lead cross-functional teams and manage complex client relationships.

Benefit Information:

ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Employee Benefits | Staff & Management 

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.