National Account Manager, APS

National Account Manager, APS for BNI

ABM Performance Solutions (APS) is ABM’s self-delivered operational platform which incorporates all of ABM’s offerings into one consolidated service model. Specifically, APS is our multi-service performance model structured to maintain the built environment with self-delivered services including cleaning, energy, sustainability, safety, resiliency, power, mechanical, electrical, EV-charging, parking, and operating engineers. Governed by a single contract, APS helps our clients improve operations, drive outcomes, and enhance resiliency and reliability of their facilities while allowing them to better focus on their core business. The National Account Manager, APS, for ABM Performance Solutions is responsible for developing a pipeline of APS opportunities (New and Existing Client Expansion) and converting those opportunities into new business for ABM in line with assigned sales quota.

The National Account Manager, APS is responsible for partnering with Business & Industry Group Operations and Sales resources to identify, qualify and sell the ABM Performance Solutions product to existing and new clients. 

The National Account Manager, APS executes sales processes in alignment with the aligned Industry Group ensuring that clients outcomes are achieved, client experience is positive, ABM financial objectives are met, and sales opportunities are supported.  The NAM for APS is responsible for meeting the defined sales quota as established by the senior leadership.  The National Account Manager, APS will drive conversion of assigned ABM accounts to APS and all other assigned APS pursuits.

The successful individual functions as the subject matter expert for APS for each pursuit and ensures APS sales process adherence from Qualification, Solutioning and Ops Mobilization for each individual pursuit.

Benefit Information:

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

Responsibilities:

• Develop a pipeline of high potential APS opportunities working closely with Industry Group Operations and Sales teams to achieve annual sales goals and position for long-term results, by selling consultatively, building trust, identifying and developing leads, setting appointments, conducting account research, leading sales calls, and creating relationships within a “Trusted Advisor” approach that leads to new business opportunities for the company.
• Understand ABM and its people, processes, and solutions, through knowing the company and exemplifying our vision and values, describing our services and solutions, and optimizing our resources and technology
• Drive business results by leveraging personal capabilities and qualities, including initiative, decision making, planning, and resilience.
• Build relationships internally for the purpose of fostering collaboration across a complex matrix organization to drive better sales outcomes
• Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Adherence to ABM’s Core Values of Respect, Integrity, Collaboration, Innovation, Excellence and Trust.
• Adopt and execute the processes established by the APS Platform Team for each pursuit, understanding the different nuances of each IG.
• Develop an internal network (with Functional Groups) and external network (perspective clients, industry, etc.).
• Proactively identify potential risks on assigned opportunities and communicate to leadership for decision or agree mitigation plan
• Take a leading role in all assigned business development opportunities, including pricing, presentations, and client engagements.
• Use of Salesforce.com and established sales processes across all opportunities.
• Help to drive a culture of safety by incorporating EHS expertise and solutions into proposal responses and leading with safety in client meetings (Moment for Safety)
• Lead multiple pursuits simultaneously.
• Special projects and other duties as assigned.

Relationships and Roles:

• Internal / External Cooperation
  • APS Platform Team
    • Function as key sales business partner and subject matter expert representing the Industry Group and Platform Team on assigned pursuits.
  • ABM IG Sales/Operations (Internal)
    • Support each pursuit and drive standard APS sales process
  • IG Clients (External) 
    • Function as Client Advocate, Key Representative and SME from ABM for APS Client