Senior Business Development Manager - EDU

ABM Industries seeks a Senior Business Development Manager to grow Higher Education business by building relationships, shaping opportunities, and leading consultative sales.

Responsibilities

• Develop and execute a strategic territory plan to grow ABM’s Higher Education market share across New York City and surrounding metropolitan areas
• Identify, qualify, and secure new business opportunities with colleges, universities, community colleges, and research institutions
• Build and maintain a strong pipeline of qualified prospects through proactive outreach, networking, referrals, industry events, and targeted account strategies
• Meet or exceed assigned annual sales and revenue goals
• Position ABM as a preferred facilities services partner in the Higher Education market
• Lead meetings with senior decision-makers, including Presidents and Chancellors, CFOs, COOs, VPs of Administration and Finance, procurement leaders, and facilities and campus operations executives
• Develop trusted-advisor relationships across multiple levels within each institution
• Communicate ABM’s value proposition to executive stakeholders and governing bodies
• Run discovery meetings and facility assessments to uncover operational challenges and improvement opportunities
• Partner with operations, engineering, finance, and solution experts to create service strategies
• Design and present customized solutions covering facilities management, custodial and maintenance, engineering and technical services, energy and sustainability initiatives, infrastructure improvements, and campus operational efficiency
• Build business cases that show measurable outcomes and ROI
• Own the sales process from prospecting through contract award and implementation
• Manage responses to RFPs, RFQs, RFIs, and other procurement opportunities
• Coordinate internal teams to deliver high-quality proposals and presentations
• Maintain accurate sales forecasting, opportunity tracking, and pipeline management in Salesforce
• Provide regular market intelligence and customer feedback to support ABM growth strategy

Requirements

• Proven success in new business development and complex solution selling
• Experience selling facilities services, outsourced operations, integrated facility management, engineering services, energy solutions, or related professional services
• Track record managing long sales cycles with multiple stakeholders and procurement processes
• Strong executive presence with experience engaging C-suite decision-makers
• Excellent negotiation, presentation, and communication skills
• Ability to develop and explain financial and operational value propositions
• Experience creating and delivering persuasive proposals, RFP responses, and executive presentations
• Proficiency in Salesforce, Microsoft Excel, PowerPoint, and Word
• Bachelor’s degree required or an equivalent combination of education and experience

Technologies

• Salesforce
• Microsoft Excel
• PowerPoint
• Word

Benefits

• Comprehensive benefits package (details: ABM Employee Benefits | Staff & Management)

Pay

• $95,000 to $115,000 per year
• Final compensation varies based on education, experience, skills, abilities, geographic location, and market data alignment

Preferred Qualifications

• Direct experience selling into Higher Education institutions
• Knowledge of Higher Education budgeting, procurement, governance, and capital planning processes
• Experience managing opportunities with annual contract values exceeding $1 million
• Strong understanding of campus facilities operations, deferred maintenance, sustainability initiatives, and infrastructure modernization
• Established network of Higher Education decision-makers in the New York City market
• Experience selling multi-year service agreements and strategic partnerships

Location: Philadelphia, PA (onsite)

Education: Bachelor’s degree required or equivalent combination of education and experience