Director of Sales, Education

Overview

We are looking for a Director of Sales to join our Education Solutions team to continue the growth of our business in the K-12 and Higher Education markets.

The Director of Sale’s objective is to demonstrate ABM’s unique value to potential customers and provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs and then turn that into a vision for a comprehensive solution. This position requires the Director of Sales to be well versed in public finance, school funding and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client’s operating budget.

Pay:

$122,850 - $228,150 base + Bonus

You may be eligible to participate in a Company incentive or bonus program.

Benefit Information:

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Recruiting Flyer - Staff & Mgmt
Responsibilities

High level of motivation and ability to secure appointments with K12 and Higher Ed – C level decision makers
Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
Good understanding of client finances and ability to read and understand client financial statements
Secure key opportunities through financial agreements
Thorough understanding of energy conservation and energy governing laws/regulations
Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions
Assist in developing the right solution
eed for the customer
Ability to communicate, council, and sell at all levels of an Education organization but with extensive acumen at the “C” suite: Superintendents and business managers (K12) Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED).
Be THE advocate for 100% referenceable clients relating to this value proposition
Qualifications

Proven success in selling complex facilities services and/or performance contracts
Successful experience managing very long RFP driven sales cycles
Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred
Extensive knowledge of proactive prospecting at the financial decision-making level of K12 and HED
Experience selling multiyear service-related contracts with annual values in the millions
Four-year degree, but additional years of experience in the Facilities Services industry can be a substitute
Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word & Excel
Must be comfortable with speaking to large audiences
Ability to understand operating budgets
Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
Ability to master ABM financial tools; Salesforce, Capital Generation Tool, ECM Matrix