Regional Account Manager, Amazon

Goals

• Work with ABM sales professionals and operations teams within our industry groups by combining knowledge of best practices and processes to increase our share of wallet and “stickiness’ with our client base.
• Focus on growing the Amazon account in the Texas market.
• Manage multiple opportunities in assigned industry group and market to achieve orders, margin, and growth.
• Provide competitive insight and trends in support of sales pursuits.
• Participate in promotion of ABM as an expert in assigned market through participation in industry forums, webinars, and customer seminars.

Benefit Information:

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

Key Deliverables

• Provide tailored solutions and value propositions for assigned offering or vertical markets.
• Develop a pipeline of opportunities in assigned area.
• Accurately forecast and achieve orders, margin, and growth.
• Participate in opportunity and account planning and strategy sessions.
• Training and knowledge transfer of offerings or vertical market set to sales professionals and operations team members.
• Define specific growth initiatives for targeted industry and market.

Responsibilities

• Establishes productive, professional relationships with key ABM and client personnel in the assigned industry group and/or strategic accounts
• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet account performance objectives and customer’s expectations
• Closely coordinates company executive involvement with partner and end user customer management as necessary
• Forward thinking technology leader offering a passion and commitment for designing and developing a customer strategy and plans to drive required financial results
• Accountable for the maintenance, growth and increased profitability of the assigned accounts and directs customer specific technology initiatives which deliver value added services to increase our penetration of each account
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
• Develops and maintains strong relationships with customers at decision-making levels. Defines and executes sales strategies and communicates clearly and concisely through professional presentations.
• Leads sales and knowledge presentations for internal and external clients. Develops and discusses how ABM’s suite of products and services can meet the customer's needs, and still satisfy company profitability and growth requirements.
• Serves as an expert in products, solutions and general service delivery methodologies. Maintains an expert knowledge of the customer's business products and services. Ensures profitable revenue growth and customer satisfaction within the assigned accounts

Skills

• Ability to create new opportunities by understanding market dynamics and how ABM can solve our client’s response to these dynamics with our services and solutions
• A strong team player up and down the organization
• Supporting the securing and finalizing of the sale
• Establishes and builds credibility quickly
• Can clearly articulate value and demonstrate how solutions map to a customer’s needs and drivers
• Compelling presentation and communication skills
• Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results.
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Balance and persistence in customer follow-up
• See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required.

Knowledge

• In-depth industry and market knowledge
• Knowledge of solutions and offerings for the assigned industry group and market
• A well-developed sense of the customers’ business, their drivers, and their organization
• Understands the customers’ unique value, extensive knowledge of competitors’ solutions, value propositions, market strategies and position

Experience

• Bachelor’s Degree in business or related area
• Minimum of ten (10) years outside business-to-business sales experience selling value-added services.
• Proven track record and experience including consultative sales, new business development, meeting an annual revenue sales quota, identifying customer’s budgets, and cost justification selling, required.
• Experience in working directly with key stakeholders including executive leadership within customers required
• Live near a city center of Austin, Houston or Dallas-Ft. Worth metro centers
• Strong presentation skills and communication
• Demonstrated success of building relationships with existing clients to facilitate expand share of wallet with a new offering or service
• Must have the ability to solve problems quickly as well as support multiple accounts over a large geographic area
• Technical aptitude and skills in one or more of the following disciplines including HVAC, mechanical, building automation, electrical power and/or EV solutions
• Must be able to work productively in a matrix team environment
• Must be able to define and execute sales strategies and communicate clearly and concisely through professional presentations
• Must be results oriented and have a proven track record showing high leadership qualities
• Must show demonstrated success in dealing with large complex accounts, have a history of running and managing groups/accounts and not only thrive on change, but drive it as well
• Needs a financial understanding of Total Cost of Ownership model
• Highly effective verbal and written communication skills, including an energetic, enthusiastic, and compelling sales presence
• Viewed as a Trusted Advisor by their customers internally and externally