Director of Sales - Distribution

Job DescriptionThis position requires the Director of Sales, reporting to the Vice President of Sales, to be an experienced sales professional and possess exceptional presentation skills. Must be able to manage, coach, and motivate a sales team and have a proven history of navigating in a complex selling environment. This position will provide ongoing support, guidance, and direction to the local sales team in the development, implementation, and achievement of sales targets and building advanced financial strategies for their clients that overcome the constraints of funding projects without tax increases. This role will work collaboratively with the local sales and operational team members to support ABM in its efforts to achieve branch and regional revenue goals. Essential Functions: Manage the sales staff to exceed sales/booking requirements Coach & motivate a sales team to execute the sales process to cultivate and manage long-term relationships and sell large, complex programs. Maintain the integrity of the sales process. Direct, recruit, and lead the team with focus on continuous improvement. Select and develop a team of professionals. Influence and support functional strategy; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met. Develop, establish, and execute sales plans and targets for short- and long-term objectives for an established region. Manage company products, services, features, and benefits knowledge. Inform direct reports on competitive services, promotional matters, sales techniques, pricing, and marketing policies. Analyze account profitability and determine necessary sales techniques, advertising, and market penetration with sales representatives. Develop, present, and sell value proposition; Gather and format data and submit responses to RFPs. Define and implement regional sales plans, author presentations, reports and price quotations and support contract negotiations. Manage significant opportunity pipeline to guarantee success and regional growth. Forecast monthly, quarterly, and annual sales goals by having a strong understanding of regional market trends. Provide support and guidance to local sales leaders related to lead generation, sales conversion, and sales processes / programs to further develop professional selling skills. Present and participate in client meetings, presentations, and events. Understand regional competitive activities and overall marketplace and inform senior executives and local sales team of these activities Special projects and other duties as assigned.Required Qualifications: Education: Bachelor's degree or equivalent experience.Experience: 7 to 10 years of experience, including management of sales staff in the Distribution Industry.Other: Ability to effectively lead a staff of direct reports and an organization from a strategic level, while managing concurrently details on multiple concurrent tasks while meeting various deadlines. Proven track record as an effective manager in a high-performance organization, success as a builder of collaborative, high-performance teams whose management style is characterized as results orientation. A passion for serving others and helping others to succeed with an ability to motivate a high performance sales team. Ability to measure and analyze KPIs and ROI. High level of business acumen. Excellent communication skills, both written and verbal. High level of organizational detail. High level presentation and client relationship building skills (or something that speaks to the need to be in front of clients and not behind a desk). Demonstrated track record of exceeding sales goals through a dispersed sales team. Thorough knowledge of Microsoft Office and CRM programs with an aptitude to quickly learn relevant program and technologies. Background in B2B, outsourcing, and service sales with a focus on the Commercial Real Estate industry highly preferred.Benefit Information: ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM 2024 Employee Benefits | Staff & ManagementAbout UsABM (NYSE: ABM) is one of the world's largest providers of facility services and solutions. A driving force for a cleaner, healthier, and more sustainable world, ABM provides essential services and forward-looking performance solutions that improve the spaces and places that matter most. From curbside to rooftop, ABM's comprehensive services include janitorial, engineering, parking, electrical and lighting, energy and electric vehicle charging infrastructure, HVAC and mechanical, landscape and turf, and mission critical solutions. ABM serves a wide range of industries - from commercial office buildings to universities, airports, hospitals, data centers, manufacturing plants and distribution centers, entertainment venues and more. Founded in 1909, ABM serves over 20,000 clients, with annualized revenue approaching $8 billion and more than 100,000 team members in 350+ offices throughout the United States, United Kingdom, Republic of Ireland, and other international locations. For more information, visit www.abm.com.ABM is proud to be an Equal Opportunity Employer qualified applicants without regard race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran or any other protected factor under federal, state, or local law. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you'll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you're looking for a frontline or professional position, you can find post-military career opportunities across ABM.ABM directs all applicants to apply at www.abm.com ABM does not accept unsolicited resumes.