Director, Strategic Solutions
Description
SBM is a Minority-Owned Business Enterprise with 40 years of experience delivering janitorial and soft services in dynamic facilities. We operate across a variety of industries including high-tech, manufacturing, automotive, aviation and life sciences. Today, 12,000+ SBM employees support 1,000+ complex sites across the US, Latin America, and Asia. We partner directly with our clients and have long-standing successful relationships with integrator groups like JLL, CBRE, Cushman & Wakefield, Leadec, and more. SBM collaboratively builds partnerships focused on delivering standardization, innovation, and soft services solutions. Our process-driven, technology-forward approach helps our clients prepare their workplaces for the important work done within their buildings.
SBM Management is looking for a high-level, strategic, B2B Sales Executive! This proven Sales Executive will work collaboratively with all departments to position SBM Management for significant future soft facilities management growth with new clients, as well as grow additional services with existing clients. In this role, you will be a driving force in selling complex soft facilities solutions to expand our client portfolio, contribute to revenue growth, and position SBM Management as a leader in the industry.
Responsibilities:
Sales/Business Development Focus:
- Come to SBM with a robust and reliable book of business that will increase SBMs market share and revenue growth, expand our client base and decrease the overall sales-cycle.
- Proven success at successfully closing deals at a rate of $2M/month or $24M/year.
- Identify and pursue new business opportunities by proactively targeting potential clients, industries, and market segments that align with our service offerings.
- Efficiently respond to Request for Proposals (RFPs) and generate bids in collaboration with operational leadership teams.
- Lead the development of compelling proposals, presentations, and pitches to showcase our company's capabilities and value proposition.
- Demonstrate a proven ability to negotiate and sell complex facility management solutions to large, multi-location clients.
- Demonstrate a proven ability to upsell and cross-sell our services to existing clients.
Customer/Client Focus:
- Assess and understand the needs and preferences of potential clients, enabling SBM Management to effectively tailor its products and services to meet their expectations.
- Cultivate and maintain strong relationships with key clients, understanding their specific needs and aligning our services to add value and drive customer satisfaction.
- Analyze market trends, competitive landscape, and customer needs to refine sales strategies and seize growth opportunities.
Collaboration and Communication:
- Communicate market insights, client feedback, and sales progress to executive leadership for informed decision-making.
- Participate in strategic discussions and decision-making procedures to help define the direction of growth pursuits.
- Effectively communicate the company's strategic plan internally and externally; foster a unified approach toward growth by ensuring all employees, partners, suppliers, and contractors understand the company's vision and goals.
- Collaborate with other sales team members to identify potential clients, nurture leads, and close high-value deals.
- Lead and manage sales solutions team responsible for executing strategic initiatives. Your leadership will inspire team members to work cohesively, ensuring the efficient execution of growth plans.
- Work closely with the solutions team to contribute to creating efficient marketing materials and innovative business solutions. You will optimize the organization's outreach to target audiences by aligning marketing efforts with the overall growth strategy.
Innovation, Industry Expertise and market Insight:
- Stay updated on industry trends, innovations, and emerging technologies related to facility management services, using this knowledge to shapes sales strategies and offerings.
- Drive innovation within the organization. By supporting, creating, and executing new initiatives, you will bring measurable changes shaping the industry and revolutionizing the business model.
- Constantly monitor and measure the sales progress against the external environmental, trends and strategic plan to ensure that the organization remains on track toward achieving its growth goals. Where necessary, you will take proactive steps to optimize progress.
- Contribute to marketing drip campaigns and developing lead generation strategies will contribute to expanding the organization's customer base and attracting potential clients.
- Share learned insights and expertise to help shape the company's overall growth strategies.
Executive Presence:
- Continuously manage to long-term organizational goals, defining and revising the target business process models and long-term sales/business development goals and priorities.
- Design and implement change management activities, such as gaining executive sponsorship and promoting internal and external communications that will facilitate smooth transitions during growth initiatives.
- Influence and present business plans and compelling slide decks and growth strategies to C-Suite leadership to gain support and resources to lead the organizations' expansion efforts.
Qualifications:
- Travel extensively, as needed, to successfully represent SBM Management at client sites, bid openings, conferences, industry events etc.
- Must be able to pass a motor vehicle record check
- Bachelor's degree in Marketing or Business Management
- 5+ years of experience leading a business development team
- CRM experience required; HubSpot
- Must be polished, articulate, and possess advanced and influential management, client/customer and verbal/written communication skills.
- This sales leader must be highly organized, detail-oriented and able to work independently to demonstrate clear and measured sales growth progress.
Compensation: Base salary up to $150,000 depending on experience and location plus robust commission program.
SBM Management Services, LP and its affiliates are proud to be equal opportunity workplaces. We are committed to equal employment opportunity regardless of race, sex, color, ancestry, religion, national origin, sexual orientation, citizenship, age, marital status, disability, gender identity, Veteran status, or other legally protected status.
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