National Sales Director, IFS Distribution

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Job Overview

ABM Performance Solutions (APS) is ABM’s self-delivered operational platform which incorporates all of ABM’s offerings into one consolidated service model. APS is a multi‑service performance model structured to maintain the built environment with self‑delivered services including cleaning, energy, sustainability, safety, resiliency, power, mechanical, electrical, EV‑charging, parking, and operating engineers. Governed by a single contract, APS helps our clients improve operations, drive outcomes, and enhance resiliency and reliability of their facilities while allowing them to better focus on their core business.

The National Account Manager, APS, is responsible for developing a pipeline of APS opportunities (New and Existing Client Expansion) and converting those opportunities into new business for ABM in line with assigned sales quota. The National Account Manager, APS partners with Industry Group Operations and Sales resources to identify, qualify, and sell the APS product to existing and new clients. The role reports to the Vice President Sales, APS and is accountable for organic growth, client expansion, and key retention efforts for the APS business.

Responsibilities

• Develop a pipeline of high‑potential APS opportunities working closely with Industry Group Operations and Sales teams to achieve annual sales goals.

• Sell consultatively, build trust, identify and develop leads, set appointments, conduct account research, lead sales calls, and create relationships within a “trusted advisor” approach.

• Understand ABM and its people, processes, and solutions, and exemplify our vision and values when describing our services and solutions.

• Leverage personal capabilities (initiative, decision making, planning, resilience) to drive business results.

• Collaborate internally across a complex matrix organization to drive better sales outcomes.

• Adhere to all company policies, procedures, and business ethics codes and ensure they are communicated and implemented within the team.

• Execute APS platform processes for each pursuit, understanding the nuances of each Industry Group.

• Analyze P&L statements to identify margin improvement opportunities.

• Build internal and external networks (functional groups, prospective clients, industry).

• Identify and communicate potential risks on assigned opportunities and propose mitigation plans.

• Lead pricing, presentations, and client engagements for assigned business development opportunities.

• Utilize  and established sales processes across all opportunities.

• Incorporate EHS expertise into proposal responses and lead safety discussions (Moment for Safety).

• Manage multiple pursuits simultaneously and handle special projects as assigned.

Qualifications and Desired Attributes

• Bachelor’s degree preferably in Engineering or Facilities related curriculum, and/or equivalent work experience.

• 10+ years of sales experience (IFM).

• Experience engaging client relationships for top‑tier (US and/or multi‑national) corporations or institutions.

• Familiarity with enterprise software solutions related to built‑environment operations (, CMMS, BAS, BMS, WOM, IWMS).

• Knowledge of emerging technologies such as IoT, VR, AI, and Smart Buildings.

• Proficiency with a robust CRM system (e.g., , Microsoft Dynamics).

• Strong understanding of client/market dynamics and requirements.

• Ability to engage clients at a senior level and support client business reviews, presentations, and retention initiatives.

• Excellent verbal, written, and interpersonal communication skills.

• High energy level and self‑motivation with the ability to work independently in a highly collaborative environment.

• Understanding of accounts receivable processes, P&L statements, and financial performance to achieve positive value for ABM.

• Proficiency with Microsoft suite (PowerPoint, PBI, Excel, Outlook, Word, Teams, One Note).

• First‑year sales quota is approximately $10 m in annualized revenue; second year advances to approximately $15 m in annualized revenue.

Pay and Benefits

Pay: $130,000 – $185,000 + bonus. The pay…