Vice President, Strategic Account Management and Solutioning
Apply NowCompany: ABM Industries
Location: Los Angeles, CA 90011
Description:
Job Description
The Vice President of Strategic Account Management & Solutioning is a skilled executive within ABM's Business & Industry group (BNI). He or She has a focus on the growth and expansion of strategic accounts, driving cross-solutioning and service delivery consistencies across those accounts. This individual should have experience managing a P&L responsibility of $200M+, building organizations and coaching team members to achieve their full potential, strong client relationship building and retention, effectively influencing and communicating to senior executives and clients, managing key sales performance metrics, and depth of knowledge and ability to drive a high standard of quality for eight of our most valued accounts across North America, Canada, United Kingdom, and Ireland.
The executive in this position will lead an organization of Account Directors and be responsible for generating segment and client growth, expansion, and retention strategies for ABM, focused on high growth, multi-regional client profiles, including all Business and Industry markets. The key focus will be expanding each client to include technical services, ABM Performance Solutions (APS), and general growth, as well as increasing the general level of client satisfaction across the strategic accounts.
The Vice President of Strategic Account Management & Solutioning will be an expert in the ABM customer journey by becoming familiar with our customer needs, buyer personas, and implementing strategic programs to drive value for our clients. This leader must work to develop both a strong internal and external network of critical stakeholders to help gain insights and formulate growth and retention strategies. Must demonstrate a proven ability to gain influence and collaborate across key functional areas including operations, sales, finance, client experience, all technical solutions and BNI groups, human resources and safety. The successful candidate will have the ability to act both strategically and tactically, in conjunction with a passion for driving growth, expansion, and customer service results for an entire team.
Essential Functions:
Education:
Bachelor's degree in business or technical engineering, Master's degree preferred.
Experience:
Pay: $145,950 - $271,050
The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant's education, experience, skills, abilities, geographic location, and alignment with market data.
You may be eligible to participate in a Company incentive or bonus program.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM Employee Benefits | Staff & Management
About Us
ABM (NYSE: ABM) is one of the world's largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.
ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.
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/careers. ABM does not accept unsolicited resumes.
For more information, visit www.abm.com.
The Vice President of Strategic Account Management & Solutioning is a skilled executive within ABM's Business & Industry group (BNI). He or She has a focus on the growth and expansion of strategic accounts, driving cross-solutioning and service delivery consistencies across those accounts. This individual should have experience managing a P&L responsibility of $200M+, building organizations and coaching team members to achieve their full potential, strong client relationship building and retention, effectively influencing and communicating to senior executives and clients, managing key sales performance metrics, and depth of knowledge and ability to drive a high standard of quality for eight of our most valued accounts across North America, Canada, United Kingdom, and Ireland.
The executive in this position will lead an organization of Account Directors and be responsible for generating segment and client growth, expansion, and retention strategies for ABM, focused on high growth, multi-regional client profiles, including all Business and Industry markets. The key focus will be expanding each client to include technical services, ABM Performance Solutions (APS), and general growth, as well as increasing the general level of client satisfaction across the strategic accounts.
The Vice President of Strategic Account Management & Solutioning will be an expert in the ABM customer journey by becoming familiar with our customer needs, buyer personas, and implementing strategic programs to drive value for our clients. This leader must work to develop both a strong internal and external network of critical stakeholders to help gain insights and formulate growth and retention strategies. Must demonstrate a proven ability to gain influence and collaborate across key functional areas including operations, sales, finance, client experience, all technical solutions and BNI groups, human resources and safety. The successful candidate will have the ability to act both strategically and tactically, in conjunction with a passion for driving growth, expansion, and customer service results for an entire team.
Essential Functions:
- Develop, recruit, manage, and lead a National Strategic Accounts program organization with focus on cross functional IG partnerships within ATS, BNI and client experience.
- Ensure that role has a viable succession plan by the end of the first 12 months in the role
- Drive a pipeline of opportunities that enables meeting/exceeding minimum growth and expansion of $75M+ /annually
- Select and develop a team of professionals to identify, qualify, develop and provide solutions to existing ABM clients.
- Identify upstreaming opportunities that complement existing products and services to create new customer value. For example, partner with other companies to develop new products or find new ways to market existing products or services.
- Accountable for the strategic accounts profitability metrics
- Client Account Management; Monitor budgets and mitigate scope deviations.
- Lead conflict resolutions and ensure the ABM matrix is optimally managed, resulting in delighted clients
- Ensure appropriate project resourcing, drive client engagement and assign team roles.
- Work with Client Experience and other Quality Assurance functions to best measure and improve quality of service for our clients.
- Maintain the highest degree of customer satisfaction for all strategic accounts.
- Build and maintain key customer relationships, while ensuring that all key client contacts have been thoroughly explored for technical solutions and APS and implement strategies for expanding the company's customer base.
- Work with BNI leadership to develop growth targets for strategic accounts
- Review list of strategic accounts and potentially new strategic accounts with BNI leadership at a minimum annually to assess prioritization for subsequent fiscal years
- Ensure all strategic account team members meet or exceed their pipeline generation goals, outreach metrics, and revenue targets.
- Ensure BNI meets or exceeds its overall cross-sell targets
- Create and guide strategy across Industry Groups; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.
- Develop service offerings and work with Sales to build or execute on strategic business lines that drive revenue
- Increase market share, and ensure attainment of company sales goals and profitability.
- Work with a diverse set of business unit leaders within a matrixed IG and shared services environment.
- Assess market potential and identify new business opportunities and synergies.
- Special projects and other duties as assigned.
Education:
Bachelor's degree in business or technical engineering, Master's degree preferred.
Experience:
- 15+ years of industry experience; 5+ years ABM experience and strong network
- Strong depth of knowledge with the full suite of ABM solutions (ATS, APS, core janitorial)
- Exceptional ability to influence, lead and communicate at senior executive levels
- Demonstrated experience successfully leading a P&L budget of over $200M
- Track record of building commercial relationships with key ABM clients at the most senior levels
- Proven ability to adapt business models to evolving and changing client mix
- Deep understanding of broad macroeconomic trends and related application to ABM's portfolio
- 5+ years of proven pipeline management success of at least 50M+
- Skilled in Value and Access deliverables: pricing, launching strategies, RWD studies, economic models, value communications.
- Key behaviors: Trusted, Bold, Transformative, Collaborative.
- Demonstrates agility, creativity, and innovation in high pressure situations
- Demonstrates advanced levels of strategic thinking, relationship management, leadership, operational acumen, and collaboration
Pay: $145,950 - $271,050
The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant's education, experience, skills, abilities, geographic location, and alignment with market data.
You may be eligible to participate in a Company incentive or bonus program.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM's benefits, visit ABM Employee Benefits | Staff & Management
About Us
ABM (NYSE: ABM) is one of the world's largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.
ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.
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/careers. ABM does not accept unsolicited resumes.
For more information, visit www.abm.com.