Southeast Director of Sales - EDU

The Director of Sale’s objective is to demonstrate ABM’s unique value to potential customers and provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs and then turn that into a vision for a comprehensive solution. This position requires the Director of Sales to be well versed in public finance, school funding and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client’s operating budget.

Pay: $175,000 - $195,000 + Bonus

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:

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

• Lead and manage the Southeast Region sales team, driving individual and team performance to consistently achieve and exceed annual revenue goals.
• Coach, mentor, and develop sales professionals while fostering a high-performance, results-driven culture.
• Build and maintain executive-level relationships with K-12 and Higher Education decision-makers, including Superintendents, Presidents, CFOs, COOs, and other C-suite leaders.
• Develop and execute strategic sales plans to identify, qualify, and close complex opportunities across assigned territories.
• Oversee the entire sales lifecycle, including prospecting, account development, solution design, proposal development, negotiation, and contract execution.
• Conduct market and financial analysis to identify opportunities, qualify prospects, and develop territory-specific growth strategies that meet or exceed annual sales objectives.
• Analyze customer financial statements and funding strategies to structure creative financial solutions that align with organizational goals.
• Negotiate and secure long-term financial agreements that deliver value for both clients and the organization.
• Serve as a trusted advisor to K-12 and Higher Education customers by providing strategic guidance on facility, financial, and athletic solutions.
• Maintain deep knowledge of education market trends, funding mechanisms, procurement processes, and emerging industry challenges.
• Collaborate with cross-functional teams to develop and deliver integrated facility, financial, and technical solutions that address complex customer needs.
• Ensure customers receive customized, value-driven solutions that align with their operational, financial, and strategic objectives.
• Effectively communicate and influence stakeholders at every level of educational organizations, with particular expertise engaging executive leadership.
• Champion an exceptional customer experience by cultivating long-term partnerships and maintaining a portfolio of highly satisfied, referenceable clients.
• Partner with executive leadership to support regional business planning, forecasting, pipeline management, and strategic growth initiatives.
• Collaborate with internal IG’s for solutioning

• Proven success in selling complex facilities services and/or performance contracts
• Successful experience managing very long RFP driven sales cycles
• Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred
• Extensive knowledge of proactive prospecting at the financial decision-making level of K12 and HED
• Experience selling multiyear service-related contracts with annual values in the millions
• Four-year degree, but additional years of experience in the Facilities Services industry can be a substitute
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
• Must have strong written and oral communication skills, presentation skills, and computer skills in in MS PowerPoint, Word & Excel
• Must be comfortable with speaking to large audiences
• Ability to understand operating budgets
• Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same