Senior Business Development Manager, Medical Office Buildings

Overview Senior Business Development Manager – Medical Office Buildings

The Senior Business Development Manager (BDM) is responsible for driving strategic growth of ABM’s Onsite Facility Services—including Cleaning, Environmental Services, Parking, and Engineering—within the medical office building (MOB) and broader non‑acute healthcare market. This senior-level professional identifies, develops, and secures new business opportunities by partnering with healthcare executives, property owners, and real estate operators to deliver high‑performance facility solutions tailored to medical office environments.

The Senior BDM evaluates the strengths and gaps of a prospect’s current facility services model and develops innovative, bundled solutions that improve operational efficiency, patient experience, and regulatory compliance. This role partners closely with ABM operations and executive leadership to ensure seamless transitions, high-quality service delivery, and long‑term client satisfaction.

• Develop and execute comprehensive short- and long-term sales strategies focused on the medical office building (MOB) and non‑acute healthcare segment.

• Maintain deep intelligence around territory trends, competitor activity, healthcare facility operations, and the evolving needs of MOB owners and property managers.

• Establish yourself as a thought leader in the healthcare facilities space, representing ABM at industry events, associations, and networking forums.

• Drive full-cycle sales activity including prospecting, cold calling, networking, conducting bid walks, building proposals, and closing new business.

• Lead complex RFP responses and craft compelling, data-driven proposals tailored to the operational requirements of MOBs and outpatient facilities.

• Present solutions with confidence to healthcare executives, real estate stakeholders, and senior decision-makers.

• Manage contract negotiations and guide the transition process to ensure alignment between sales commitments and operational execution.

• Work closely with operations leadership to develop strategic and financial plans that support client needs and drive profitable growth.

• Coordinate cross-functional support teams, leveraging ABM’s 8 lines of business to deliver bundled, integrated service offerings.

• Partner with internal operators to ensure seamless onboarding and ongoing client satisfaction.

• Contribute to the training and development of operations teams to enhance their understanding of healthcare-specific facility needs.

• Build and maintain a strong, diverse professional network of healthcare providers, property management firms, real estate developers, and industry partners.

• Support digital and direct marketing campaigns, utilizing ABM‑branded materials to drive engagement.

• Maintain accurate activity, pipeline data, and forecasting in Salesforce.

• Track bid schedules, monitor competitive intelligence, and ensure consistent market visibility.

• Bachelor’s degree or equivalent experience.

• 5+ years of progressive service sales experience
  , including successful prospecting and closing of self-generated leads.

• Strong background in healthcare facility services, commercial real estate, MOB operations, janitorial/EVS, engineering, or related service environments
  .

• Proven ability to craft, price, and present detailed proposals for labor‑driven service solutions.

• Experience selling in healthcare settings with familiarity in infection prevention, patient experience standards, life‑safety requirements, and compliance expectations.

• Strong hunter mentality with a consistent record of exceeding sales goals.

• Demonstrated success selling intangible or outsourced service solutions.

• Ability to present confidently to healthcare executives and senior stakeholders.

• Highly organized, efficient, and able to manage multiple sales cycles simultaneously.

• Advanced proficiency in MS Office and CRM platforms such as Salesforce.

• Collaborative team player with strong…