Client Solutioning Specialist (Data Center & Power) – Job Description

The Client Solutions Specialist will be a key member of ABM’s Mission Critical Solutions (MCS) Business Capture (BC) process. The primary goal is to enable the MCS organization to provide timely and high-quality responses to customer requests for information (RFIs), proposals (RFPs), and quotes (RFQs).

 

Pay:  $60,000.00 – $106,600.00

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.

Primary Responsibilities:

The Client Solutions Specialist utilizes the BC process for developing timely, high-quality responses to major client requests by simultaneously working with various internal groups to:

Prioritize any opportunity by assessing the quality of the opportunity using a Go/No Go matrix tool. Establish the path forward using a Plan to Complete template and ensure no deadlines are missed. Establish an opportunity-specific SharePoint site for maintaining and sharing pertinent documents. Build internal consensus on the strategic approach to winning each opportunity, including identifying any synergies to be captured or discounts to be offered. Coordinate our clarifying questions and site visits regarding the client’s request. Coordinate an operational review of the scope of work to determine what ABM will self-perform and where subcontractors will be utilized. Assist and coordinate getting specific quotes from subcontractors. Develop staffing plans (onsite teams and corporate support) for each site in conjunction with operations, including identifying potential collaboration with other ABM organizations and branches. Determine where union and non-union labor will be required and obtain copies of relevant collective bargaining agreements (CBA) to model the financials for where union labor is required. Develop non-union employee costs in conjunction with human resources and using various salary surveys and review with operations to ensure talent can be secured at the projected salaries. Develop financial projections for the opportunity (see list of items to consider below). Coordinate legal review of any draft master services agreements or terms and conditions. Coordinate credit review by requesting Dunn & Bradstreet (D&B) reports for finance to review. Coordinate insurance review to ensure requirements are met and added costs included if needed. Develop technical proposal and complete pricing templates provided. Coordinate the development of response to questionnaires across the organization. Ensure full management approval (operations, financial, credit, insurance, legal, and strategic) prior to final document submission. Ultimately responsible for ensuring the quality and timely submission of ABM’s response documents. Coordinate the development of follow-up responses such as formal presentations and answers to client’s further questions or information needs. Assist in finalizing any contracts, including drafting and editing scopes of work as well as key performance indicators (KPIs). Assist in the transition of the opportunity from sales to operations, including developing final financials based on the actual contract.

Other Duties:

Assist the sales organization with responses to smaller requests from customers for information, proposals, and quotes. Participate in industry events with sales and marketing to remain engaged in opportunities. Assist the BC team in maintaining a library of language used in prior customer responses to ease and speed the development of responses to new customer requests (reduce turnaround times). Assist in the development of marketing collateral such as project summaries and detailed references. Assist in developing new language and content as needed for responding to the customer’s requests. Be the “Mission Critical Expert” and support ABM’s broader Deal Desk on larger corporate pursuits that include mission-critical operations or infrastructure as well as opportunities requiring security clearances.

Skills Required:

Strong project management and organizational skills. Ability to develop and articulate a clear value proposition for each proposal. Ability to develop high-quality written proposals. Knowledge of account operations and staffing levels. Ability to develop detailed financial projections. Ability to garner management approval for each opportunity. Strong communication skills, being completely comfortable presenting to senior management internally and with customers, as well as excellent technical writing skills. Strong computer and graphic skills as deadlines may require the Specialist to complete various administrative tasks in order to ensure timely submission. Must be flexible in terms of work schedules as the workload is more dependent upon deadlines set by customers instead of internally or by oneself.

Financial Projections (pricing submissions) to include:

Employee Costs:

Base Wages and Bonuses Union (get copies of a relevant CBA) Non-Union (get salary survey from HR) Burden / Additional Benefits Overtime due to shift schedules PTO Coverage Shift Schedules & Differentials Holiday Coverage

Other Direct Employee Costs:

Uniforms and Personal Protection Equipment Computer and Cellphones (smart devices) Tools and Support Vehicles (if needed)

Other Costs:

Subcontractor quotes and costs Consumables such as belts, filters, and hoses (based on an equipment list provided by the client) Maintaining replacement/spare parts Technology Platform such as using ABM’s CMMS

Other Account Costs:

Corporate support needed (a portion of operations, finance, safety, and other resources) Annual travel costs by management to support the team Transition/Setup Costs Other Costs/Contingency

Financial Projections:

Yearly Revenues (price to clients) Yearly Expenses (cost to ABM) Estimated Gross Margin