Developing talent from within: From Ops to Sales to Leadership

Sometimes the most rewarding destinations are the ones you never imagined. That was certainly true for Sam. With three decades in the BMS industry, over ten of those years with ABEC, Sam has built a career shaped by ambition and determination.

Here he shares how he started his career as a BMS apprentice prior to joining ABEC, and is now part of the senior leadership team, as Sales Director for New Projects.

Sam’s journey is a testament to what can happen when personal determination and organisational commitment come together.

What was your first role when you joined ABEC and what attracted you to the company?

I first joined ABEC as a Project Manager, within the New Projects division. I was aware of ABEC’s strong reputation and the opportunity to work abroad really appealed – my first project was in Zurich!

But despite the role and company meeting what I was looking for, as my family began to grow, I made the decision to leave ABEC for a position closer to home to support that transition.

Then following a few years as the senior building controls engineer  for the UK’s national synchrotron science facility, I was enticed back to ABEC, which had evolved markedly – the opportunities it represented and the chance to be part of its growth really appealed to me. I’ve been here 9 years now.

Which departments and roles have you worked in over the years?

I spent my first five years within Operations. Initially as Project Manager for New Projects across Europe, then as Contracts Manager, where I oversaw all projects across the region and managed the teams delivering them.

That experience gave me a deep understanding of our clients, projects and the wider ecosystem, so when the opportunity arose to move into the Sales team, it felt like a natural progression and a strong fit for my personality.

Thanks to my drive to succeed and mentorship, I progressed steadily from Key Account Manager to my current position as Sales Director for our New Projects division, leading the sales team.

Have you ever faced setbacks, challenges or self-doubt during transitions?

100%. Moving from an operational role to a sales role was daunting and challenging.

While there were lots of transferable skills, it was still quite a different ball game to what I was used to. But, due to the learnings during my experience in a variety of roles I’d held, I felt gave me a unique insight and advantage. I also had a great mentor; one of the founders and now CEO, Matthew Morrall.

How did the company support you with your career progression over the years?

Throughout my journey with ABEC, I’ve felt a tremendous amount of support and engagement with the business. Even though it was a lot smaller when I originally joined in 2012, it has always been a friendly, nurturing environment allowing people to be open, honest and grow.

Being supported and challenged by the leadership team as well as other colleagues, has propelled me to change direction in my career and reach heights I didn’t plan for in my early days.

What achievements or skills have you gained that you are most proud?

Achieving the order input numbers consistently over the 3 years within the New Projects sales team, and progressing to the Sales Director for New Projects position.

What do you enjoy most about your current role?

Building the team into the vision I have that has come from many years of learning, making mistakes and applying those lessons learned to make it better, smoother and more efficient.

How has the company changed since you joined?

I initially joined in 2012 when the company was quite small prior to moving into the Data Centre sector, which was pivotal to where we are now. Even with substantial growth in scale, capability and international reach, it’s kept a professional but personable culture that makes it a great place to work. It’s been a real pleasure and privilege to be part of that journey so far – and I can’t wait to see how we continue to evolve and grow.

What advice would you give to someone starting their career at ABEC today?

Don’t be afraid to reach out for support and ask questions. Everyone here is a team and genuinely wants to help one another succeed.

If you had to describe your journey in three words, what would they be?

1. Passion
2. Ambition
3. Growth

If Sam’s story has inspired you, take a look at our current vacancies here.