Business Development Manager Facilities Management

Salary: £60,000 – £78,000 per year

Business Development Manager Facilities Management – London or Hampshire – to £ Negotiable plus package

A rapidly growing FM service provider in the home counties is urgently seeking an experienced Business development manager who has good knowledge of the M&E, Maintenance, FM and Fit-out sector in the South East. You do not have to have an Engineering background but you are expected to have great customer relationship management skills and be able to open new doors with new clients. This role might suit a Recruitment consultant who already has an extensive network in the M&E or FM sectors. We need someone who has a network with consultants or Managing agents so that they can exploit those relationships to discover when new opportunities come to market.

Job Holders Primary Objectives

To develop, lead and manage new business development activities. To build our new business pipeline both in existing market sectors/regions and new ones. This will involve the qualification of such opportunities to ensure they meet our new business criteria and their development from that point to order. This will involve working on your own initiative and with our internal departments such as marketing, our bid team and senior leadership team.

To assist in developing and implementing an innovative new business development strategy, focusing on new clients, market sectors and regions.

Overarching Business Objectives to ensure

• Profitable business growth is maintained and improved as targets may dictate
• Clear identification of new sectors and opportunities within are diligently qualified and executed to firm order.
• New business strategy is followed, with progress clearly communicated to all internal required stakeholders
• Our new business pipeline is developed and maintained in line with business plan targets
• The candidate has accountability, responsibility, and ownership for the new business development aspects of the business and its delivery of the following criteria:
• Following business strategy
• Establishing new business growth (sectors/regions/clients)
• Maximising margin/ turnover opportunities

Key Responsibilities

• Existing business Client development, particularly around re tenders
• Development with senior leadership team the strategic direction of the bid function
• Development and management of new business Key Performance Indicators
• Reviewing and assessing the potential to develop strategic partnerships with clients and specialist supply partners
• Analyse win/loss data to give insight into how the company can adjust to continually improve performance and win success rate
• Review the geographical growth potential through market intelligence and expand our reach

Risk Management

• Assessing the risks to the business of any new opportunities
• Coaching staff on best practices for managing new business opportunities

Business Development, Marketing and Winning Work

• Conduct research to identify new markets and customer needs ensuring our business is well placed to service these new requirements
• Arrange business meetings with prospective clients and involve stakeholders where required
• Promote the company’s products/services addressing or predicting clients’ objectives
• Working with internal stakeholders to prepare new business PQQ’s/RFI/contracts ensuring adherence to law-established rules, guidelines, and internal governance procedures
• Maintain accurate business development records such as an CRM system (we currently use Zen Desk)
• Develop standard in-house new business documents and guides
• Provide support for the tender adjudication meetings
• Proof reading / Bid Writing as required
• Support documentation design and collation as part of a team
• Gain client after-sales feedback
• Build long-term relationships with new and existing customers
• Identify potential clients in the target market and complete appropriate research on the prospective client’s business and equipment or service needs
• Partner with internal departments and stake holders to create contract-winning proposals for current and prospective clients
• Collaborate with operational delivery teams to ensure contracted specifications are executed on-time and as agreed
• Planning and overseeing new marketing initiatives
• Support presentations for new projects
• Support through delivery, decisions made by the Bid Development Director and board in addressing new strategies
• Assist in Marketing and Corporate events.
• Assist other Directors in Sales & Marketing as required
• Assist the Directors in development of our staff’s softer client and skills, winning more work internally
• Pursue sales leads generated by others
• Ensure our estimating and bid process remains relevant and up to date, meeting our client’s expectations
• Subject to approval, interview and recruit new team members
• Raising awareness of the company in the FM market
• Competitor analysis
• Market knowledge
• Representing the company at events and exhibitions

General:

• To be a ‘team player’ within the office
• Helping colleagues, as and when necessary, especially to meet deadlines
• Contribute effort towards Company Vision and Mission and observe Company values when actioning your objectives

Communication:

The post-holder should recognise the importance of effective communication within the team and will strive to:

• Communicate effectively with other team members
• Recognise people’s needs for alternative methods of communication and respond accordingly

Experience

• Experience within the Facilities Management industry, ideally in Hard services
• IT Literate – MS Office package

Special Aptitudes for the Role

• A strong communicator with a direct and open style. Enthusiasm and drive with evidence of strong client focus, a flexible and resilient attitude. Achievement orientation / drive for results. Demonstrate leadership qualities and/or aspirations.
• Self-motivated. Dynamic. Professional. Continuously self-improving

Personal/Professional Development:

The post-holder will participate in any training programme implemented as part of this employment, such training to include:

• Participation in an annual individual performance review, including taking responsibility for maintaining a record of own personal and/or professional development.
• Taking responsibility for own development, learning and performance and demonstrating skills and activities to others who are undertaking similar work.

Equality and Diversity:

The post-holder will support the equality, diversity and rights of colleagues to include:

• Acting in a way that recognises the importance of people’s rights, interpreting them in a way that is consistent with Company procedures and policies and current legislation.
• Behaving in a manner which is welcoming to and of the individual, is non-judgemental and respects their circumstances, feelings, priorities and rights.

Quality:

The post-holder will strive to maintain quality within the Company, and will:

• Alert other team members to issues of quality and risk
• Assess own performance and take accountability for own actions, either directly or under supervision
• Contribute to the effectiveness of the team by reflecting on own and team activities and making suggestions on ways to improve and enhance the team’s performance
• Effectively manage own time, workload and resources

Health & Safety:

The post-holder will assist in promoting and maintaining their own and others’ health, safety and security as defined in the Health & Safety Policy, to include:

• Using security systems within the workplace according to Company guidelines
• Identifying the risks involved in work activities and understanding such activities in a way that manages those risks.
• Making effective use of training to update knowledge and skills
• Reporting potential risks identified.