Head of Sales

Job Purpose:

The Business Development and Bid Manager will be responsible for overseeing the implementation of the Facility Management business objectives for Hard & Soft services and also the company’s sales, marketing, and business development professionals that have the skills to prepare and submit a winning bid, whilst taking ownership of the end-to-end bid process by managing an opportunity from the initial identification of a customer requirement.

Their duties include comparing current sales numbers to desired quotas, delegating sales, and marketing tasks among team members, and meeting with upper management to discuss their progress.

Responsibilities include the introduction and implementation of all necessary bid procedures, governance, and processes in the FM business.

This is a highly networked role that requires an ability to work under pressure and to challenging deadlines. It requires strong people management and commercial skills.

Core Responsibilities

• Maintain current client relationships and identify areas for potential clients
• Contacting potential clients to establish a business relationship and meet with them
• Develop new FM sales areas and improve sales through various methods
• Research the latest in the FM business industry and create new opportunities to expand business
• Collaborate with sales and design team to ensure requirements are met, such as sales numbers and profit goals
• Train junior salespeople to improve sales goals and meet expectations
• Strong understanding of company products or services as well as business position and competition to keep business competitive
• Manage inputs from key stakeholders, typically engaging with sales, marketing, product teams, finance, commercial, legal, and project management/delivery.
• Work to develop a clear win strategy for each bid and ensure win themes are clear and compelling.
• Understand and resolve complex technical, strategic, and business issues.
• Prepare and review the commercial aspects of the bid, ensuring all products/services are included in the final price to the customer.
• Risk tracking and management throughout the bid process.
• Contributing to the written proposal - both in terms of content and presentation (such as providing guidance around the executive summary).
• Manage the bid budget and monitor and report on overall performance against KPIs.
• Ensure timescales are achieved at each step of the bid process, including all internal governance, while taking the initiative in setting realistic deadlines.
• Ensure on-time submission of compliant and commercially sound bids.
• Co-ordinate and plan all client presentations required as part of the bid submission.
• Drive continuous improvement, through post-bid reviews, both internally and with customers.

Key skills

• Excellent written and verbal communication skills in English language.
• Creative and innovative thinking
• Problem-solving skills
• Relationship-building and influencing skills
• Commercial thinking
• About five years of proven sales experience in the Facility Management business – Hard & Soft services
• Technical skills required to create proposals and find solutions to meet client requirements, such as using software programs and machines
• Excellent organizational skills to meet goals and set priorities
• Be proactive, and organized and handle work under stressful and uncertain environments

Qualifications

• Bachelor’s degree in marketing, business or a similar area

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