Business Development Manager

Westbury, Wiltshire
Fairford Associates

My client is a family run specialist commercial cleaning company, who operate across most of the UK. They provide a wide range of soft FM services for a broad portfolio of clients including organisations in the healthcare, retail and commercial sectors. They have grown impressively over the last few years and currently have a turnover of circa £8m plus. I am currently working in partnership with them to find a Business Development Manager to join their friendly and professional team. The right person will play a key part in their growth plan with significant focus on winning new business within the commercial cleaning/FM sector.

They are looking for a self-starter. Someone with drive, tenacity and an appetite for generating new business. You will be happy working both under your own initiative, as well as part of a wider internal team. An ability to hit and exceed new business targets is paramount. You will need to be professional and personable as you focus on the enormous potential available throughout the country. The BDM will sell into any sector that requires commercial cleaning services. Healthcare is a strong sector for them, as well as offices, vehicle dealerships (prestige brands), builder s merchants etc. Targeting contracts in the £20k to £150k bracket, whist assisting with larger tenders as required. The year one sales target will be £450k P/A. This would rise to circa £700k in year 2. The company receive a number of enquiries which are not being fully exploited and the role-holder will be tasked with maximising their value.

The Business Development Manager role:

• Self-generating new leads by means of networking, field based cold calling, telephone canvassing, email, and formal tender responses i.e. PQQs & ITT s.
• Utilising a CRM system to help build a strong sales pipeline.
• Conducting site visits with potential customers to discuss requirements and make assessments.
• Actively promoting our range of services to potential clients.
• Preparing proposals, tender responses, cleaning specifications, contracts and other sales documents.
• Carrying out face-to-face proposals and presentations with potential clients.
• Liaising with the Operational teams on the mobilisation of new contract wins.
• Reporting sales pipeline and revenue achieved on a weekly basis.
• Achieving agreed sales targets in line with the strategic guidelines set out by the Head of Business Development and the MD.
• End to end ownership of the production of high quality, competitive tenders from PQQ, throughout the defined stages as directed and through to full tender submission
• The Business Development and Operations teams to generate ideas and USPs to deliver winning tenders
• The Business development Team to ensure that tenders are planned, delivered and submitted in a timely and professional manner
• The creation of clear directive reports for use in business decisions both internal and external
• Presentations to internal and external audiences to individuals, small groups and large events
• The Operations team during handover following contract award

Business Development role Requirements:

• Degree and /or relevant qualification
• Located in the South West heading east towards London but within 90 mins drive to their Westbury office.
• A UK driving license
• New Business sales experience of Commercial Cleaning or Soft FM Services (such as washroom/hygiene, waste management, pest control etc) within the commercial sector is essential. However, candidates with business development experience from other similar industry types may be considered.
• Utilise your current network of potential contacts and clients, so you can hit the ground running
• Commitment and positive, can-do attitude.
• Understanding and experience of cleaning and facilities management sector procurement
• Excellent IT skills, particularly Word, Excel and PowerPoint. As well as using a CRM system.
• Good time management skills
• Experience of creating project specific proposals or business cases

Base salary is £35k, with a realistic achievable OTE commission of £4/5k, Nest pension, 20 days holiday (plus Bank Holidays of course). A Company car, fuel card, mobile and laptop will be provided.

We do try to reply to each application personally, however as you can appreciate, we receive a high number of applications for each role we handle and it is not always possible to do this. Therefore, if we do not contact you within seven days your application for this particular role has not been successful. However, we have retained your CV and we will advise you of future roles that may be of interest. Fairford Associates operates as an Employment Agency introducing work-seekers to client employers for direct employment by those employers.